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    Negotiation2 Negotiation2 Presentation Transcript

    • Isabella, Shunsaku, Matthew
      • Theory
      • Techniques
      • Emotions
      • Global Negotiation
      • Structure Analysis
      • Strategic Analysis
      • Process Analysis
      • Integrative Analysis
      • Distributive and Integrative Negotiation
        • Winner take all vs. Everybody wins
      • Individuals Style of Negotiation
        • Accommodating, Avoiding, Collaborating, Competing, Compromising, Changing Location
      • Negotiation theory has not remained static.
      • Rapid changes in business change in negotiation theory.
      • Definition of negotiation:
        • Communication for the purpose of persuasion or the back-and-forth communication designed to reach an agreement between two or more parties with some interests that are shared and others that may conflict or are just different (Patton).
      • Questions needed to be asked:
        • What can you do for me?
        • What can I do for you?
        • What do you want? And why do you want this?
      • These questions will give you a foothold on the current situation.
      • “ Winning” is not necessarily the final goal.
      • Must see the bigger picture and understand the underlying reasons.
      • Look further than your ego.
      • Negotiate on the basis of using objective criteria.
        • Frame eash issue as a mutual search for objective criteria.
        • Be both reasonable and open to reason as to which standards should be used and how they should be applied.
        • Never bend to pressure, only to principle.
      • Does emotions play an important role?
      • Traditionally, emotions are something to be ignored, managed or even suppressed.
      • Recent studies might suggest otherwise.
      • Positive emotions.
      • Negative emotions.
      • How to manage emotions:
        • Acknowledgement.
        • Dealing with emotions before the dispute.
        • Use the emotions to your advantage.
      • The effect of emotions.
      • Is emotions important in every situation?
        • Two conditions for emotional effect:
          • Identification of the affect: High motivation, high ability or both.
          • Determination that the affect is relevant and important for judgment: Either motivation, the ability or both are low.
      • Mark Tomioka
      • Negotiation Professional at
      • business field.
      • He has negotiated in more
      • than 76 countries.
      • He says there are negotiation
      • techniques in each countries.
      • “ Take the initiative at a stretch”
      • Liven up the atmosphere and succeed
      • Be a pet and succeed
      • Let person be tired from crossfire, and get a consent.
      • A Short Introduction into Negotiation - By Matthias Prause, LL.M. (Training Director, Harvard Negotiators, Harvard Law School)
      • Techniques to make Jew say “yes” – by Mark Tomita[san mark syuppan]