Negotiation is the process of back- and-forth communication aimed at reaching agreement with others when some of yourinterests are shared and some are opposed. 31
Negotiation Skill1. Change attitude from narrow / egocentric diverse interests.2. (Re) Frame issue mutual interests.3. Detach parties from their positions.4. Develop interest-based options 32
BATNA and WATNABest Alternative To a Negotiated Agreement最佳替代方案僅次於談判結果的最佳選擇Worst Alternative To a Negotiated Agreement比談判不成的結果更差Best / Worst option available to a party should it call off a negotiation 33
Exploring options• Exploring possibilities / alternatives• Be creative• Idea creativity• Parallel thinking / lateral thinking• Vs judgment, argument, truth 34
Demo I Demo II• Administration Officer • Programme officer Vincent Karin asks Programme books a meeting room from Officer Vincent for a date of Clerk Maureen joint meeting when both • Meeting rooms are often fully teams have to attend booked• It is not easy to schedule meeting as all colleagues are busy 47
close end question,probing question, ‘why’ question reframing, options generating PPS, body language, nice voice close body language/ finger pointing negotiation 48
Asking~ NegotiationVoice mgt Listening ~ BATNA/WATNA= Environment Persuasion Options Reframing= generating= Choice of words Problem solving 49
What even good communication skills cannot rectify?• Political issues• Structural issues• Staffing issues• Workload issues• Funding issues• Language issues• What can?• Please allow one advertisement …• Perhaps Mediation - School Mediation Project (to be launched) 50
What enhanced communication skills can help?• Happier interpersonal relations• More harmonious workplace• Peaceful family life 51
Group workGroup A1: Administrators (1 Group)Group AA1 – AA3: Assistant Administrators (3 Sub groups)Group P1 – P6: Administration Officers / Programme Officers (6 Sub groups)Group T1 – T10: Teaching Staff (10 Sub groups)Group S1- S12: Clerical / Supporting Staff (12 Sub groups)Discussion (20mins):In a Sub group, there are about 10 persons with one ConvenorDiscuss (15mins) and fill Discussion guidelines and feedback form (5mins)After discussion, among the 10 persons, split into Role A; Role B; Role O2 x Role A; 2 x Role B; all others Role ORole Play (20mins):First 8 mins: Role play I: A and BSeond 8 mins: Role play II: A and B [same role play scenario]Both observed by OsFill Role play feedback form: 4 minsDebriefing (20mins):10 persons participate, facilitated by Convenor using :(i) Observer’s checklist; (ii) Suggested tips for best scenario; (iii) Role play feedback 53 form; (iv) Follow up action checklist for coming six months
Group pack1. Convenor’s roles and functions2. Case for discussion3. Discussion guidelines and feedback form4. Role play scenario brief:• For A – general brief, brief for A• For B – general brief, brief for B• For O – general brief, and observer’s checklist (also A’s / B’s Role play feedback form)(Please don’t refer to 5 and 6 until after role plays and at the beginning of debriefing)5. Suggested tips for best scenario6. Follow up action checklist for coming six months 54
Thank you, Happy group work …ReminderCase scenario - 請勿駁古，如有雷同實屬巧合， 如有不足請包涵Discussion - 高度參與Role play - 盡情投入，發揮想像演技HAVE FUN, ENJOY!!! 55
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