The latest Beta of Lesson ONE. Lesson TWO is in the making and will be released next week

1. Otium or Negotium ? The thrill of Negotiating Playing hard by negotiating efficiently Folgore Eugenio Pozzolini – The Pozzolini Flying Circus 2009 (parts of this presentation are Copyrights of other authors) The Courage To Do The Impossible Lies In The Hearts of Men 2009 September Beta Release 1.16

3. A thank you to My father, who negotiated his survival during WW 2 as a freedom fighter Mr. Eric Pernette – Head of Industrial Relations ERDF For his effort in discussing this paper, advice and common good sense Roger Fisher , PhD – Harvard Law School William Ury , PhD, co-founder Harvard's Program on Negotiation Director the Global Negotiating Initiative Bruce Patton - Deputy Director Negotiation Project Harvard Negotiation Project authors of GETTING TO YES (Negotiating agreement without giving in) whom I quote extensivley in this course

4. Objective of the course To get, you, through the understanding of the sequence of actions which will take place in conducting a negotiation and negotiating, to comprehend the meaning, value and effort – as well as skills - required to negotiate The Latin ethymology of the verb to negotiate is : negotiatus , past participle of negotiari to carry on business from the noun negotium , neg ( not) + otium ( leisure) which means in one simple sentence GOOD WORK !

6. negotiation (noun) the activity or business of negotiating an agreement The Tree: act ; human action ; human activity ╚ activity ╚ negotiation negotiation, ( noun) a discussion intended to produce an agreement The Tree: abstraction FROM ╚ relation ╚ social relation ╚ communication ╚ auditory communication ╚ speech ; speech communication ; spoken communication ; spoken language ; language ; voice communication ; oral communication ╚ discussion ; give-and-take ; word ╚ negotiation, dialogue , talks TO ╚ mediation ╚ horse trading ╚ collective bargaining ╚ bargaining ╚ diplomacy ; diplomatic negotiations ╚ parley

7. to negociate , negotiate, (verb) The Tree: act ; move FROM ╚ interact ╚ communicate ; intercommunicate ╚ talk ; speak ; utter ; mouth ; verbalize ; verbalise ╚ talk of ; talk about ╚ hash out ; discuss ; talk over ╚ negociate , negotiate, talk terms TO ╚ broker ╚ dicker ; bargain ╚ re- negociate ; renegotiate ╚ intercede ; mediate ; intermediate ; liaise ; arbitrate

8. My observations and a few thoughts about the use/abuse, misconceptions, misunderstanding on the concept of NEGOTIATION Chapter 1.02

11. Otium et Negotium a few words of explanation Chapter 1.03

12. Otium and Negotium were two key concepts for Latin culture, but with a totally opposite value. And meaning. Indeed, while the Negotia ( plural of Negotium) were activities purely performed in order to serve the Senatus Popolusque Romanorum (SPQR) or - in modern terms - the State, Otia (idem) indicated taking time off from public devoted activity, or free time for the free citazin for his private life , privacy or study ( Otium litteraratum ). For a long time Roman Society and Culture favoured the Negotia . This innate idea in Rome was influenced particularly by the typical rural values of the mos maiorum existing, from its origins in, the cives romanus . Otium thus remained only a small diversion/interlude that they allowed themselves from time to time between one Negotiae commitments and another… PS. Someone asked me a few days ago: why Otium and then Negotium ? Slightly embarrassed I realized that unconsciously I had placed, as usual in my mind, the PLAY HARD part before the WORK HARD.

13. Chapter 1.04 Quotes Definition Example of negotiations postures

15. So let us begin anew -- remembering on both sides that civility is not a sign of weakness , and sincerity is always subject to proof Let us never negotiate out of fear , but let us never fear to negotiate. JFK - Inauguration speech - 1961 You must exchange with the risk of changing Mr. Eric Pernette –F2F meeting August 2009 The Courage To Do The Impossible Lies In The Hearts of Men. “ Leader” of Master & Commander, the Film

16. It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better.

17. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself for a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat. Theodore Roosvelt - La Sorbonne, Paris, April 23, 1910

22. 1.05.o1 Qualities of a terrific one-in-class negotiator my definition Preparation Numbers & Facts on the tip of your fingers Make it clear that what you SAY is what you will do Make sure that you will DO is what you said you would Flexibility , always Punch - if and when called for Stepping back, when required

23. Qualities of a terrific one-in-class negotiator straight from the mouth of a one-in-class negotiator Listening Listening Listening I must admit I was surprised how this coincided with my previous apprentiship in a Masonic Lodge where for the first 3 years I had to listen before beign allowed to talk!

24. An advise to a future - green & young - negotiator Follow the leader, « carry his bag », enter in the « big boys club » and become part of a negotiation session as a listener

26. 1.05.02 Fields,Types and Areas of negotiation Industrial relations with Trade Unions Commercial agreements (buy & sell) Service contracts Partnerships Joint ventures Mergers and Acquisitions A political agreement Your fiancée's hand Your kids demands A bank loan Your salary ! Everything and Anything that is negotiable keeping in mind that Anything & Everything is negotiable

28. 1.05.04 Winner & Losers. The myth of WWW vs. the reality of small wins, ok wins and large wins There are no two winners in a prize fight, just the one who rolls the best punches There is a winner and a loser : “The Bronx Bull”Jacke Lamotta or “Sugar” Ray Robinson NOT the public, NOT the referee. This even more in a three way negotiation. Therefore please get out of you mind that we are all good, soft, that we love the earth, that we love not to hurt. Because if you don’t get it out of your mind, stiffen up, you will get hurt, badly at times In business there are winners, losers or less winners. But for sure no equals

36. Chapter 1.06 Second part Form

50. QUESTION of the DAY How do we negotiate on an everyday basis ? In which environment, with whom , what do we negotiate for , when and, above all, why ?

51. This is your standard network of contacts, websites, etc… that you have on you dashboard. Are you going to use it at all times and with what frequency?

52. This is your world of negotiable contacts. How many can you really exploit and negotiate with ?

53. The evolution of a negotiated relationship on Facebook form Total Network to « Real friends ? » non - clustering

54. The evolution of a negotiated relationship on Facebook form Total Network to « Real friends ? » clustering

55. Original Network 179 contacts on Facebook high clustering

56. C ontacts maintained Actively following the postings of smaller groups lower clustering

57. Messages sent to even fewer people One way pings - One way communication ( ping-no-echo – no doppler effect) minimal clustering

58. Of those only some reciprocate. Are they « real friends » ? Is there a mutual communication in place ? no clustering Should we further NEGOTIATE ?