Negotiation

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The problems and advantages of negotiationg in different situations.

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Negotiation

  1. 1. The Negotiators Members: Mimi Jingwei Andrei Marc
  2. 2. COALITIONS 3.8
  3. 3. What is the Purpose? To join forces together behind a mutual interest. To work together for common effectiveness and results.
  4. 4. Power of Coalitions Everyone’s doing it Wave of the future Victory Achievement
  5. 5. How to be Successful? Choose a committed leader Time required Goodwill Share the glory Effectiveness
  6. 6. Guidelines for Effectiveness Commitment Communication Expertise on the Use offensive subject matter rather than defensive Knowledge of how the legislature Involvement works Latitude (a Ability to plan commitment to go)
  7. 7. Potential Problems One member Minor dominates disagreements Jealousy between Too formal members Too many meetings Conflicting goals Lack of follow- Conflicting strategy through
  8. 8. Tips for Making Coalition Work Define issues and Plan of action strategy Resources and Determine a budget timetable Tasks Identify allies and opposition Etc. Select leadership from within allies
  9. 9. Managing Many Parties at the Table 3.9
  10. 10. Be aware of your organization Clear about the objects Clear about the negotiating cards Try to BALANCE the needs of the members
  11. 11. Work as a group While the agent is representing the organization, he/she also represents the members. Try to avoid the individuals to involve in the negotiation, because their interests may diverge from the organization’s.
  12. 12. The “wise” agreement Each side must be willing to make concessions TRUST Written agreement: benefits all sides the deal will last
  13. 13. Take time to prepare the negotiation Spend more time brainstorming and examine possible paths. Find more people to involve.
  14. 14. Use your PRESTIGE Avoid taking undue advantage REPUTATION
  15. 15. Being tough Being resilient and willing to stand up to pressure To know where is the right place to end up the negotiation
  16. 16. NEGOTIATION ACROSS CULTURES 5.0
  17. 17. Types of Negotiations in all Cultures Deal-making Decision-making Dispute resolutions These types of negotiations are carried out differently from one culture to another.
  18. 18. Negotiation and Outcomes TYPE OF NEGOTIATION OUTCOME • Value-claiming • Distributive • Value-creating • Distributive • Integrating
  19. 19. Integrative Negotiation Approach Reaching an agreement that would otherwise not be achieved. OR Reaching and agreement that is more advantageous to all parties.
  20. 20. Culture and Negotiation What is Culture? The integrated pattern of human knowledge, belief, and behavior that depends upon the capacity for learning and trasmitting knowledge to succeeding generations. Culture affects our Negotiation Fundamentals Interests Priorities Strategies
  21. 21. Culture and Negotiation Interests & Potential for Interests & priorities integrative priorities agreement Culture A Type of Culture B negotiator agreement negotiator Strategies Patterns of Strategies interaction
  22. 22. Negotiation Strategies and Behaviours
  23. 23. Ways that Culture affect Negotiation Culture influences how people think, communicate, and behave. Contract or Sensitivity to time: Relationship? high or low? Win-lose or Win-win? Emotionalism: high or low? Informal or formal? Direct or Indirect?
  24. 24. Why Culture affects Negotiation Strategy Individualism vs Collectivism
  25. 25. Egalitarism vs Hierarchy Power Distance
  26. 26. Low-Context vs High-Context Communication
  27. 27. Thank you

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