1. The approach
1.1. Recognize negotiating situations
1.1.1. Признать переговорные ситуации
1.2. Separate people from the problem
1.2.1. Отделить людей от проблемы
1.3. Distinguish between Interests and Positions
1.3.1. Различают интересы и позиции
1.4. Uncover Interests and BATNAs for all parties
1.4.1. Раскройте интересы и BATNA для всех сторон
1.5. Create value
1.5.1. Invent options for mutual gain
1.5.2. Создать значение
1.6. Monitoring agreements
1.6.1. Соглашения о мониторинге
2. Questions to ask
2.1. Who are the parties to the negotiation?
2.2. What are their interests?
2.3. How can I expand the pie?
2.4. What are the win-win positions?
2.5. What is your BATNA?
3. Let's negotiate..."I wanna go back to the office on Monday!"
3.1. Who are the parties?
3.1.1. Employer (Sasha)
3.1.1.1. Wants to control employees
3.1.1.2. Preventing sick leave
3.1.1.3. Accountable for employee health
3.1.1.4. Keep the government away from me
3.1.1.5. Misses employees (not all of them)
3.1.1.6. Miss the coffee
3.1.1.7. Maximize the productivity of the team
3.1.1.8. Sustainable profits
3.1.2. Employees
3.1.2.1. Miss your friends
3.1.2.2. More productive
3.1.2.3. Getting fat
3.1.2.4. tired of watching movies
3.1.2.5. tired of your family
3.1.3. Sam
3.1.3.1. Keep the company alive and healthy
3.1.3.2. Earn additional profit
3.1.3.2.1. Offices expenses reduced
3.1.4. Government
3.1.4.1. Sell more vodka
3.1.4.2. Save money
3.1.4.3. Control the situation
3.1.4.4. Prevent the spread of the virus
3.1.4.5. Accelerate the herd effect
3.1.4.6. Decrease retirement obligations
3.1.5. Family members
3.1.5.1. tired of you
3.1.5.2. Everybody is healthy
3.1.5.3. Bring in money
3.1.5.4. General stability
3.1.5.5. Work life balance
3.1.5.6. Compromised members (age, sickness)
3.1.6. Building owner
3.1.6.1. Preserve Corevist as client
3.1.6.2. Sustainable profit
4. Let's negotiate "Step based pay and Career Path strategies" for Quest Diagnostics Call Center
4.1. Maryanne
4.1.1. Wants to finish all 4 points before expanding to other departments
4.2. Lab Manager
4.2.1. help with employee retention
4.3. Lab employees
4.3.1. Lower level staff
4.3.2. Management level
4.3.3. Want more money and career paths
4.4. HR department
4.4.1. Negative
4.4.2. Supportive
4.4.3. help with employee retention
4.5. CEO
4.5.1. happy employees
4.5.2. more competitive
4.6. Remote workers
4.7. Board of Directors
4.8. Other employees
4.9. CFO
4.9.1. Financial analysts
5. Key Learning Concepts
5.1. Negotiations are all around you
5.2. Terms to understand
5.2.1. Interests
5.2.1.1. интересы
5.2.2. Positions
5.2.2.1. позиции
5.2.3. BATNA
5.2.3.1. Лучшая альтернатива договорному соглашению
5.2.3.2. Запасной план
5.2.4. Enlarging the pie
5.2.4.1. Увеличить пирог
5.2.5. Mutual gains (win-win)
5.2.5.1. победа победа