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Mistake of a Negotiator
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Mistake of a Negotiator


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( Tujuan Pembelajaran) Disediakan bagi memenuhi tuntutan pengajian...

( Tujuan Pembelajaran) Disediakan bagi memenuhi tuntutan pengajian...

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  • 1. Six Habits of Merely Effective Negotiators Mistake 2: Letting Price Bulldoze Other Interests
  • 2. INTRODUCTION  In order to do the negotiation, the consultant will focus only on profitability.  This will cause the cooperative relationships that has been established are not effective because the focus is on profits only.  For example: The relationship of economic cooperation between the USA and Yemen on the oil agreement give 60% of profit to USA and 40% to Yemen
  • 3.  In a process of negotiation, nonprice factors also should be taken into account. Among the non- price factors are:- i. The Relationship ii. The Social Contract iii. The Process iv. The Interest of the Full Set Players.
  • 4. THE RELATIONSHIP  Relationship factor with the others parties also important to a negotiator.  Relationship can be a predominant factors rather than transaction (money).  Example : Latin America, southern Europe and Southern Asia.
  • 5. THE SOCIAL CONTRACT  Called also as social responsibility  It’s a relationship between individuals and their governments. (mutual agreement between two parties)  Negotiators focus on economic contract
  • 6. THE SOCIAL CONTRACT  All business are obligated to improve the status of societies called the ‘spirit of deal’ • Equality spirit • Cost sharing • Governance  Eventually social contract involves some risk but have a mutual  Agreement between two parties and in the same time handle  Unexpected situation in long term.
  • 7. THE PROCESS  Include 3 process  Management Process The application of knowledge and skills to define visualize, measure, control, report and improve processes with the goal to meet customer requirements profitably.  Operational • Delight customers with process intelligence and tracking • Automate flow-diagrams to executable processes
  • 8. THE PROCESS  Supporting • Supporting process actually is technical support • When all parties perceive the process as personal, respectful and fair which involves their personal or own attributes but also contribute to achieving the goal
  • 9. THE INTERESTS OF THE FULL SET PLAYERS  Definition: As the members involved in the company (business)  Most situation reflects when some project is a success they tends to forgets the people behind the success  Negotiator can often influence whatever prices will dominate or be kept in perspective.
  • 10. THE INTERESTS OF THE FULL SET PLAYERS  Eventually taking into account of an equity joint venture • Committed and willing to work cooperation with other party involved.
  • 11. Conclusion.. Price is imPortant but always remember that it is only one chaPter of negotiating Process