Unit 4 International Negotiation - Unit4 International Negotiation

1. International negotiation Unit 4

2. Objetives Understand the concept of negotiation and its key elements. Examine how to use negotiation to manage situations of interdependence. Consider how negotiations may be practical in management conflict. Understand the importance of goal setting in negotiations. Analyze the major elements of negotiation strategy and the process of selecting a strategy. Understand how most negotiations evolve through stages and phases.

4. To create something new that neither party could attain on his or her own

6. Negotiation.Three Important Themes Negotiation. Interdependence. Understanding.

8. There is a conflict of needs and desires between two or more parties

9. Parties negotiate because they think they can get a better deal than by simply accepting what the other side offers them

11. Interdependent goals are an important aspect of negotiation

12. Interdependent parties are characterized by interlocking goals

13. Having interdependent goals does not mean that everyone wants or needs exactly the same thing

15. The desirability to work together is better for outcomes

17. One of the key causes of the changes that occur during a negotiation

19. Concessions restrict the range of options

21. Concessions restrict the range of options

25. Differences in judgments about the future

26. Differences in risk tolerance

28. Interpersonal conflict.

29. Intragroup / Intergroup conflict.Dysfunctions of Conflict Competitive, win-lose goals. Misperception and bias. Emotionality. Decreased communication.

30. Blurred issues. Rigid commitments. Magnified differences, minimized similarities. Escalation of conflict. Functions and Benefits of Conflict Makes organizational members more aware and able to cope with problems through discussion. Promises organizational change and adaptation. Strengthens relationships and heightens morale. Promotes awareness of self and others. Enhances personal development. Encourages psychological development—it helps people become more accurate and realistic in their self-appraisals. Can be stimulating and fun.

32. Negotiators should specify goals and objectives clearly.

35. Tactics.

37. Bilateral.The Dual Concerns Model Avoidance. Competition. Collaboration. Accommodation.

39. How much concern do I have in achieving my desired outcomes at stake in the negotiation?

41. It simply may not be worth the time and effort to negotiate

43. Collaboration.

45. Relationship building.

46. Information gathering.

47. Information using.

48. Bidding.

49. Closing the deal.

51. Assemble the issues and define the bargaining mix.

52. Define your interests.

53. Know your limits and alternatives.

54. Set your objectives (targets) and opening bids (where to start).

55. Assess constituents and the social context of the negotiation.

56. Analyze the other party.

58. Interests and needs.

59. Walkaway point and alternative(s).

61. Reputation and negotiation style.