Six Habits of
Merely Effective
Negotiators
Mistake 2:
Letting Price
Bulldoze Other
Interests
INTRODUCTION
 In order to do the negotiation, the consultant will
focus only on profitability.
 This will cause the coop...
 In a process of negotiation, nonprice factors also
should be taken into account. Among the non-
price factors are:-
i. T...
THE RELATIONSHIP
 Relationship factor with the others parties also
important to a negotiator.
 Relationship can be a pre...
THE SOCIAL CONTRACT
 Called also as social responsibility
 It’s a relationship between individuals and their
governments...
THE SOCIAL CONTRACT
 All business are obligated to improve the status
of societies called the ‘spirit of deal’
• Equality...
THE PROCESS
 Include 3 process
 Management Process
The application of knowledge and skills to define
visualize, measure,...
THE PROCESS
 Supporting
• Supporting process actually is technical support
• When all parties perceive the process as
per...
THE INTERESTS OF THE FULL SET
PLAYERS
 Definition: As the members involved in the
company (business)
 Most situation ref...
THE INTERESTS OF THE FULL SET
PLAYERS
 Eventually taking into account of an equity joint
venture
• Committed and willing ...
Conclusion..
Price is imPortant but always
remember that it is only one
chaPter of negotiating
Process
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Mistake of a Negotiator

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Mistake of a Negotiator

  1. 1. Six Habits of Merely Effective Negotiators Mistake 2: Letting Price Bulldoze Other Interests
  2. 2. INTRODUCTION  In order to do the negotiation, the consultant will focus only on profitability.  This will cause the cooperative relationships that has been established are not effective because the focus is on profits only.  For example: The relationship of economic cooperation between the USA and Yemen on the oil agreement give 60% of profit to USA and 40% to Yemen
  3. 3.  In a process of negotiation, nonprice factors also should be taken into account. Among the non- price factors are:- i. The Relationship ii. The Social Contract iii. The Process iv. The Interest of the Full Set Players.
  4. 4. THE RELATIONSHIP  Relationship factor with the others parties also important to a negotiator.  Relationship can be a predominant factors rather than transaction (money).  Example : Latin America, southern Europe and Southern Asia.
  5. 5. THE SOCIAL CONTRACT  Called also as social responsibility  It’s a relationship between individuals and their governments. (mutual agreement between two parties)  Negotiators focus on economic contract
  6. 6. THE SOCIAL CONTRACT  All business are obligated to improve the status of societies called the ‘spirit of deal’ • Equality spirit • Cost sharing • Governance  Eventually social contract involves some risk but have a mutual  Agreement between two parties and in the same time handle  Unexpected situation in long term.
  7. 7. THE PROCESS  Include 3 process  Management Process The application of knowledge and skills to define visualize, measure, control, report and improve processes with the goal to meet customer requirements profitably.  Operational • Delight customers with process intelligence and tracking • Automate flow-diagrams to executable processes
  8. 8. THE PROCESS  Supporting • Supporting process actually is technical support • When all parties perceive the process as personal, respectful and fair which involves their personal or own attributes but also contribute to achieving the goal
  9. 9. THE INTERESTS OF THE FULL SET PLAYERS  Definition: As the members involved in the company (business)  Most situation reflects when some project is a success they tends to forgets the people behind the success  Negotiator can often influence whatever prices will dominate or be kept in perspective.
  10. 10. THE INTERESTS OF THE FULL SET PLAYERS  Eventually taking into account of an equity joint venture • Committed and willing to work cooperation with other party involved.
  11. 11. Conclusion.. Price is imPortant but always remember that it is only one chaPter of negotiating Process

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