Win Win Negotiation Ppt

If you have an ongoing relationship, it’s important for a win-win result. Our Negotiation Skills Training course activities, materials and games are all ready for you to download now and use in your Negotiation training courses and workshops. negotiation? Within a close team or a couple, if you have no time in each negotiation to pursue the best win-win solutions, where both sides gain simultaneously, how can A and B behave so that both are actually gaining, in the aggregate, over time? How would you define effectiveness in a negotiation'? Are you effective? Who do you. And it doesn’t mean that you should try to avoid conflict and tension at all cost. The people component should only add benefit to the negotiation process, not add an element of dread. Leveling the Negotiation Playing Field Stephen R. In a worst-case scenario (which is surprisingly common), the negotiation turns to conflict and it all becomes becomes personal. Avoid premature judgment. Equitable sharing of a larger and expanded pie. It is the buyer’s responsibility to negotiate the best terms. Participants explore how current approaches to negotiation strategy and tactics are used, what negotiation entails, types of negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships and personal ones. In a win-win situation, you really want both parties to feel good about themselves, the deal, and the entire process of the negotiation. If you want to come out on the winning end, be sure you ask these seven questions during negotiations. requires two-way communication. Knowing when to walk away. Licensing Agreement. negotiation tactics and become successful negotiators. Win-Win Solution Or something like that. Win-win – collaboration or integrative bargaining. decision is not unacceptable to anyone. It points the parties towards a give-and-take that gets what both parties really want. The potential for conflict in information systems development projects is usually high because it involves individuals from different backgrounds and orientations working together to complete a complex task. Negotiation Skills This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved. What examples can you give of such a perfectly integrative, ‘win-win’ solution in the ‘real’ world? For those reaching 50-50 compromise – How much disclosure was there on each side about how many fruits each side wanted? What they want to use the fruit for? How would your negotiation have benefited from more disclosure?. This paper identifies issues that favor integrative (win-win) and distributive (win-lose) negotiations and discusses negotiation strategies that are appropriate in different situations. "Win-Win" negotiation is about alliance not conflict. • Positional negotiation • Win-win potential Microsoft PowerPoint - Andrea Gumm and Bryant Kuechle. Presentation Discussion Role Play Case Studies Individual coaching Structured feedback. When it comes to negotiating, being “nice” doesn’t have to mean losing — or being the only one to benefit, either. Set goals for what you want. BASIC ELEMENTS OF SUCCESSFUL NEGOTIATING. 提供Principled_Negotiation文档免费下载,摘要:原则式谈判principlednegotiation由哈佛大学罗杰·费舍尔(RogerFisher)和威廉·尤里(WilliamUry)提出,是一种基于双赢、聚焦利益的合作式谈判方法。. Principled Negotiation Within the Win-Win Scenario. Negotiation is a dialogue, necessitating communication skills. negotiation skills. Attack the issue not the person. details to join the live stream after payment registration and 48 hours prior to the webinar along with a link to the PowerPoint presentation. Negotiation starts from the first communication between the buyer and the supplier right through to the final signing of the contract. Software: Microsoft Word, Microsoft Excel, Microsoft Powerpoint and Adobe Acrobat Reader (downloadable for free at adobe. Start studying Chapter 4: Win-win Negotiation: Expanding the pie. Seeking a win-win from the start means giving something up without necessarily getting anything in return, except perhaps feeling a bit better. Negotiating to win In the first of a series of articles on value negotiation, INSEAD Professor Horacio Falcao tells INSEAD Knowledge about the tactics and strategies you need in order to succeed at the negotiating table. Researchers and students asked us for case studies, so we delivered. There are 5 steps and practices that consistently work. Opening a Negotiation Listening Skills. • often described as the win-win scenario 8. Therefore, it is important to determine the issues that are deal-breakers for you. Understand the principle of 'win-win' negotiations. In a negotiation, trust is about staying true to commitments, acting in good faith, and not lying or attempting to be deceitful. Many negotiation books presume everyone is after a win-win; however, some cultures and organizations are driven by an approach that assumes one side wins and the other side loses. When finalized and implemented, the agreement will create more balanced, reciprocal trade that supports high-paying jobs for Americans and grows the North American economy. Preparation. In Getting to Yes the authors present, step by step, how to find your way to a win-win solution that helps meet your goals while at the same time preserving the relationship so that. (Not some people's idea of negotiation at all, but the only negotiation originally designed into HTTP. Mark Gordon is a senior adviser for the Harvard Negotiation Project at Harvard Law School. This classic book on negotiation theory is a product of the Harvard Negotiation Project. Check out our negotiation training when you're ready to elevate your negotiation capability. In this type of outcome, both sides walk away with their interests and needs being met. Fisher and W. Identify a number of strategies for successful negotiation. My philosophy of negotiation includes the firm belief that one hand washes the other. guarantees. Negotiation skills aren't just important for the sales professionals among us. When the destination is win–win, the hope is that the solution reached is the best possible outcome, under the circumstances, for both parties. •The relationship is more important than a single win •You can make it easier for them to change their minds by offering a benefit or an out. In many negotiations there is an assumption that it is win-lose, such that every gain that one person makes leads to the other person losing an equal amount. The model presented here identifies the five stages of any negotiation in a simplified framework that helps you to analyze, absorb and apply the Best Negotiating Practices. It has everything required for that, from skillfully animated slides that fit multiple purposes to HD icons and infographics. NEGOTIATIONS WIN/WIN Presented by: Dave Kaczmarek, CMRP, FAHRMM Senior Director, Huron Healthcare 312-718-6031 [email protected] Changing this mindset to a win-win strategy can foster a more cooperative negotiation approach. Technically, a win-win negotiation refers not to the specific process, but the destination. Understanding Types of Negotiation. Integrative negotiation is a strategy where the goal is a result that is as good as possible for both parties. THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. In Win-Win Negotiation, it's important to plan ahead. Negotiation Skills Training Objective: “My ability to negotiate fairly and confidently enables me to arrive at win-win solutions which will deliver better outcomes for my organization. Negotiating Win-Win Solutions is a must-have experience for anyone involved in day-to-day negotiations and interactions. Creative Negotiating, Stephen Kozicki, Adams Press, 1998 Negotiating Process Style. Identify areas of probable agreement D. Whets negotiation and Negotiation styles how they affect a business deal? Negotiation is the process where two or more people or group of people try to resolve a problem to make it profitable to both the respective individual and group participating in the negotiation. The ultimate aim, under distributive bargaining approach, is not to come to a win-win kind of situation but that one side wins as much they can. For a negotiation to be 'win-win', both parties should feel positive about the negotiation once it's over. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. negotiation found in: Negotiation Strategy Ppt PowerPoint Presentation Icon Visuals Cpb, Business Negotiation Strategies Ppt Powerpoint Presentation Portfolio Background, Negotiation Skills Training For Sales Ppt Powerpoint. Whatever may be the process for negotiation, we follow two approaches, i. Avoid searching for the single answer. Third Party. In integrative negotiation- variously known as cooperative, collaborative, win-win, or problem solving- the goals of the parties are not mutually exclusive. Outcome Principles Style Style is a continuum between two styles: Quick Deliberate Middle is compromise Quick Style Negotiate in a hurry Use when you wont negotiate with these people again Get the best deal without regard to the other sides win. Get personal. $15,000 to $17,000 is the common ground among the parties involved in the negotiation, and a win-win negotiation would reach a settlement anywhere within this bracket. Negotiation is the process of searching for an agreement that satisfies various parties. Negotiation is a zero-sum game where one side wins and the other side loses. PowerPoint Presentation Author: Laptop. Win-win negotiation doesn’t require you to split resources right down the middle with a sole focus on being “fair. Win-Win or No Deal: Collaborative Negotiation Strategies. When you're well prepared, it's easier to keep a clear head, especially if the situation gets tense. Mark Gordon is a senior adviser for the Harvard Negotiation Project at Harvard Law School. Conflict in project management is inevitable. Hard-bargaining is a style of negotiation that seeks absolute victory over the other party. Effective negotiation skills helps you to resolve where what you want conflicts with what someone else wants. Start studying Chapter 4: Win-win Negotiation: Expanding the pie. This template outlines three objections (plan, value, pain points) and negotiation scenario. If you have an ongoing relationship, it’s important for a win-win result. * Negotiations—Purpose, Objectives, and Preparation Purpose Two or more parties try to reach an agreement for mutual benefit Create a win-win situation for the hotel and the meeting planner Sell value before offering concessions (continued) * Negotiations—Purpose, Objectives, and Preparation Objectives Balance the financial goals of the. One of the most important keys to bring negotiations to a successful conclusion is information. • Identify areas of common. With a little practice, anyone can learn the simple rules of negotiation to get a great deal on a new car or house, or achieve greater success at work by getting better deals with suppliers, customers, and even colleagues. Distributive Negotiation is a competitive strategy, whereas integrative negotiation uses a collaborative approach. Negotiation is sometimes seen in terms of ' getting your own way ', ' driving a hard bargain ' or ' beating off the opposition '. For example, if two people decide to go into business together: their partnership negotiations are win-win. Win-win negotiators see deal making as a collaborative, problem-solving process, whereas win-lose negotiators view it as confrontational. The aim of win-win situation is to find a solution that is acceptable to both parties and leaves both parties feeling that they have won. The following five, from experts at the. Participants will discover that as well as assertiveness they will need empathy and a willingness to compromise to ensure a win-win outcome. Another way of creating value is by undertaking. The best negotiations end as win-win situations, where both parties feel as though they’ve come out of it with an agreement they are pleased with. The Process Of Negotiation Process Essay 1218 Words | 5 Pages. Section four provides an overview of the essential elements of principled negotiations, and section 5 concludes. Is the person that is making the compromise a less winner or a wiser person? Also win win can be seen as a result of intense negotiation. If the negotiation fails, no agreement has been reached and the parties are forced to seek alternative solutions. Everyone Can Win 2nd Edition. ” It doesn’t mean automatically making a concession just because the other party made one. Win-win negotiation doesn’t require you to split resources right down the middle with a sole focus on being “fair. In the recently revised and updated book, "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win. The win — win approach. Win-lose - competitive or distributive bargaining. Negotiation is the process of searching for an agreement that satisfies various parties. win as much as you can FRATERNITY VALUE: INTEGRITY SUGGESTED FACILITATOR: VICE PRESIDENT COMMUNITY RELATIONS OR PANHELLENIC DELEGATE 3 X's and 1 Y = X's win 1 point, Y loses 3 points 4 X's = X's lose 1 point 4 Y's = Y's win 1 point For this game, there are only three rules you have to abide by. Negotiation Templates Confidentiality Agreement Negotiation Template for Word. This paper identifies issues that favor integrative (win-win) and distributive (win-lose) negotiations and discusses negotiation strategies that are appropriate in different situations. If you have an ongoing relationship, it’s important for a win-win result. Negotiation is nothing but a type of bargaining. Many students of negotiation styles confuse the collaborative style with the compromising one. Structure a 'win-win' deal for both licensor and licensee. The title of Fisher and Ury's book is Getting to Yes - Negotiating Agreement without Giving In. Our Negotiating and Influencing skills training courses are designed to teach the relevant skills to help delegates to negotiate and influence effectively on behalf of and within their organisation. Avoid assuming the pie is fixed. Taking up where our acclaimed Win-Win Negotiations training class leaves off, our Two-Day Advanced Negotiation Training class is designed to help even a seasoned negotiator develop greater confidence and skill in this fast-paced world of negotiating complex contracts. While respect is built by being a strong negotiator, principled and fact-based, and exploring "win-win" solutions. In a win-win salary negotiation, both employer and employee leave the salary negotiation feeling ready to get started on a long-term, successful relationship. Negotiation is the ability to use the power of bargaining to achieve results that is a win-win for both parties. Negotiating to win In the first of a series of articles on value negotiation, INSEAD Professor Horacio Falcao tells INSEAD Knowledge about the tactics and strategies you need in order to succeed at the negotiating table. * Negotiations—Purpose, Objectives, and Preparation Purpose Two or more parties try to reach an agreement for mutual benefit Create a win-win situation for the hotel and the meeting planner Sell value before offering concessions (continued) * Negotiations—Purpose, Objectives, and Preparation Objectives Balance the financial goals of the. One should be well prepared before going for a negotiation. Putnam had been involved in research around the G7 summits between 1976 and 1979. Ed Brodow is one of the nation's leading negotiation speakers and experts on negotiation and success. The Top 3 Negotiation Skills. Section four provides an overview of the essential elements of principled negotiations, and section 5 concludes. The Ninja Corporation has one of the largest factories on the East Coast. In a negotiation, trust is about staying true to commitments, acting in good faith, and not lying or attempting to be deceitful. Start out being personable, and by being polite. Negotiation facilitates agreement when some of your interests are shared and some are opposed Negotiation is the process of evolving communication to get from opposition to consensus, manage conflict and reach agreement Negotiation principles apply as much to your internal team as they do to an outside party. Win-win negotiating, the negotiator attempts to secure an agreement that satisfies both parties. Understand the principle of 'win-win' negotiations. Sedlack presented negotiation tactics to help property managers and any business professional learn better methods and techniques for successful negotiation. This is the type outcome that you strive to achieve when you Street Negotiate. The most constructive conflicts end up with both parties "winning". Negotiation skills aren't just important for the sales professionals among us. Here are five proven tactics that help you win them over. PowerPoint Presentation Author: Bcox Last modified by: bharath. Text A: The Process of Negotiation (2 periods ) Text B: The Principled Negotiation Approach to Bargaining (2 periods ) Ⅱ. Always Aim for a Win-Win Outcome. In a common direction, start discussing details and turning to the negotiating link. A Successful Negotiation • Mutual Give and Take • Win-Win • Longevity • Achieve aura of Partnership “Coming together is a Beginning; Keeping together is Progress Working together is Success!” H Ford “Our greatest weakness lies in giving up. It can also be referred to as win-win negotiation. 69 Win Win Negotiation. Negotiation-integrative16. Win-win - collaboration or integrative bargaining. THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. New York: Broadway Books, 2000. PowerPoint Presentation Author:. Basics - презентация онлайн. Equitable sharing of a larger and expanded pie. This governs the style of the negotiation - histrionics and displays of emotion are clearly inappropriate because they undermine the rational basis of the negotiation. Win-Win Plans A. Positional bargaining offers a traditional form of negotiating in which parties propose offers back-and-forth. Recognise the various stages of effective negotiation. Bargaining strategies. In a worst-case scenario (which is surprisingly common), the negotiation turns to conflict and it all becomes becomes personal. It espouses Principled Negotiation, a specific negotiation method that aims for Win-Win agreements. Time arrangement. Participants will discover that as well as assertiveness they will need empathy and a willingness to compromise to ensure a win-win outcome. Seek a win-win situation. To create this article, 22 people, some anonymous, worked to edit and improve it over time. The people component should only add benefit to the negotiation process, not add an element of dread. These outcomes are known as "win/win," "win/lose," and "lose/lose. " Benefits for the Participants: • By attending this training seminar you'll learn how to: o. and our snipers were. Win-win negotiation often comes down to the style of the negotiator. Understand the Power of Negotiating for Agreement, Not Conflict. The most constructive conflicts end up with both parties "winning". Conflict Resolution Introduction Conflict is a situation between at least two interdependent parties that is characterized by perceived differences and that the parties evaluate as negative. Aim for a “win-win” agreement that will make both sides feel positive about the outcome. An introduction to negotiation 3 Box 1. Start out being personable, and by being polite. One of the most important keys to bring negotiations to a successful conclusion is information. Third Party. A Judicial Dilemma • Imagine for a moment that you are a federal judge. Accommodation or smoothing. In the 1980s, the way in which people thought about negotiation changed dramatically, writes Massachusetts Institute of Technology professor Lawrence Susskind in his book Good for You, Great for Me: Finding the Trading Zone and Winning at Win-Win Negotiation (PublicAffairs, 2014). The best win-win agreements often spring from presenting multiple offers 4. Learn vocabulary, terms, and more with flashcards, games, and other study tools. pptx Author: SuAnderson. The most constructive conflicts end up with both parties "winning". By Brad Spangler. This is a very competitive activity that shows the impact of various win-lose situations on groups where they need to make decisions to compete with other groups and on other instances co-operate with other rival groups to win as much as possible. Unlike negotiation, there exists a win-win relationship between parties concerned, wherein both the parties gain something from the discussion. Se você continuar a navegar o site, você aceita o uso de cookies. win-win definition: 1. For a negotiation to be 'win-win', both parties should feel positive about the negotiation once it's over. Step 5: Bargain. Seeking a win-win from the start means giving something up without necessarily getting anything in return, except perhaps feeling a bit better. Everyone has to undertake some level of negotiation at times. $15,000 to $17,000 is the common ground among the parties involved in the negotiation, and a win-win negotiation would reach a settlement anywhere within this bracket. Analyse their negotiation style and develop confidence in win/win. Think of a negotiation not as an argument but as a service that you can provide to the other person, which the other person will return. Everybody should win means no party left behind or harmed. Collect key information needed to be well prepared for sales contract negotiation. Activities for Negotiation Skills Training. Skillful negotiators positively influence the other negotiating party by building communication skills in negotiation. We’re embraced by the world’s most successful sales and service organizations because we deliver results – no matter what comes next. Negotiation exists in many situations in human life. If you don’t, you’ve planted dragon seeds for the future. People are intimidated by the negotiation process, and the reason for it is because they think negotiation is personal issue. Negotiation Skills Jon Boyes Curriculum and Work-Related Learning Officer Learning outcomes Define what is meant by negotiation and apply that to a number of different contexts Identify factors that can determine the outcome of a negotiation Plan a strategy for successful negotiation Understand the principle of 'win-win' negotiations Negotiation Skills What is negotiation?. It is a voluntary effort by the use of direct discussion to varying opinions, interests and goals without conflict. Beyond Winning: Negotiating to Create Value in Deals and Disputes, by Robert H. Direct attacks on your opponent’s lifestyle, integrity or honesty should be avoided. New York: Broadway Books, 2000. Win-lose – competitive or distributive bargaining. Activities for Negotiation Skills Training. Negotiation starts from the first communication between the buyer and the supplier right through to the final signing of the contract. If one party feels they were treated unfairly in a negotiation, the relationship between the parties could be damaged and may affect future negotiations. ' 3 Tips for How to Win Tickets to STOMP 13 - keeping up with NZ Negotiation skills. If you have an ongoing relationship, it’s important for a win-win result. INTRODUCTION The term negotiation often appears to be used synonymously. | PowerPoint PPT presentation | free to view. Effective negotiation skills helps you to resolve where what you want conflicts with what someone else wants. Win-win, win-lose, and lose-lose are game theory terms that refer to the possible outcomes of a game or dispute involving two sides, and more importantly, how each side perceives their outcome relative to their standing before the game. In this course, leadership coach, negotiation expert, and author Lisa Gates demonstrates the core skills of interest-based negotiation to get win-win outcomes every time. ppt from MAN 5246 at University of Florida. Creative Negotiating, Stephen Kozicki, Adams Press, 1998 Negotiating Process Style. Win-win – collaboration or integrative bargaining. SEVEN ELEMENTS OF EFFECTIVE NEGOTIATIONS December 2008 – Jerome Slavik Adapted from Getting To Yes – Negotiating Agreements Without Giving In, R. A win-win negotiation reward both parties to satisfy their need. Negotiating to win In the first of a series of articles on value negotiation, INSEAD Professor Horacio Falcao tells INSEAD Knowledge about the tactics and strategies you need in order to succeed at the negotiating table. Resources Library. It is how people go about understanding the other point of view, negotiating accordingly, identifying key issues and finding possible new options for achieving results. Win-lose - competitive or distributive bargaining. The model presented here identifies the five stages of any negotiation in a simplified framework that helps you to analyze, absorb and apply the Best Negotiating Practices. CASFAA Conference, 2008 Anaheim, CA Presented by Natasha Kobrinsky Pepperdine University Graziadio School of Business and Management. Participants will discover that as well as assertiveness they will need empathy and a willingness to compromise to ensure a win-win outcome. Negotiation is a voluntary process, because at any time either party could decide to end the negotiations. Competitors view group disagreements as win-lose situations and find satisfaction in forcing their ideas on others. Negotiation is the process of searching for an agreement that satisfies various parties. It is taken from articles published by the Program on Negotiation at Harvard University. It is a process that leads to an end. Gamelearn Team. zero-sum (distributive) outcomes Image from best. Module 3: The Behavioural Skills of a Good Negotiator. Negotiation Principled =Negotiating on the merits or principles or interest based negotiation Develop multiple options to choose from; decide later. Meek, Julie A. Author Affiliation: Clinical Associate Professor and Coordinator of DNP Program, School of Nursing, Indiana University, Indianapolis. proposal – formal offer or suggestion made by one business to another 4. There are many negotiating techniques of which some depend on the personality and temperament of the negotiator. Supplier-friendly win-win negotiation is the new standard. The games can also improve your ability to identify what the other person wants, develop relationships, set expectations about outcomes, identify power struggles and solve problems. Agreement/closing. Collaboration = Win/Win Collaboration is described as being a win/win agreement because both parties come out of the engagement completely satisfied with the resolution or outcome. Mark Fourman Lead Consultant Unify Consulting Overview • Lose-lose vs. Operating with a dangerous 'win-win' mindset. Positive attitudes to addressing conflicts are displayed. When finalized and implemented, the agreement will create more balanced, reciprocal trade that supports high-paying jobs for Americans and grows the North American economy. On the other hand, integrative negotiation creates a win-win situation for all the parties. The first of Covey’s 7 Habits are what he calls the “habits of private victory”: Being Proactive, Beginning With the End in Mind, and Putting First Things First prompt …. Possible outcomes of negotiation. Outcome Principles Style Style is a continuum between two styles: Quick Deliberate Middle is compromise Quick Style Negotiate in a hurry Use when you wont negotiate with these people again Get the best deal without regard to the other sides win. Teaching Objective. `Elements of an effective Win-Win Agreement Key point in negotiation is to separate the Microsoft PowerPoint - Habit 4 Training Powerpoint. Win–win Process Concessions may be made Both give and take are features Agreement is reached to the satisfaction of both parties Both parties own the agreement; both have won Negotiation You've reached the end of your free preview. Feel like the underdog and have no power to say "No". PowerPoint Presentation Author: Laptop. Negotiation is a process but not a single skill, to get this master. Reference: FAO (2005) Negotiation and Mediation Techniques for Natural Resource Management, page 15. From the most mundane transaction to strategic high-level boardroom dealings, knowing how to. Don't attend negotiations just for the sake. Presentation Discussion Role Play Case Studies Individual coaching Structured feedback. When you're well prepared, it's easier to keep a clear head, especially if the situation gets tense. Distributive negotiations are also known as "win-lose" negotiations. Negotiation • Facilitation is about more than proper meeting etiquette. Negotiation Skills. Five Rules For Negotiating a Win-Win Deal. The approach differs from opportunism such as 'win:lose'. Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. To keep your composure in the face of an ultimatum,. Effective communication for effective negotiation. Our Negotiation Skills Training course activities, materials and games are all ready for you to download now and use in your Negotiation training courses and workshops. No time or capability to train and coach for negotiation success. The goal of this negotiation exercise is for both negotiators to come to a satisfactory arrangement pertaining to the rent paid by each person. Creates Win-Win Situations. Win-win negotiation is about establishing the relationships and balancing the personalities involved in the process beforehand so that a clear set of goals can be established and communication can continue in a positive manner that benefits both parties. Integrative negotiation is a strategy where the goal is a result that is as good as possible for both parties. And now we come to the negotiation itself. Habit 4: Think Win-Win. So, all the negotiations will have to happen by taking that into context. Vice President, Purchased Services Plano, Texas   Principal Accountability The Vice President of Purchased Services will implement the CHC Supply Trust organizational strategy and effort to control hospital costs, increase group purchasing organization (GPO) contract participation and coverage, and generate revenue from the Purchased Services expense categories for Community Hospital. How can I can win the hare? He thought for a while, and then challenged the hare to another race, but on a slightly different route. `Elements of an effective Win-Win Agreement Key point in negotiation is to separate the Microsoft PowerPoint - Habit 4 Training Powerpoint. In the negotiation process, we should turn to solve problems and clarify their needs, and cooperation begins to outweigh the conflicts. For example, a "win" results when the outcome of a negotiation is better than expected, a "loss" when the outcome is worse than expected. Positional bargaining offers a traditional form of negotiating in which parties propose offers back-and-forth. It should be of value to you, yet you should be able to live without it. 10 Win Win Negotiation. Business negotiators understand the importance of reaching a win-win negotiation: when both sides are satisfied with their agreement, the odds of a long-lasting and successful business partnership are much higher. With a little practice, anyone can learn the simple rules of negotiation to get a great deal on a new car or house, or achieve greater success at work by getting better deals with suppliers, customers, and even colleagues. Since most of us are not regularly engaged in negotiations of any kind. Agreement Templates, Deals, Fisher, Hard Negotiation, Harvard, Harvard Negotiation, Methods, Negotiation, Negotiation Templates, Non Disclosure Agreement, Partnership Agreement Templates, Ury. For example, if two people decide to go into business together: their partnership negotiations are win-win. Putnam had been involved in research around the G7 summits between 1976 and 1979. Work effectively and efficiently with others to achieve optimal results. views distributive bargaining divide a fixed amount win-lose integrative bargaining try to create win-win negotiation skills remember, it is negotiation not war! WE ARE OPPONENTS NOT ENEMIES. Think of a negotiation not as an argument but as a service that you can provide to the other person, which the other person will return. The win-win library consists of books that emphasize the cooperative potential of negotiation, including valuable ones like Getting to Yes and Get­. If the other person appears more confident, understand it’s typically not because they deserve something more than you do; they’re just convinced they do. Parties attempt to satisfy needs and desires of all involved. these are some tips from negotiation experts. Nonetheless, we have here a list of the major differences between distributive and integrative negotiation strategies. Today we are telling you how to do it. Now, to brush up your ‘win-win’ negotiation skills, I would like to tell you how to prepare for negotiation. Win-Win Negotiations Win-win negotiations involve expanding the pie. Check out our negotiation training when you're ready to elevate your negotiation capability. Many negotiation books presume everyone is after a win-win; however, some cultures and organizations are driven by an approach that assumes one side wins and the other side loses. Bargaining is a key. New York: Bantam Dell, 2008. How to use win-win in a sentence. " Explain that there are three outcomes possible in any negotiation. Microsoft PowerPoint - Chap011a-Conflict&Negotiation. Win-Win Negotiation • Win-lose - competitive or distributive bargaining • Win-win - collaboration or integrative bargaining • Expand the value or resources available to all participants • Equitable sharing of a larger and expanded pie Win-Win Negotiation 49. negotiation outcomes win – win win – lose lose – win lose – lose negotiating plan of action have a goal know common types of resistance know methods of negotiating resistance prepare negotiation worksheet activities during negotiations recognize and understand verbal & non verbal clues find some point of agreement do not allow anger to. You will discover new findings and discuss ideas and new approaches to the world of negotiation. In the recently revised and updated book, "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win. WorkPlace NegotiatioN role-PlayS Activity 1: Negotiating a Dispute Over an English-Only Rule Learning. Both sides leave the negotiating table satisfied because they came out of the negotiation with more than they had started with. Don’t allow yourself to be intimidated during negotiation. But negotiation is about solving problems and arriving at win-win solutions for all the parties involved. These outcomes are known as "win/win," "win/lose," and "lose/lose. Discussions should be on an open forum for every one to not only participate but also express their views and reach to an alternative acceptable to all. Successful negotiation generally results in a contract between the parties. Win Win Negotiations. Start studying Chapter 4: Win-win Negotiation: Expanding the pie. It may also cement a long-term relationship with a customer, supplier or employee. We hope that you're able to learn from these practical examples from around the world. It is the primary method of alternative dispute resolution. “My basic philosophy is that you leave the other fellow something of his own. In the recently revised and updated book, "The Only Negotiating Guide You'll Ever Need: 101 Ways to Win. Step 3: Discussion. With that said, you can control how your employees gets to know you as their manager (and you should). Expand the value or resources available to all participants. Section four provides an overview of the essential elements of principled negotiations, and section 5 concludes. Learn more. Don’t take it personally: It’s just part of how teams work. negotiation? Within a close team or a couple, if you have no time in each negotiation to pursue the best win-win solutions, where both sides gain simultaneously, how can A and B behave so that both are actually gaining, in the aggregate, over time? How would you define effectiveness in a negotiation'? Are you effective? Who do you. At some point in your career you have negotiate whether it's negotiating a job offer or negotiating how a work project gets handled. Negotiation requires good communication skills, which are essential in identifying the needs and feelings of others in order to achieve a mutually acceptable resolution. Learn vocabulary, terms, and more with flashcards, games, and other study tools. In this article, the author introduces some key concepts of negotiation, shows why negotiations play a critical role in our day-to-day work and shares how we can improve our negotiation skills so that we create a win-win situation for our projects and business issues. Habit 4: Think Win-Win. Don’t allow yourself to be intimidated during negotiation. In a world where we’ve been trained and rewarded to compete and win, the Negotiating Win-Win Solutions program attempts to reverse the win-lose perspective and provide a problem-solving approach to negotiation that helps each person involved in the negotiation to walk. However, when negotiating is a key part of your job it is important to have a range of strategies at hand to maximise your chance of success. Develop a coherent case and set clear objectives. Character is the foundation of Win/Win. " Any negotiation can conceivably result in any of these outcomes, but different negotiation styles can make one or the another more. It is not possible for both to "win" the distributive negotiation. The introduction of any new person—including a leader—requires the group to do a collective reset. The aim of win-win situation is to find a solution that is acceptable to both parties and leaves both parties feeling that they have won. 1 Win-win negotiation a shared objective—work together--mutual benefits 2 Win-lose negotiation opponent party party 2013-9-16 5 Negotiation likes a fighting! U come on! Win Hi! Hi! Los e U come on! part 1 work in pairs. regarding negotiation as a “game” may alleviate any apprehension you have and may give you the confidence to make power plays that will ultimately facilitate your desired result. Analyse their negotiation style and develop confidence in win/win. Cultural Notes on Chinese Negotiating Behavior James K. Gain the skills, insights and competencies required in all negotiations—in every industry—at every level. Every negotiation requires compromise and trade-offs. EXAMPLE: Whole protection of natural resource and Ecotourism. It is easy to read and inspiring. By Helena Cornelius, Shoshana Faire and Estella Cornelius (Sydney, Simon & Schuster, 2006). Win-Win Win-Win’ is a strategy in Negotiation when both parties work together to achieve some or all of their objectives. Step 5: Bargain. Common negotiation tactics for negotiating business agreements. Don MacRae is the author and passionate leader of Situational Communication ® and the CEO of Lachlan Enterprises Incorporated (The Lachlan Group). The first of Covey’s 7 Habits are what he calls the “habits of private victory”: Being Proactive, Beginning With the End in Mind, and Putting First Things First prompt …. Negotiation is the process of bargaining that precedes an agreement. The only negotiations are formal or explicit negotiations - far more negotiations take place informally every day. Compromise (I Lose / Win Some - You Lose / Win Some) Compromising is the style that most people think of as negotiation, but in reality compromising is usually just haggling. Be open-minded to a compromise position that accommodates your main points and some of your opponent’s. Compromising often involves splitting the difference, usually resulting in an end position of about half way between both party's. This is the most commonly uses technique when negotiating. An introduction to negotiation 3 Box 1. When you're well prepared, it's easier to keep a clear head, especially if the situation gets tense. The Conflict Resolution Network PO Box 1016 Chatswood NSW 2057 Australia Ph 61 2 9419 8500 Fax 61 2 9413 1148 Email [email protected] Value Negotiation | How to Finally Get the Win-Win Right, by. Be able to apply techniques to improve their negotiation skills; Feel more confident about coming to agreements; The whole program is full of exercises, examples and practical scenarios that help to understand the real art and science of Successful Negotiations that create a Win-Win Solutions. The win-win library consists of books that emphasize the cooperative potential of negotiation, including valuable ones like Getting to Yes and Get­ ting Past No. People are intimidated by the negotiation process, and the reason for it is because they think negotiation is personal issue. With that said, you can control how your employees gets to know you as their manager (and you should). Identify your needs & the other’s needs Conflict Styles: Avoiding, Competing, Accommodating, Compromising, and Collaborating Aim for a “win/win solution, if possible Keys to Problem Solving and Decision Making Determine the root cause of a problem Determine what has to be decided Identify options, choices & alternatives What information is. When negotiating, it is important to bear in mind that goals and outcomes are not the same thing. The fundamental structure of an integrative negotiation situation is such that it allows both sides to achieve their objectives. The Top 3 Negotiation Skills. The following. 1 - Tailoring The Negotiation Team To The Situation • 3. zero-sum (distributive) outcomes Image from best. Good preparation also helps you think about what the other person might want, so that both of you can come away with something at the end. these are some tips from negotiation experts. Identify factors that can determine the outcome of a negotiation. Yet the negotiation ought to just start when there is an honest to goodness duty from the purchaser and dealer towards a restrictive sale. 0 - Chapter Introduction • 3. Compromising often involves splitting the difference, usually resulting in an end position of about half way between both party's. 2 Recognizing Possible Negotiation Outcomes And Styles. EXAMPLE: Whole protection of natural resource and Ecotourism. Negotiating to win. UNIT 7 Business Negociation and Contract. Win-Win Maintenance Win-Win Plans A. After learning about the process of negotiation, now negotiator needs to understand strategies and tactics of distributive bargaining in order to get a better deal. The win-win library consists of books that emphasize the cooperative potential of negotiation, including valuable ones like Getting to Yes and Get­. Win/Win Potential opponents are treated as problem-solving partners. In contrast, interest-based (or principled) negotiation offers an opportunity for parties to create solutions together for mutual gain. Creative Negotiating, Stephen Kozicki, Adams Press, 1998 Negotiating Process Style. Avoid searching for the single answer. Win - Win Negotiations “Negotiations in which both parties come away winners and both parties are committed to upholding their ends of the agreement” (The Win-Win Negotiator) • Win - Win Negotiations “Negotiations in which both parties come away winners and both parties are committed to upholding their ends of the agreement” (The Win-Win Negotiator) • Possible Negotiating Strategies Possible Negotiating Strategies Principles of Win – Win Negotiating What it is not: A game. Learn a step-by-step strategy for negotiating everyday workplace issues, from asking for a raise or promotion to pitching ideas and resolving conflict. The Win-Lose Approach to Negotiation Negotiation is sometimes seen in terms of ‘ getting your own way ’, ‘ driving a hard bargain ’ or ‘ beating off the opposition ’. These outcomes are known as "win/win," "win/lose," and "lose/lose. There are four different approaches to negotiation and the outcome of the negotiation depends on the approach. David Frydlinger. Agreement Templates, Deals, Fisher, Hard Negotiation, Harvard, Harvard Negotiation, Methods, Negotiation, Negotiation Templates, Non Disclosure Agreement, Partnership Agreement Templates, Ury. Everyone Can Win 2nd Edition. One of the most important keys to bring negotiations to a successful conclusion is information. In general, there are three possible outcomes to every negotiation. When relationships are paramount, Win/Win is the only viable alternative. For example, a "win" results when the outcome of a negotiation is better than expected, a "loss" when the outcome is worse than expected. Conflict should therefore be resolved keeping in view “win-win” strategy which involves collaboration and negotiation. If you continue browsing the site, you agree to the use of cookies on this website. Win-Win or No Deal: Collaborative Negotiation Strategies. ” Thomas Edison Key. They look for what are called "win-win" situations, where both parties are happy with the results of the negotiation. Negotiating for Win-Win. It is an alternate strategy to the more common negotiation technique of simply trying to come up with the best possible outcome for your own side, known as distributive negotiation. The advocate’s approach, the win — lose. Habit 4: Think Win-Win. Discussions should be on an open forum for every one to not only participate but also express their views and reach to an alternative acceptable to all. Plan your actual job offer negotiations using all the information you have gathered. Plan each step of your salary negotiation. Resources Library. For example, some employers want employees to feel that they negotiated a good salary so that they are motived and. Negotiation Strategy Maximize price leverage Sole source Leverage number of suppliers and business volume awarded “Win/Win” maximize joint gain and good precedent Presumed Duration Short to medium term Dependent on market environment Medium to long term Long term Governance Commodity group portfolio manager Dedicated relationship manager. The breadth of interests allows for unique combinations, which allow the parties to isolate unique value and optimize concessions in the negotiation. Integrative negotiation is a strategy where the goal is a result that is as good as possible for both parties. By Helena Cornelius, Shoshana Faire and Estella Cornelius (Sydney, Simon & Schuster, 2006). 8 million, then a contingency of US$300,000 is needed to ensure that the P80 schedule is achieved, regardless of any risk events that might occur. Negotiation. Product Code: ISBN-0-7318-1298-0 $ 22. Distributive Negotiation is a competitive strategy, whereas integrative negotiation uses a collaborative approach. Negotiation is simply a decision making process. A New Approach to Contracts. Accommodating. Negotiation Skills This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved. Here is a list of some handy PowerPoint templates & slides for conflict resolution. In a conflict situation, when the participants are trying to work out a resolution, a win-win strategy is one in which everybody is accommodated; all participants come out winning. Whether it's allocating resources for a project, funding a new initiative or establishing a supply chain for a new product or service, negotiation is inevitably at the heart of the process. • Understand why the negotiation was taking place. Unfortunately, many procurement professionals feel that their past negotiation experience will serve them well today. When you're well prepared, it's easier to keep a clear head, especially if the situation gets tense. But concrete strategies for generating a win-win negotiation contract often seem elusive. Negotiation Skills Training Objective: "My ability to negotiate fairly and confidently enables me to arrive at win-win solutions which will deliver better outcomes for my organization. Win:Win situation with the employer. Negotiation is a back and forth communication when you and other side is trying to get into some agreement on something that both have interestNegotiations are required when differences are there to iron out. The negotiation that seeks one or more settlements than create a win-win situation is called Integrative Bargaining Strategy. Negotiation is a dialogue, necessitating communication skills. Win-Win License Negotiations TLOs Day 3 John Fraser, President Burnside Development, and Associates LLC Kuala Lumpur Day 3 April 18, 2018. The advocate’s approach, the win — lose. , use only last names), take time to establish more personal relationships – Use warm handshakes/other casual touching and maintain non–threatening eye contact. PhD, RN, CNS. Presentation Discussion Role Play Case Studies Individual coaching Structured feedback. Since both sides benefit from such a scenario, any resolutions to the conflict are likely to be accepted voluntarily. Nevertheless, for the past 30 years, many new ideas on win-win and other approaches to negotiation were produced. Negotiation Skills This workshop will give participants an understanding of the phases of negotiation, tools to use during a negotiation, and ways to build win-win solutions for all those involved. This means that while one side wins the other loses and this outcome may well damage future. There Are Circumstances For Every Negotiation And Style. Win-Win (Collaborative) Goals of parties are linked so that one party's goal achievement helps others to achieve their goals. Negotiation Strategy Maximize price leverage Sole source Leverage number of suppliers and business volume awarded “Win/Win” maximize joint gain and good precedent Presumed Duration Short to medium term Dependent on market environment Medium to long term Long term Governance Commodity group portfolio manager Dedicated relationship manager. In Government contract negotiations, high expectations should be more than just obtaining contracts at good prices. Win-Win Maintenance Win-Win Plans A. In this interview, Gordon offers a brief tutorial on collaborative negotiating. Avoiding = trying to avoid the negotiation all together. Taking up where our acclaimed Win-Win Negotiations training class leaves off, our Two-Day Advanced Negotiation Training class is designed to help even a seasoned negotiator develop greater confidence and skill in this fast-paced world of negotiating complex contracts. Resources Library. In other words, negotiation is a process to get what is wanted. Negotiation Strategy found in: Negotiation Tactics Strategies Ppt PowerPoint Presentation Professional Microsoft Cpb, Negotiation Strategy Ppt PowerPoint Presentation Icon Visuals Cpb, Business Negotiation Strategies Ppt. EDU) Harvard Business School, Boston, MA USA December 24, 2008 “He who knows his enemy and himself well will not be defeated easily. Parties attempt to satisfy needs and desires of all involved. Principled Negotiation Within the Win-Win Scenario. Identify a number of factors that can determine the outcome of a negotiation. This article has also been viewed 62,489 times. BATNA is often used in negotiation tactics Negotiation Tactics Negotiation is a dialogue between two or more people with the aim of reaching a consensus over an issue or issues where conflict exists. • Clarify the impact e. Management/Negotiation Methods Compromise (Win/Lose – Win/Lose) Need Agreement & Both Parties are Equally PowerfulEqually Powerful Need Common Ground to meet Mutual Goals Temporary fix for a Complex Issue Find Solution under Time Pressure Griffin-Hammis. Fisher and W. Creative Negotiating, Stephen Kozicki, Adams Press, 1998 Negotiating Process Style. It is desirable to conclude in a win/win situation; otherwise, the disappointed party will often will find ways to violate the agreement, or worse, take measures to inflict hurt on the other party. Negotiating Variables & Styles Preparing for a Negotiation. negotiation tactics and become successful negotiators. • Negotiation is about reaching the Win-Win decision that works for all parties. Effective negotiation skills helps you to resolve where what you want conflicts with what someone else wants. Negotiation conversations take place at three levels: interests are at the core, followed by rights and finally power. Project Communications and Stakeholder Management This course focuses on both improving the efficiency and effectiveness of all project-related communications, from initial planning through closure. Equitable sharing of a larger and expanded pie.   Responsibilities include oversight for the memberships account. Negotiation Templates Confidentiality Agreement Negotiation Template for Word. Habit 4: Think Win/Win By Craig Kohn, WHS Based on “The 7 Habits of Highly Effective People”. Our page: Negotiation in Action explains how both methods operate, and gives some examples of how they might work in practice. This paper identifies issues that favor integrative (win-win) and distributive (win-lose) negotiations and discusses negotiation strategies that are appropriate in different situations. It is a voluntary effort by the use of direct discussion to varying opinions, interests and goals without conflict. Be ethical. Section four provides an overview of the essential elements of principled negotiations, and section 5 concludes. Strengths of Win-Win Methods Can be both effective and conducive to organizational cooperation Can be effective without requiring belief conversion among individuals with different driving ethical values Can be effective across cultures with different ethical values Can be effective with individuals who learn more through personal experience than. negotiation? Within a close team or a couple, if you have no time in each negotiation to pursue the best win-win solutions, where both sides gain simultaneously, how can A and B behave so that both are actually gaining, in the aggregate, over time? How would you define effectiveness in a negotiation'? Are you effective? Who do you. Communication styles in Negotiation Body Language Effects. Maintaining a good relationship in the long run is more important than a win-lose result. A Judicial Dilemma • Imagine for a moment that you are a federal judge. Regarding intra- organizational behavior, all things being equal integrative bargaining is preferable to distributive bargaining. Bargaining is a key. The art of negotiation comes into play daily in the life of employees at all levels and in every position. People are intimidated by the negotiation process, and the reason for it is because they think negotiation is personal issue. Win–win Process Concessions may be made Both give and take are features Agreement is reached to the satisfaction of both parties Both parties own the agreement; both have won Negotiation You've reached the end of your free preview. •Bitter vendors can and will find ways to increase revenue •Allowing the vendor to win while still meeting your objectives is an art form ^A good deal is a state of mind. No time or capability to train and coach for negotiation success. The hard approach involves contending by using extremely competitive bargaining. Win-win is the ultimate outcome in any form of negotiations, whether they are personal or business-oriented. Here are five proven tactics that help you win them over. Poor negotiation can cripple a company just as quickly as losing key customers. The people component should only add benefit to the negotiation process, not add an element of dread. Don MacRae is the author and passionate leader of Situational Communication ® and the CEO of Lachlan Enterprises Incorporated (The Lachlan Group). The most constructive conflicts end up with both parties "winning". Look for a win-win. Many students of negotiation styles confuse the collaborative style with the compromising one. The Process Of Negotiation Process Essay 1218 Words | 5 Pages. Skip to Available Dates. Win-win negotiation strategies work well in many, but not all, situations. Cultural differences in negotiation How to achieve win:win Assessing priorities Finding common ground Dealing with deadlock Countering typical negotiation tactics Individual action planning Most commonly used delivery methods. Establishing a strong position is a good starting point for a negotiation. We can understand this by the two means that are distributive and integrative negotiation. Tulumello (Belknap Press, 2000), identifies the tension that many. It is important how we negotiate with. The most certain way to succeed is always to try just one more time. 1: Advice to negotiators - an 'up-front' summary Be pragmatic - negotiation is messy Negotiation - like politics - is the art of the possible. No time or capability to train and coach for negotiation success. 7 Must-Ask Questions in Any Negotiation by Eldonna Lewis-Fernandez Last Updated: Feb 9, 2020 No matter what you're negotiating for, the techniques you use are the same. In a win win negotiation both the two parties are benefited and both of them get whatever they expect. They look for what are called "win-win" situations, where both parties are happy with the results of the negotiation. It is based on interests rather than positions One way that people grow is through overcoming challenges and developing good problem-solving skills. 5 Tactics to Win a Negotiation, According to an FBI Agent I was the head of the New York City FBI Crisis Negotiation Team, and that day I was the primary negotiator. Peppet, and Andrew S. There are a number of different approaches to negotiation. There are basically 8 points you need to think through before the negotiation. 11 Managing Conflict and Negotiation win-lose. To present the various strategies, approaches or to help resolve conflicts at the workplace, you can use PowerPoint templates to demonstrate your point of view. Now, a company who needs the software for project implementation has a budget of only $17,000, and anything beyond $17,000 would make the product not worth the price for the project. Presentation on Negotiation skills - PPT Download issue here? From my experience, in Western Europe for issues with some importance (on average) ladies will get a WIN-WIN result sooner than (on average) men, who are more often going for the 'competition' style. •The relationship is more important than a single win •You can make it easier for them to change their minds by offering a benefit or an out. One of the most important keys to bring negotiations to a successful conclusion is information. Reference: FAO (2005) Negotiation and Mediation Techniques for Natural Resource Management, page 15. Win-Win Problem Solving D. Win Win Negotiation Win Win Negotiation 2020-05-03 6 Tips for Win-Win Salary Negotiations - Ivy Exec Blog Win-Win Negotiation to Create Long-term Value | Ideas for The Orange Quarrel: Beyond Win-Win - YouTube Negotiation skills. To create this article, 22 people, some anonymous, worked to edit and improve it over time. It points the parties towards a give-and-take that gets what both parties really want. The fundamental basics of a good negotiation remain such as preparation and understanding your objectives 4,. 2 Recognizing Possible Negotiation Outcomes And Styles. Duration 50 minutes. Negotiation skill games boost skills that let you present a preliminary position, set priorities, consider trade-offs, reach an agreement and identify the next steps. Summary: Not all conflict ends up, or should end up with a winner and a loser. Skip to Available Dates. If you've ever been involved in an intense salary negotiation, you know that it can consume your mental and physical energy way beyond its importance. , use only last names), take time to establish more personal relationships – Use warm handshakes/other casual touching and maintain non–threatening eye contact. Instead, two or more parties come to the table for a conversation. It should be of value to you, yet you should be able to live without it. Strategies of Conflict Management Win-Lose Model I win, you lose I lose, you win I win, you win (A great deal) I lose, you lose Rational Problem-Solving Model (More applicable in structured conflicts, use of rule of law, and well-defined processes) Strategies of Conflict Management A Case Study On Organizational Conflict Negotiation: An Art of. negotiation breaks down and you simply walk-away. Formal negotiation process between buyers and sellers To: From: Date: Subject: Formal negotiation process between buyers and sellers Negotiation is the procedure of concurring the terms of the negotiation and is a piece of the selling continuum. Negotiation Skills Training Objective: “My ability to negotiate fairly and confidently enables me to arrive at win-win solutions which will deliver better outcomes for my organization. Fill in the blanks. An introduction to negotiation 3 Box 1. We hope that you're able to learn from these practical examples from around the world. Principled-Negotiation. 3 - Identifying The Contractor's Probable Approach To Negotiation • 3. Start out being personable, and by being polite. People are intimidated by the negotiation process, and the reason for it is because they think negotiation is personal issue. 0 - Chapter Introduction • 3. An agreement may be reached either through an arbiter or through real negotiation. This material will help you negotiate and advise others — subordinates and peers — on ways to achieve more of what you (and they) want. Advanced Negotiation Skills. If you want to come out on the winning end, be sure you ask these seven questions during negotiations.
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