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The Negotiators

     Members:

      Mimi
     Jingwei
     Andrei
      Marc
COALITIONS
    3.8
What is the Purpose?


To join forces together behind a mutual
interest.

To work together for common effectiveness
and re...
Power of Coalitions

Everyone’s doing it

Wave of the future

Victory

Achievement
How to be Successful?

Choose a committed leader

Time required

Goodwill

Share the glory

Effectiveness
Guidelines for Effectiveness
  Commitment         Communication

  Expertise on the   Use offensive
  subject matter     r...
Potential Problems

One member            Minor
dominates             disagreements

Jealousy between      Too formal
memb...
Tips for Making Coalition
          Work
 Define issues and      Plan of action
 strategy
                       Resources ...
Managing Many Parties
    at the Table
         3.9
Be aware of your
     organization

Clear about the objects

Clear about the negotiating cards

Try to BALANCE the needs o...
Work as a group

While the agent is representing the
organization, he/she also represents the
members.

Try to avoid the i...
The “wise” agreement

Each side must be willing to make
concessions

TRUST

Written agreement: benefits all sides
the deal ...
Take time to prepare
   the negotiation


Spend more time brainstorming and examine
possible paths.

Find more people to i...
Use your PRESTIGE



Avoid taking undue advantage

REPUTATION
Being tough


Being resilient and willing to stand up to
pressure

To know where is the right place to end up
the negotiation
NEGOTIATION ACROSS
     CULTURES
        5.0
Types of Negotiations in
      all Cultures
  Deal-making

  Decision-making

  Dispute resolutions


These types of negot...
Negotiation and
         Outcomes

       TYPE OF
     NEGOTIATION             OUTCOME
•   Value-claiming   •   Distributi...
Integrative Negotiation
       Approach

 Reaching an agreement that would
 otherwise not be achieved.

               OR
...
Culture and Negotiation
                          What is Culture?
The integrated pattern of human knowledge, belief, and ...
Culture and Negotiation
   Interests &   Potential for   Interests &
    priorities    integrative     priorities
        ...
Negotiation Strategies
   and Behaviours
Ways that Culture
   affect Negotiation
Culture influences how people think, communicate, and behave.



Contract or       ...
Why Culture affects
     Negotiation Strategy
Individualism vs Collectivism
Egalitarism vs Hierarchy




        Power Distance
Low-Context vs High-Context Communication
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Negotiation

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The problems and advantages of negotiationg in different situations.

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Transcript of "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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