Negotiation2

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Negotiation2

  1. 1. Isabella, Shunsaku, Matthew
  2. 2. <ul><li>Theory </li></ul><ul><li>Techniques </li></ul><ul><li>Emotions </li></ul><ul><li>Global Negotiation </li></ul>
  3. 4. <ul><li>Structure Analysis </li></ul><ul><li>Strategic Analysis </li></ul><ul><li>Process Analysis </li></ul><ul><li>Integrative Analysis </li></ul>
  4. 5. <ul><li>Distributive and Integrative Negotiation </li></ul><ul><ul><li>Winner take all vs. Everybody wins </li></ul></ul><ul><li>Individuals Style of Negotiation </li></ul><ul><ul><li>Accommodating, Avoiding, Collaborating, Competing, Compromising, Changing Location </li></ul></ul>
  5. 6. <ul><li>Negotiation theory has not remained static. </li></ul><ul><li>Rapid changes in business change in negotiation theory. </li></ul>
  6. 7. <ul><li>Definition of negotiation: </li></ul><ul><ul><li>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). </li></ul></ul>
  7. 8. <ul><li>Questions needed to be asked: </li></ul><ul><ul><li>What can you do for me? </li></ul></ul><ul><ul><li>What can I do for you? </li></ul></ul><ul><ul><li>What do you want? And why do you want this? </li></ul></ul><ul><li>These questions will give you a foothold on the current situation. </li></ul>
  8. 9. <ul><li>“ Winning” is not necessarily the final goal. </li></ul><ul><li>Must see the bigger picture and understand the underlying reasons. </li></ul><ul><li>Look further than your ego. </li></ul>
  9. 10. <ul><li>Negotiate on the basis of using objective criteria. </li></ul><ul><ul><li>Frame eash issue as a mutual search for objective criteria. </li></ul></ul><ul><ul><li>Be both reasonable and open to reason as to which standards should be used and how they should be applied. </li></ul></ul><ul><ul><li>Never bend to pressure, only to principle. </li></ul></ul>
  10. 11. <ul><li>Does emotions play an important role? </li></ul><ul><li>Traditionally, emotions are something to be ignored, managed or even suppressed. </li></ul><ul><li>Recent studies might suggest otherwise. </li></ul>
  11. 12. <ul><li>Positive emotions. </li></ul><ul><li>Negative emotions. </li></ul><ul><li>How to manage emotions: </li></ul><ul><ul><li>Acknowledgement. </li></ul></ul><ul><ul><li>Dealing with emotions before the dispute. </li></ul></ul><ul><ul><li>Use the emotions to your advantage. </li></ul></ul>
  12. 13. <ul><li>The effect of emotions. </li></ul><ul><li>Is emotions important in every situation? </li></ul><ul><ul><li>Two conditions for emotional effect: </li></ul></ul><ul><ul><ul><li>Identification of the affect: High motivation, high ability or both. </li></ul></ul></ul><ul><ul><ul><li>Determination that the affect is relevant and important for judgment: Either motivation, the ability or both are low. </li></ul></ul></ul>
  13. 14. <ul><li>Mark Tomioka </li></ul><ul><li>Negotiation Professional at </li></ul><ul><li>business field. </li></ul><ul><li>He has negotiated in more </li></ul><ul><li>than 76 countries. </li></ul><ul><li>He says there are negotiation </li></ul><ul><li>techniques in each countries. </li></ul>
  14. 15. <ul><li>“ Take the initiative at a stretch” </li></ul>
  15. 16. <ul><li>Liven up the atmosphere and succeed </li></ul>
  16. 17. <ul><li>Be a pet and succeed </li></ul>
  17. 18. <ul><li>Let person be tired from crossfire, and get a consent. </li></ul>
  18. 19. <ul><li>A Short Introduction into Negotiation - By Matthias Prause, LL.M. (Training Director, Harvard Negotiators, Harvard Law School) </li></ul><ul><li>http://gilallouche.com/2008/10/tool-3-negotiations/ </li></ul><ul><li>http://www.filife.com/stories/a-professor-explains-how-to-negotiate </li></ul><ul><li>http://www.beyondintractability.org/essay/emotion/ </li></ul><ul><li>http://www.internetmediator.com/medres/pg24.cfm </li></ul><ul><li>http://www.allacademic.com//meta/p_mla_apa_research_citation/0/9/0/8/5/pages90859/p90859-1.php </li></ul><ul><li>Techniques to make Jew say “yes” – by Mark Tomita[san mark syuppan] </li></ul>

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