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Important AdvicesNegotiationSkillsProfessor: Ricard Musté
12 Golden Rules1. Separate the people from the problem2. Dont bargain over positions, do it overinterests3. Invent options...
12 Golden Rules7. Avoid negatives8. Test understanding with summarising9. Offer few, but strong arguments andrepeat them10...
Seven-Element Preparation Guide• Identify both parties’ interests• Identify; clarify; probe for underlying interests• Opti...
Distributive Vs IntegrativeApproachesDISTRIBUTIVE APPROACHSingle IssueParties have opposing needsStrategy is based on c...
Case: The Pakistani Prunes
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Session 2. important advices

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Session 2. important advices

  1. 1. Important AdvicesNegotiationSkillsProfessor: Ricard Musté
  2. 2. 12 Golden Rules1. Separate the people from the problem2. Dont bargain over positions, do it overinterests3. Invent options for mutual gain4. Use objective criteria to value deals5. Make people feel at ease6. Build trust2
  3. 3. 12 Golden Rules7. Avoid negatives8. Test understanding with summarising9. Offer few, but strong arguments andrepeat them10. Be assertive, not angry!11. Be emphatic and reflecting12. Do not assume rationality3
  4. 4. Seven-Element Preparation Guide• Identify both parties’ interests• Identify; clarify; probe for underlying interests• Options on the negotiated deal– Create options to meet interests; maximize joint gains• Alternatives to the negotiated deal– Select and improve batna, identify theirs• Criteria for decisions– Use external standards as a sword and shield; fairness of the process; offer themattractive ways to explain their decision• Relationship– Separate people from the issue; build working relationship• Commitment– Identify issues to be included in the agreement, steps to agreement• Comunication– Question my assumptions; identify what to listen for4
  5. 5. Distributive Vs IntegrativeApproachesDISTRIBUTIVE APPROACHSingle IssueParties have opposing needsStrategy is based on compromisebetween needsBoth parties win something andlose somethingOften confrontational with pushand pull tacticsSometimes ends in win-lose orlose-lose situationQuasi ZERO-SUM GameINTEGRATIVE APPROACHMany IssuesParties have differing needsProblem-solving strategy – jointoption-generationBoth parties understand each other’sinterests and winBased on understanding of needsDesired outcome is always win-win(or no agreement)5
  6. 6. Case: The Pakistani Prunes

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