Day3 Negotiation

719 views

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
719
On SlideShare
0
From Embeds
0
Number of Embeds
42
Actions
Shares
0
Downloads
49
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Day3 Negotiation

  1. 1. BUSINESS ENGLISH <ul><ul><li>NEGOTIATIONS </li></ul></ul>
  2. 2. TODAY’S AGENDA <ul><li>Presentation of games </li></ul><ul><li>Games are played and documented </li></ul><ul><li>Debriefing </li></ul><ul><li>Effective communication? </li></ul>
  3. 3. THE ULTIMATUM GAME <ul><li>Person A gets 10 euros. </li></ul><ul><li>Person A decides how much to give to Person B. </li></ul><ul><li>Person B accepts or rejects the offer </li></ul><ul><ul><li>If Person B rejects the deal, both get nothing </li></ul></ul><ul><ul><li>If Person B accepts, then you divide the 10 euros as agreed </li></ul></ul>
  4. 4. REVERSE ULTIMATUM <ul><li>As Ultimatum game, but the two players can negotiate until they reach a deal. </li></ul>
  5. 5. COMPETITIVE GAME <ul><li>Person A, B, C all have 10 euros. </li></ul><ul><li>Person D can only make the deal with one person </li></ul>
  6. 6. PROCESS <ul><li>Use the game sheet to guide you through the game </li></ul>
  7. 7. IDENTITY ABOVE ALL <ul><li>Identity overrides economic concerns </li></ul><ul><li>Consistent story of self </li></ul><ul><li>Deals are seldom made between disinterested parties – they are made between people. This should not be underestimated. </li></ul>
  8. 8. WHAT MATTERS? <ul><li>Identity – what truly matters to this person? </li></ul><ul><li>Identity – what truly matters to you? </li></ul><ul><ul><li>Deals are seldom about money alone; they are, perforce, about psychological needs. </li></ul></ul>
  9. 9. THE TWO CHANNELS <ul><li>Rhetoric </li></ul><ul><ul><li>” I gave him an offer he couldn't refuse” </li></ul></ul><ul><li>Relationship </li></ul><ul><ul><li>” You are my friend, I kill you for nothing” </li></ul></ul>
  10. 10. RHETORIC <ul><li>Logos </li></ul><ul><ul><li>Facts and numbers: logic </li></ul></ul><ul><li>Pathos </li></ul><ul><ul><li>Emotion: empathy </li></ul></ul><ul><li>Ethos </li></ul><ul><ul><li>Credibility: expertise & social standing </li></ul></ul>
  11. 11. RELATIONSHIP <ul><li>Proactivity </li></ul><ul><li>Widen variety of contacts and ties </li></ul><ul><li>Have something to give </li></ul><ul><li>Wait for reciprocity </li></ul><ul><li>Think long-term </li></ul><ul><li>Build relationships before you need them </li></ul>

×