محاضرة عن مهارات التفاوض للمستشار أيمن شاش رئيس الاستئناف Negotiation skills

1. 5-1
Negotiation skills Lecture
judge - Ayman Shash
President of the Court of Appeal
‫التفاوض‬ ‫مهارات‬ ‫عن‬ ‫محاضرة‬
‫شاش‬ ‫أيمن‬ /‫مستشار‬
‫التستئناف‬ ‫محكمة‬ ‫رئيس‬
@YMAN SHASH

2. @YMAN SHASH

3. 5-4
Negotiation
The process of bargaining between two
or more parties to reach a solution that
is mutually acceptable
@YMAN SHASH
‫عملية‬‫تفاوضية‬ ‫مساومة‬‫أكثر‬ ‫أو‬ ‫طرفين‬ ‫بين‬
‫للطرفين‬ ‫مقبول‬ ‫حل‬ ‫إلى‬ ‫للوصول‬

4. @YMAN SHASH

5. 5-5
The Negotiation Process
@YMAN SHASH
Preparation
‫الجيد‬ ‫العداد‬

6. @YMAN SHASH
‫إليه‬ ‫التوصل‬ ‫تم‬ ‫ما‬ ‫علي‬ ‫بالموافقة‬ ‫إما‬ ‫التفاوض‬ ‫ينتهي‬
‫التفاوض‬ ‫عملية‬ ‫وانتهاء‬ ‫الموافقة‬ ‫عدم‬ ‫أو‬

7. @YMAN SHASH
‫خطة‬
‫إعداد‬
‫أداء‬

8. Relationship-Building
‫العلقات‬ ‫بناء‬
@YMAN SHASH
‫بناء‬ ‫من‬ ‫لبد‬
‫وجسور‬ ‫علاقات‬
‫مبدئية‬ ‫تفاهم‬

9. @YMAN SHASH
‫بناء‬ ‫عملية‬
‫بين‬ ‫الثقة‬
‫الطرفين‬

10. @YMAN SHASH
‫بسيطة‬ ‫جمل‬ ‫استخدام‬
‫فكرتك‬ ‫لتوضيح‬ ‫مثال‬ ‫استخدام‬
‫مقارنة‬ ‫طريقة‬ ‫استخدام‬
Use simple sentences
Use example to illustrate
your idea
Use comparative method

11. ‫المعلومات‬ ‫تبادل‬
@YMAN SHASH
‫المعلومات‬ ‫تبادل‬
‫لستمرار‬ ‫حتمي‬ ‫أمر‬
‫عملية‬ ‫ونجاح‬
‫التفاوض‬

12. Persuasion
@YMAN SHASH
‫القناع‬

13. The time limit
@YMAN SHASH
‫يسرقك‬ ‫فقد‬ ‫الوقت‬ ‫من‬ ‫حزرك‬ ‫خذ‬
‫ذات‬ ‫غير‬ ‫مناقشات‬ ‫ففي‬ ‫الوقفت‬
‫أن‬ ‫وتكتشف‬ ‫الموضوع‬ ‫في‬ ‫أهمية‬
‫قارب‬ ‫قد‬ ‫للتفاوض‬ ‫المحدد‬ ‫الوقت‬
‫شيئا‬ ‫تنجفز‬ ‫ولفم‬ ‫النتهاء‬ ‫علفي‬
‫أصبح‬ ‫فات‬ ‫مفا‬ ‫اذا‬ ‫وقفت‬ ‫فهناك‬
‫لوقوع‬ ‫مجدي‬ ‫غير‬ ‫التفاوض‬
‫بالفعل‬ ‫الخسارة‬

14. @YMAN SHASH
‫المفاوضات‬ ‫طاولة‬ ‫علي‬ ‫طرحت‬ ‫فرصا‬ ‫تترك‬ ‫ل‬
‫منها‬ ‫الستفادة‬ ‫كيفية‬ ‫وادرس‬ ‫سريعا‬ ‫حللها‬ ‫التقطها‬

15. ‫التـــــفـــاق‬
@YMAN SHASH
‫الخير‬ ‫المرحلة‬
‫التفاوض‬ ‫من‬
‫هو‬ ‫الناجح‬
‫التفاق‬
‫الخير‬ ‫المرحلة‬
‫التفاوض‬ ‫من‬
‫هو‬ ‫الناجح‬
‫التفاق‬

16. •1- Decide on your
starting position and
your "bottom line," or
lowest point you will
accept in the deal.
@YMAN SHASH
Ten Basic Steps ‫أن‬ ‫تسفتطيع‬ ‫التفي‬ ‫النقطفة‬ ‫هفي‬ ‫مفا‬ ‫قرر‬
‫نقطة‬ ‫اقل‬ ‫هي‬ ‫وما‬ ‫التفاوض‬ ‫منها‬ ‫تبدأ‬
‫النقطة‬ ‫هفي‬ ‫ومفا‬ ‫اليهفا‬ ‫تصفل‬ ‫أفن‬ ‫يمكفن‬
‫بها‬ ‫تقبل‬ ‫أن‬ ‫الممكن‬ ‫من‬ ‫التي‬

17. 2-Consider the objectives and
emotional motivation of the
other party.
@YMAN SHASH
‫والدوافع‬ ‫الهداف‬ ‫العتبار‬ ‫في‬ ‫خذ‬
‫عاطفية‬ ‫أمور‬ ‫إلي‬ ‫تستند‬ ‫قد‬ ‫التي‬
‫بأشياء‬ ‫يتمسك‬ ‫فقد‬ ‫الخر‬ ‫للطرف‬
‫بالنسبة‬ ‫نننن‬‫لك‬ ‫ن‬‫ن‬‫نة‬‫تافه‬ ‫نكن‬‫ل‬ ‫تبدو‬ ‫ننن‬‫إ‬
‫خاصة‬ ‫أهمية‬ ‫لها‬ ‫إليه‬

18. @YMAN SHASH

19. 3- Plan your sequence of proposals and possible counter-
proposals. Open at the most you can reasonably ask for as
this gives you room to negotiate.
@YMAN SHASH
‫هناك‬ ‫اجعل‬ ‫دائما‬‫خطة‬‫ل‬‫و‬ ‫القتراحات‬ ‫من‬ ‫بك‬ ‫الخاص‬ ‫لتسلسل‬
. ‫المحتملة‬ ‫المضادة‬ ‫القتراحات‬
‫معقول‬ ‫كن‬ ‫المكان‬ ‫وبقدر‬ ‫متفتحا‬ ‫كن‬‫معظم‬ ‫في‬‫طلباتك‬‫وهذا‬
‫مجال‬ ‫لك‬ ‫يعطي‬‫أوسع‬‫للتفاوض‬.

20. 4-Prepare for the meeting by determining
your own motives and objectives: Why are
you negotiating? What do you expect to
gain and why is it important to you? What
do you think you will have to offer to
achieve this?
@YMAN SHASH
‫من‬ ‫جيدا‬ ‫للجتماع‬ ‫بالدعداد‬ ‫قم‬‫الخاصة‬ ‫الدوافع‬ ‫تحديد‬ ‫خل ل‬
:‫والدهداف‬ ‫بك‬
1.‫؟‬ ‫التفاوض‬ ‫لماذا‬
2.‫لك؟‬ ‫بالنسبة‬ ‫مهم‬ ‫دهو‬ ‫ولماذا‬ ‫لكسب‬ ‫تتوقع‬ ‫ماذا‬
3.‫تعتقد‬ ‫ماذا‬‫لتقدمه‬ ‫لديك‬ ‫سيكون‬‫الجتماع‬ ‫بهذا‬‫لتحقيق‬
‫ذلك؟‬

21. 5-Be prepared with information, facts, etc.
Avoid going into any negotiation and coming
across as either uninformed or unreasonably
aggressive.
@YMAN SHASH
•، ‫الحقائق‬ ‫و‬ ‫بالمعلومات‬ ‫مستعدا‬ ‫كن‬
‫ذلك‬ ‫إلى‬ ‫وما‬ ، ‫تكاليف‬ ‫أو‬
•‫و‬ ‫مفاوضات‬ ‫أي‬ ‫في‬ ‫الخوض‬ ‫تجنب‬
‫دعدوانية‬ ‫أو‬ ‫جهل‬ ‫إما‬ ‫و‬ ‫دعبر‬ ‫القادمة‬
‫معقو ل‬ ‫غير‬ ‫بشكل‬

22. 6-If the other party makes the first offer or
proposal, this can allow you to gauge your
response and set the parameters of the
negotiation to your advantage. Though
some experts suggest that your proposal be
the first one on the table, this tactic can
allow the other party to open at a point that
is more favorable to you than you may have
anticipated.
@YMAN SHASH

23. @YMAN SHASH
Planning
Time
management
Self
organisation
Job
planning
‫التخطيط‬
‫الوقت‬ ‫إدارة‬
‫الذاتي‬ ‫التنظيم‬
‫العمل‬ ‫تخطيط‬

24. 7-Start by discussing a mutually
agreed upon point of the
negotiation — something both
parties will readily say yes to.
@YMAN SHASH

25. 8-When do propose a deal or an offer
phrase as "I will do such-and-such for
you, and you will do this for me." This
establishes a position of confidence
and authority.
@YMAN SHASH

26. 9-Make your arguments
and proposals incrementally
and strategically. Avoid
going immediately to your
lowest point of acceptance,
or bottom-line.
@YMAN SHASH

27. 10-Know when it is time to close or
break off discussion. If the other party
is ready to close the deal, and it is
acceptable to you, make it easy for
them to do as little as possible by
having everything ready to sign, etc.
@YMAN SHASH

28. Everybody Wins With Effective Negotiation
The ultimate goal of business negotiations is to produce
two satisfied parties and to have paved the way for
future negotiations when and where necessary. Having
successfully completed negotiations it is tempting to
think that it's all over once you and the other party have
said, "Yes!" However, it isn't really "over" until it's over.
That is, proper and effective closure is key to sealing a
deal successfully.
@YMAN SHASH

29. At the end “Go and win”
@YMAN SHASH
Thanks
for your time