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What is the Purpose?
To join forces together behind a mutual
To work together for common effectiveness
Power of Coalitions
Everyone’s doing it
Wave of the future
How to be Successful?
Choose a committed leader
Share the glory
Guidelines for Effectiveness
Expertise on the Use offensive
subject matter rather than
Knowledge of how
the legislature Involvement
Ability to plan commitment to go)
One member Minor
Jealousy between Too formal
Too many meetings
Lack of follow-
Conﬂicting strategy through
Tips for Making Coalition
Deﬁne issues and Plan of action
Determine a budget
Identify allies and
from within allies
Be aware of your
Clear about the objects
Clear about the negotiating cards
Try to BALANCE the needs of the members
Work as a group
While the agent is representing the
organization, he/she also represents the
Try to avoid the individuals to involve in the
negotiation, because their interests may
diverge from the organization’s.
The “wise” agreement
Each side must be willing to make
Written agreement: beneﬁts all sides
the deal will last
Take time to prepare
Spend more time brainstorming and examine
Find more people to involve.
Use your PRESTIGE
Avoid taking undue advantage
Being resilient and willing to stand up to
To know where is the right place to end up
Types of Negotiations in
These types of negotiations are carried
out differently from one culture to
• Value-claiming • Distributive
• Value-creating • Distributive
Reaching an agreement that would
otherwise not be achieved.
Reaching and agreement that is more
advantageous to all parties.
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
Culture affects our Negotiation Fundamentals
Culture and Negotiation
Interests & Potential for Interests &
priorities integrative priorities
Culture A Type of Culture B
negotiator agreement negotiator
Strategies Patterns of Strategies
Ways that Culture
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
Informal or formal?
Direct or Indirect?
Why Culture affects
Individualism vs Collectivism