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Thunderbird Global MBA - Global Negotiations II- Ukraine & Russia Conflict

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This is Team C´s work in Global Negotiations II (Dr. E. Borris) about the conflict between Russia and Ukraine.
Crimea, center stage of the conflict
Gas to heat Europe
Crisis 2012
Sanctions to Ukraine
Barricades in Kiev
Reviving the Soviet Unión collapse
Negotiating Style of Ukraine, Russia, Germany, France and United States.

Team C:
David Altmayer
Steven Bay
Matt Daniels
Rosa M. Panadero M.
Cindy Posey

Published in: Education
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  • DOWNLOAD FULL BOOKS, INTO AVAILABLE FORMAT ......................................................................................................................... ......................................................................................................................... ,DOWNLOAD FULL. PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. PDF EBOOK here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. EPUB Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ,DOWNLOAD FULL. doc Ebook here { https://tinyurl.com/yyxo9sk7 } ......................................................................................................................... ......................................................................................................................... ......................................................................................................................... .............. Browse by Genre Available eBooks ......................................................................................................................... Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, Cookbooks, Crime, Ebooks, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult,
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Thunderbird Global MBA - Global Negotiations II- Ukraine & Russia Conflict

  1. 1. Ukraine – Russia https://drive.google.com/file/d/0B7fcbOgrLOAGazRHX2Y4MjY1V0k/view?usp=sharing Global Negotiations II David Altmayer Steven Bay Matt Daniels Rosa M. Panadero M. Cindy Posey
  2. 2. Crimea on the center stage of the conflict
  3. 3. Two options • Russian-directed Eurasian Customs Union (ECU) • Yanukovych moved toward an agreement with the Russian-directed Eurasian Customs Union (ECU), which includes Russia, Belarus, and Kazakhstan at present. • EU membership on the horizon • President Yanukovych's decided to back away from establishing a free trade and further political cooperation between Ukraine and the EU,
  4. 4. Ukraine: The Gas to Heat Europe
  5. 5. Crisis in 2012
  6. 6. Gas to Europe and sanctions to Ukraine
  7. 7. December 2013
  8. 8. Agreement and $ 20 billion for Ukraine
  9. 9. Barricades in the streets
  10. 10. Pro EU barricades in Kiev
  11. 11. Reviving the Soviet Union collapse
  12. 12. Ukraine, September 2014
  13. 13. January 2015 • The detention of a female Ukrainian pilot • Thimoshenko at the Ukrainian parliament
  14. 14. February 2015
  15. 15. The Protagonists and Their Negotiation Style
  16. 16. Angela Merkel (Germany)
  17. 17. Germany’s Negotiating Style • Prepare negotiations very well • Planned timelines and rules of communication: listening, no interruptions • Respect the agenda • Authenticity is important: “No, I can´t” is true. • Compromise in negotiations • Conflicts are handled openly and directly • Arguments and facts on the table, no emotions • Separate personal issues
  18. 18. German Techniques • Negotiation = achieving a goal • Build trust and relationship after the successful completion of initial agreements. • Conservative approach: avoid risks • Reputation of being “over-insured”: Risk is highly calculated to be as secured as possible, no unexpected problems later • Go back to check and double check items
  19. 19. François Hollande (France)
  20. 20. France’s Negotiating Style • Dominant orientation, distance between the parties • Suspicious of early familiarity • Hierarchy is highly valued but tone is cordial • Unroll the program at the beginning and discuss in a sequential manner • Risk averse: do not make a decision until reviewed and understood all possible consequences. • Decision by high ranks • Rely on written communications, in French if possible
  21. 21. France's Techniques • Trust and relationship facilitate negotiations • Being oriented and indirect communication • Reluctance to manage conflict openly because they’re concerned about the relationship • Expressive orientation: emotional outburst may help clear the air, but also used as a tactic • Tend to hold on to traditions
  22. 22. Barack Obama (United States)
  23. 23. John Kerry (United States)
  24. 24. United States’ Negotiating Style • Straightforward and direct fashion • Conflicts are discussed openly • Win win perspective • Make decisions rather than research (“Analysis paralysis”)
  25. 25. United States’ Technique • Risk takers and fast decision makers • One member making friends with the other side while other team member negotiates aggressively • Use humor to create a pleasant environment • Despite a “No”, there is still room for agreement • “We can agree to disagree”, to debate in a cordial manner
  26. 26. Petro Poroshenko (Ukraine)
  27. 27. Ukraine’s Negotiating Style • Distributive and contingency bargaining • Competitive and adversarial, but less than Russia • Focus on the near-term benefit • Zero-sum game • Slow down to exert time pressure • Concessions never come easily • Attempt to make the other feel guilty • Grimance • Introduce distractions • Do not consider serious commitments • CORRUPTION AND BRIBERY ARE COMMON and ILLEGAL
  28. 28. Yanukovitch (Ukraine President up to 2014)
  29. 29. Vladimir Putin (Russia)
  30. 30. Russia’s Negotiating Style • Patient • Persistent • Stubborn • Very difficult to obtain concessions from them • Make minor concessions while asking for major returns • Compromise is seen as a sign of weakness • Deceptive techniques
  31. 31. Russia’s Deceptive Techniques • Tell lies • Send fake non-verbal messages • Pretending to be disinterested in the whole deal or in single concessions • Misrepresent value • Make false demands and concessions • Play stupid or attempt to mislead the other • “Good cop, bad cop” • Claim “Limited Authority” to state they need approval but it is not true
  32. 32. Angela Merkel vs. Vladimir Putin
  33. 33. Trust or Distrust?
  34. 34. Germany – Russia - France

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