The document discusses the strategy and tactics of integrative negotiation. It describes integrative negotiation as focusing on common interests rather than positions, generating options for mutual gain, and finding solutions that satisfy all parties' needs. The key steps are to define problems mutually, understand each party's interests and needs, generate alternative solutions, and evaluate and select solutions based on objective criteria and mutual acceptability. Factors for success include having common objectives, commitment to collaboration over self-interest, trust, and clear communication.
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Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Working in a volatile and competitive environment requires negotiators who are able to secure desired outcomes with creativity, confidence and steadiness.
Succeeding in a global organization requires a set of communication skills which allow an individual to perform in a wide range of negotiation situations.
This presentation examines best practice behaviors for any individual who participates in negotiations within an organization or with external parties.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Conflict management is the process of limiting the negative aspects of conflict while increasing the positive aspects of conflict. The aim of conflict management is to enhance learning and group outcomes, including effectiveness or performance in organizational setting (Ra him, 2002, p. 208).
Working in a volatile and competitive environment requires negotiators who are able to secure desired outcomes with creativity, confidence and steadiness.
Succeeding in a global organization requires a set of communication skills which allow an individual to perform in a wide range of negotiation situations.
This presentation examines best practice behaviors for any individual who participates in negotiations within an organization or with external parties.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Conflict management is the process of limiting the negative aspects of conflict while increasing the positive aspects of conflict. The aim of conflict management is to enhance learning and group outcomes, including effectiveness or performance in organizational setting (Ra him, 2002, p. 208).
Based partially on Bryson (2011), this is the first class for the Siena Heights Graduate College LDR 660 Strategic Planning class I teach at Lake Michigan College.
This presentation had been used internally in a Lunch & Learn session at KMS Technology which is one of the types of knowledge sharing at KMS Technology Vietnam (www.kms-technology.com)
Speaking up is an essential act when the business is getting off track. Know what to say and how to say it are key to sustainable success in this endeavor
Extending utaut to explain social media adoption byDebashish Mandal
This paper establishes inadequacies of the Unified Theory of Acceptance and Use of Technology (UTAUT) theory to explain social media adoption by microbusinesses. Literature review confirms the explaining power of UTAUT in variety of technology adoption by businesses. This paper uses UTAUT theory to implement social media technology in microbusinesses. Canonical action research method is adopted to introduce social media in microbusinesses. A post positivist approach is used to report the results based on a predetermined premise. It was found that the major constructs of performance and effort expectancy played insignificant role in establishing behavioural and adoption intention of social media by microbusinesses. Social influence and facilitating condition did not influence the behavioural intentions of the microbusiness owners. Individual characteristics and codification effort dominated the use behaviour. Goal of gaining customers leads to behavioural modification resulting in replacing of behavioural intention with goals as a superior method of predicting adoption behaviour within the context of microbusinesses. This paper extends the UTAUT to explain social media adoption in microbusinesses.
A quick overview (not exhaustive) of the history of the leadership from an academic/scientific perspective. The notes are critical and all citations listed in references (APA) for further reading.
An updated look at organizational culture including a brief discussion of three measurement tools and a list of academic references behind the notes on the slides. Some personal (some) commentary as well. Enjoy. Learn. Use.
A very brief overview relating to industrial/organizational psychology and organizational health. Much more specifics required to execute individual or organizational change.
Siena Heights University graduate class on Negotiation as Process based on text (2011) from Lewicki, Saunders and Barry (McGraw-Hill). A very short top ten list of key points.
We all have good and bad thoughts from time to time and situation to situation. We are bombarded daily with spiraling thoughts(both negative and positive) creating all-consuming feel , making us difficult to manage with associated suffering. Good thoughts are like our Mob Signal (Positive thought) amidst noise(negative thought) in the atmosphere. Negative thoughts like noise outweigh positive thoughts. These thoughts often create unwanted confusion, trouble, stress and frustration in our mind as well as chaos in our physical world. Negative thoughts are also known as “distorted thinking”.
How to Split Bills in the Odoo 17 POS ModuleCeline George
Bills have a main role in point of sale procedure. It will help to track sales, handling payments and giving receipts to customers. Bill splitting also has an important role in POS. For example, If some friends come together for dinner and if they want to divide the bill then it is possible by POS bill splitting. This slide will show how to split bills in odoo 17 POS.
How to Create Map Views in the Odoo 17 ERPCeline George
The map views are useful for providing a geographical representation of data. They allow users to visualize and analyze the data in a more intuitive manner.
Synthetic Fiber Construction in lab .pptxPavel ( NSTU)
Synthetic fiber production is a fascinating and complex field that blends chemistry, engineering, and environmental science. By understanding these aspects, students can gain a comprehensive view of synthetic fiber production, its impact on society and the environment, and the potential for future innovations. Synthetic fibers play a crucial role in modern society, impacting various aspects of daily life, industry, and the environment. ynthetic fibers are integral to modern life, offering a range of benefits from cost-effectiveness and versatility to innovative applications and performance characteristics. While they pose environmental challenges, ongoing research and development aim to create more sustainable and eco-friendly alternatives. Understanding the importance of synthetic fibers helps in appreciating their role in the economy, industry, and daily life, while also emphasizing the need for sustainable practices and innovation.
This is a presentation by Dada Robert in a Your Skill Boost masterclass organised by the Excellence Foundation for South Sudan (EFSS) on Saturday, the 25th and Sunday, the 26th of May 2024.
He discussed the concept of quality improvement, emphasizing its applicability to various aspects of life, including personal, project, and program improvements. He defined quality as doing the right thing at the right time in the right way to achieve the best possible results and discussed the concept of the "gap" between what we know and what we do, and how this gap represents the areas we need to improve. He explained the scientific approach to quality improvement, which involves systematic performance analysis, testing and learning, and implementing change ideas. He also highlighted the importance of client focus and a team approach to quality improvement.
The Indian economy is classified into different sectors to simplify the analysis and understanding of economic activities. For Class 10, it's essential to grasp the sectors of the Indian economy, understand their characteristics, and recognize their importance. This guide will provide detailed notes on the Sectors of the Indian Economy Class 10, using specific long-tail keywords to enhance comprehension.
For more information, visit-www.vavaclasses.com
The Art Pastor's Guide to Sabbath | Steve ThomasonSteve Thomason
What is the purpose of the Sabbath Law in the Torah. It is interesting to compare how the context of the law shifts from Exodus to Deuteronomy. Who gets to rest, and why?
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
2. Integrative Difference?
• Commonalties over differences
• Needs & interests over positions
• Commit to the needs of all
involved parties
• Exchange information & ideas
• Invent options for mutual gain
• Objective criteria sets standards
(Lewicki, Saunders & Barry. 2011)
4. Integrative Key Steps
• Problem definition
• Understanding
– on both sides
• Generate alternative
solutions
• Evaluate and choose
from created
alternatives
(Lewicki, Saunders & Barry. 2011)
6. Identify and Define Problem
• Mutually acceptable
• Stated with
comprehensive
practicality
• Stated as a goal with
obstacle identification
• Depersonalize
• Separate the problem
from exploring
solutions
(Lewicki, Saunders & Barry. 2011)
7. Fully Understand: Interests & Needs
• Concerns, needs, desires,
or fears.
– Substantive = key issues
– Process = path to
settlement
– Relationship interests
indicate values
– Principles: Doing what
is fair, right, acceptable,
and ethical
(Lewicki, Saunders & Barry. 2011)
8. Interest Observations
• Multiple, always
• Diverse interests
• Deeply held values
• Change
• Can be discovered
• Difficult
• Not necessarily to your
best advantage to
surface interests
(Lewicki, Saunders & Barry. 2011)
9. Generate Alternative Solutions
• Create options by redefining
the problem set:
– Compromise
– Logroll
– Modify the pie
– Expand the pie
– Find a bridge solution
– Cut the costs for compliance
– Nonspecific compensation
– Superordination
(Lewicki, Saunders & Barry. 2011)
11. Evaluate and Select
• Narrow the range
• Evaluate by:
– Quality
– Objective standards
– Acceptability
• Advance criteria agreement
• Justify personal preferences
• Intangible awareness
options
• Complexity requires
subgroup evaluation
(Lewicki, Saunders & Barry. 2011)
12. Evaluate and Select
• Cool off
• Logroll exploration,
exploiting differences:
– Risk
– Expectation
– Time
• Tentative until final
• Informal until final close
(Lewicki, Saunders & Barry. 2011)
13. Success Factors
• Common objectives
• Self-confidence (faith,
not ego)
• Position validity
• Motivation and
commitment to the
outcome and
collaboration over self
interest
(Lewicki, Saunders & Barry. 2011)
14. Success Factors
• Trust
• Clear and accurate
communication
• Understanding the
dynamics of
integrative
negotiation
(Lewicki, Saunders & Barry. 2011)
Editor's Notes
We Focus on commonalties over differencesWe choose needs and interests over positionsCommit to meeting the needs of all involved partiesExchange information and ideasInvent options for mutual gainUse objective criteria to set standards
Create a free flow of informationAttempt to understand the other negotiator’s real needs and objectivesEmphasize the commonalties between the parties and minimize the differencesSearch for solutions that meet the goals and objectives of both sides
Identify and define the problemUnderstand the problem fully: identify interests and needs on both sidesGenerate alternative solutionsEvaluate and select among alternatives
Define the problem in a way that is mutually acceptable to both sidesState the problem with an eye toward practicality and comprehensivenessState the problem as a goal and identify the obstacles in attaining this goalDepersonalize the problemSeparate the problem definition from the search for solutions
Interests: the underlying concerns, needs, desires, or fears that motivate a negotiator Substantive interests relate to key issues in the negotiationProcess interests are related to the way the dispute is settledRelationship interests indicate that one or both parties value their relationshipInterests in principle: doing what is fair, right, acceptable, ethical may be shared by the parties
There is almost always more than oneParties can have different interests at stakeOften stem from deeply rooted human needs or valuesCan changeNumerous ways to surface interestsSurfacing interests is not always easy or to one’s best advantage
Compromises (position accommodation) are not considered good integrative strategy except in entrenched circumstances.Successful logrolling (accommodation) requires the parties to find more than one issue in conflict and have different priorities for those issues which allow trade offs. Mostly done by trial and error.Modifying the Pie (position achievement) may not be possible depending on the resources available.Expanding the Pie (position achievement) by adding resources if possible.Find a Bridge Solution (interest achievement) is when we create new solutions.Cut Costs (interest achievement) allows one to achieve objectives while the other cuts costs.Nonspecific Compensation (interest substitution) provides incentives or resources to the accommodating side for the other to achieve their objectives.Superordination (interest substitution) occur when the differences in interest that cause conflict are superseded or replaced by other interests.In particular pay attention to Table 3.1 on page 77.
Narrow the range of solution optionsEvaluate solutions on: Quality Objective standardsAcceptabilityAgree to evaluation criteria in advance Be willing to justify personal preferencesBe alert to the influence of intangibles in selecting optionsUse subgroups to evaluate complex options
Take time to “cool off”Explore different ways to logrollExploit differences in expectations and risk/time preferencesKeep decisions tentative and conditional until a final proposal is completeMinimize formality, record keeping until final agreements are closed – don’t commit too early.
common objective or goalFaith in one’s own problem-solving abilityA belief in the validity of one’s own position and the other’s perspectiveThe motivation and commitment to work together