The document discusses key aspects of negotiation including:
1. Negotiation is an essential process that occurs in many aspects of life where parties have differing views or power.
2. There are alternatives to negotiation like one party dictating terms, but negotiation allows parties to find mutually agreeable solutions.
3. Effective negotiation requires preparation including defining objectives, gathering information on other parties, and determining negotiating strategy and concessions.
4. The negotiation process can be broken down into eight phases, with preparation, discussion, proposal, and exchange being the most important phases. Parties must be willing to modify positions to reach agreement.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Negotiation is a dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants.
Successful negotiation is an art form that comes naturally to some, but must be learned by most.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Negotiation is a dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants.
Successful negotiation is an art form that comes naturally to some, but must be learned by most.
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
The Principles of Effective Communication PowerPointlucyg1234
This is a PowerPoint explaining the different priniples of effective communiction. This PowerPoint covers verbal and non verbal communication, written communication and barriers to effectiove communication and how to reduce these.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Negotiating Skills".
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
The Principles of Effective Communication PowerPointlucyg1234
This is a PowerPoint explaining the different priniples of effective communiction. This PowerPoint covers verbal and non verbal communication, written communication and barriers to effectiove communication and how to reduce these.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Negotiating Skills".
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
This document contains a brief summary about a course given on www.coursera.com about "essentials of negotiation skills" by professor Georges Siedel, Williamson Family Professor of Business Administration and Thurnau Professor of Business LawUniversity of Michigan. All rights reserved to the owner of the course.
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
Whenever people work together on things of importance, there will be disagreements and conflict. Understanding conflicts and how to work them out is a key responsibility of professionals and leaders. When handled well, conflicts can improve relationships, solve difficult problems, and influence change in organizations.
Introduction to AI for Nonprofits with Tapp NetworkTechSoup
Dive into the world of AI! Experts Jon Hill and Tareq Monaur will guide you through AI's role in enhancing nonprofit websites and basic marketing strategies, making it easy to understand and apply.
Acetabularia Information For Class 9 .docxvaibhavrinwa19
Acetabularia acetabulum is a single-celled green alga that in its vegetative state is morphologically differentiated into a basal rhizoid and an axially elongated stalk, which bears whorls of branching hairs. The single diploid nucleus resides in the rhizoid.
2024.06.01 Introducing a competency framework for languag learning materials ...Sandy Millin
http://sandymillin.wordpress.com/iateflwebinar2024
Published classroom materials form the basis of syllabuses, drive teacher professional development, and have a potentially huge influence on learners, teachers and education systems. All teachers also create their own materials, whether a few sentences on a blackboard, a highly-structured fully-realised online course, or anything in between. Despite this, the knowledge and skills needed to create effective language learning materials are rarely part of teacher training, and are mostly learnt by trial and error.
Knowledge and skills frameworks, generally called competency frameworks, for ELT teachers, trainers and managers have existed for a few years now. However, until I created one for my MA dissertation, there wasn’t one drawing together what we need to know and do to be able to effectively produce language learning materials.
This webinar will introduce you to my framework, highlighting the key competencies I identified from my research. It will also show how anybody involved in language teaching (any language, not just English!), teacher training, managing schools or developing language learning materials can benefit from using the framework.
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
June 3, 2024 Anti-Semitism Letter Sent to MIT President Kornbluth and MIT Cor...Levi Shapiro
Letter from the Congress of the United States regarding Anti-Semitism sent June 3rd to MIT President Sally Kornbluth, MIT Corp Chair, Mark Gorenberg
Dear Dr. Kornbluth and Mr. Gorenberg,
The US House of Representatives is deeply concerned by ongoing and pervasive acts of antisemitic
harassment and intimidation at the Massachusetts Institute of Technology (MIT). Failing to act decisively to ensure a safe learning environment for all students would be a grave dereliction of your responsibilities as President of MIT and Chair of the MIT Corporation.
This Congress will not stand idly by and allow an environment hostile to Jewish students to persist. The House believes that your institution is in violation of Title VI of the Civil Rights Act, and the inability or
unwillingness to rectify this violation through action requires accountability.
Postsecondary education is a unique opportunity for students to learn and have their ideas and beliefs challenged. However, universities receiving hundreds of millions of federal funds annually have denied
students that opportunity and have been hijacked to become venues for the promotion of terrorism, antisemitic harassment and intimidation, unlawful encampments, and in some cases, assaults and riots.
The House of Representatives will not countenance the use of federal funds to indoctrinate students into hateful, antisemitic, anti-American supporters of terrorism. Investigations into campus antisemitism by the Committee on Education and the Workforce and the Committee on Ways and Means have been expanded into a Congress-wide probe across all relevant jurisdictions to address this national crisis. The undersigned Committees will conduct oversight into the use of federal funds at MIT and its learning environment under authorities granted to each Committee.
• The Committee on Education and the Workforce has been investigating your institution since December 7, 2023. The Committee has broad jurisdiction over postsecondary education, including its compliance with Title VI of the Civil Rights Act, campus safety concerns over disruptions to the learning environment, and the awarding of federal student aid under the Higher Education Act.
• The Committee on Oversight and Accountability is investigating the sources of funding and other support flowing to groups espousing pro-Hamas propaganda and engaged in antisemitic harassment and intimidation of students. The Committee on Oversight and Accountability is the principal oversight committee of the US House of Representatives and has broad authority to investigate “any matter” at “any time” under House Rule X.
• The Committee on Ways and Means has been investigating several universities since November 15, 2023, when the Committee held a hearing entitled From Ivory Towers to Dark Corners: Investigating the Nexus Between Antisemitism, Tax-Exempt Universities, and Terror Financing. The Committee followed the hearing with letters to those institutions on January 10, 202
The Roman Empire A Historical Colossus.pdfkaushalkr1407
The Roman Empire, a vast and enduring power, stands as one of history's most remarkable civilizations, leaving an indelible imprint on the world. It emerged from the Roman Republic, transitioning into an imperial powerhouse under the leadership of Augustus Caesar in 27 BCE. This transformation marked the beginning of an era defined by unprecedented territorial expansion, architectural marvels, and profound cultural influence.
The empire's roots lie in the city of Rome, founded, according to legend, by Romulus in 753 BCE. Over centuries, Rome evolved from a small settlement to a formidable republic, characterized by a complex political system with elected officials and checks on power. However, internal strife, class conflicts, and military ambitions paved the way for the end of the Republic. Julius Caesar’s dictatorship and subsequent assassination in 44 BCE created a power vacuum, leading to a civil war. Octavian, later Augustus, emerged victorious, heralding the Roman Empire’s birth.
Under Augustus, the empire experienced the Pax Romana, a 200-year period of relative peace and stability. Augustus reformed the military, established efficient administrative systems, and initiated grand construction projects. The empire's borders expanded, encompassing territories from Britain to Egypt and from Spain to the Euphrates. Roman legions, renowned for their discipline and engineering prowess, secured and maintained these vast territories, building roads, fortifications, and cities that facilitated control and integration.
The Roman Empire’s society was hierarchical, with a rigid class system. At the top were the patricians, wealthy elites who held significant political power. Below them were the plebeians, free citizens with limited political influence, and the vast numbers of slaves who formed the backbone of the economy. The family unit was central, governed by the paterfamilias, the male head who held absolute authority.
Culturally, the Romans were eclectic, absorbing and adapting elements from the civilizations they encountered, particularly the Greeks. Roman art, literature, and philosophy reflected this synthesis, creating a rich cultural tapestry. Latin, the Roman language, became the lingua franca of the Western world, influencing numerous modern languages.
Roman architecture and engineering achievements were monumental. They perfected the arch, vault, and dome, constructing enduring structures like the Colosseum, Pantheon, and aqueducts. These engineering marvels not only showcased Roman ingenuity but also served practical purposes, from public entertainment to water supply.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Macroeconomics- Movie Location
This will be used as part of your Personal Professional Portfolio once graded.
Objective:
Prepare a presentation or a paper using research, basic comparative analysis, data organization and application of economic information. You will make an informed assessment of an economic climate outside of the United States to accomplish an entertainment industry objective.
2. The dominance of Negotiation
All aspects of our life practically go through some kind of
negotiation.
Children are the best negotiators
The parties involved have different degrees of power, but
never absolute power over the other (total control vs.
partial control).
There are always people who have a different point of view
from ours.
Since everyone demands the right to have a personal
opinion, we must find ways to respond to the mutual right
to dissent.
This is the reason for negotiation.
3. Alternatives to the Negotiations:
1. A party may dictate their decisions to the other.
2. Joint Troubleshooting
3. Arbitration
Conditions for Negotiation
In case of conflict parties can
1. ignore the issue and agreed to continue to disagree
2. accept the "agree to disagree“ approach
3. resolve the conflict
Drivers of Negotiating
1. own convenience (business or personal)
2. a penalty to force change
3. an incentive to encourage to make a change
4. high costs in the absence of agreement (history, time)
vs. cost minimization agreement
4. Negotiation is possible only when the parties are
willing to abandon their initial positions and when
this will shall be expressed in one or several
points of contact.
Negotiation is impossible due to
• immovable stance
• circumstances precluding one of the parties
5. Negotiation is an ongoing process based on the interaction
of the parties. The first estimates may be revised or
confirmed (including SWOT analysis).
Negotiation is a process of resolving a conflict between two
or more parties whereby both or all parties modify their
demands to reach a compromise acceptable to all.
Negotiation is…
Negotiation is a process of setting up an achievable result,
the views of both parties on what constitutes the ideal result.
6. At any time you can decide whether to negotiate (/continue
to negotiate) or not to negotiate (/suspend negotiation)
based on considerations of convenience (advantages vs.
disadvantages).
There is always the possibility of waiving the agreement
7. Types of conflicts:
1. Conflicts of interest: agreeing the terms of a
transaction or a contract (or re-negotiate)
2. Conflicts of rights: difference in interpretation when
there is an agreement between the parties
You have to note that:
1. The word "conflict" does not mean rupture, schism,
dispute, fight, quarrel, violence...
2. A conflict of rights or interests has to be, for a good
negotiator, a precondition for resolution.
3. The negotiation of the conflict is a victory of ideology over
experience.
Conflicts
8. Negotiation has to resolve conflicts without jeopardizing the
whole of the relations between the parties.
Relations
9. The negotiation is to reduce the distance
between two opposite sides…
…until they reach a mutually acceptable position
10. The "approach" word brings up the concept of distance:
"The distance that separates them from us on this subject …"
"We have come very close."
We move from one place and we go to another place
We move from our present position with the aim to reach a point of
agreement acceptable and, better, from a systemic point of view, than
the initial one.
The "approach“ word means moving closer to the other party.
Our opponent does the same thing.
11. In practice how does it work the Process Approach?
Limit
Limit
15. BATNA is the Best Alternative to a Negotiated Agreement
BATNA
WATNA is the Worst Alternative to a Negotiated Agreement
Example.
Purchasing a car:
• my BATNA might be to accept the best deal I can get at a different
dealer
• my WATNA might be to accept a car with fewer of the features I
would like
16. Q. What decides the location of the point of agreement and the
distance we have to travel to reach it?
A. The relative power of the parties and their ability.
The skill of the negotiator is to travel the minimum consistent
distance with obtaining the agreement.
17.
18.
19. Simple negotiation process:
• The negotiator has to reach the field of
trade-off
• Once in it, the negotiator has to find an
agreement
• When the negotiator discovers the
possibility of an agreement, he has to
secure it at minimum cost and to agree on
its execution
20. More detailed negotiation process
A negotiation can be considered as a more or
less ordered sequence of different phases that
can be modeled in our mind in a relatevily simple
and credible way
We call it: The "method of the eight phases."
It is a model and like all the models does not
imply that it is a rule to be followed by all and in
very religious way.
21. I will illustrate a specific process proposal due to
the common experience, that every practitioner
can use during a negotiation...
...but if you will find the concepts, that I will
expose to you, useful, you can apply them (I
hope) with success in the future; if you will find
the same concepts useless or not completely
useful, you have to abandon them immediately
or modify them until you can find a formula that
perfectly suits your needs.
Orthodox behavior vs. unorthodox behavior
22. • The method of eight phases:
it focuses on the ability to negotiate (conflict is a fact and not an
obstacle).
• The method of psychological school:
it is mainly based on ideological ("neuro") schemes of the negotiators
• The method of necessity theory:
it implies that the negotiator is independent of the interests because
take in account the necessity of both parties
• The method of transactional analysis:
"I am a person trustworthy and worthy of respect in myself and in the
other."
• The method of approach to probability:
it leaves much to be desired
• The method of game theory:
it is explanatory, but very limited in practice
The most common methods of negotiation
23. Our approach is based on what the
negotiators do, not on what they should do.
The success of a method doesn't depend on
he fact that both negotiating parties use the
same method.
The method of the eight phases
For now we will face the study of the
negotiation without taking into account the
levels of thought, that will be discussed later.
24. For now we will breakdown the development of the
negotiation in eight phases that runs through every
negotiation, which aim is to reach an agreement,
taking in account that every phase
• it doesn't necessarily proceed in a rigid order
• it doesn’t need the same dedication and
attention
The differences among the phases are the different
skills and the different techniques which are
suitable in each case.
25. The eight phases constitute a map of the
environment in which the negotiation takes place.
As in the case of a map
• there is a relationship between the relative
position of its parts.
• we don't need to start from a predefined point
26. The purpose of the map
is to help us identify our
surroundings,...
...so we can get going
in the right direction to
reach our destination,...
...which in the case
of negotiation is to
reach an agreement.
Metafora visiva della negoziazione
27. In the method of the eight phases there are
four outstanding phases:
Among these main steps there are other minor.
28. Here there are all the eight phases.
In any negotiation four of the eight stages are crucial:
The method is dynamic and develops continuously (no
semantic apnea) in real-time:
• Preparation
• Discussion
• Proposal
• Exchange
• what it is happening at every moment of the negotiation
• the next position to which you want to reach
• what you have to do to get it
30. An adequate prep is the necessary condition for a
successful negotiation
PREPARATION
The sine qua non of an adequate prep is
• not having to find us in the negotiating table in the
condition to improvise
• not having to take note that we should have had to
prepare ourselves better
• not having to take note that the counterparty has
become aware of our lack of preparation, becoming
more confident in itself and increasing its demands
31. The negotiator's attitude should be aimed at a continuous
process in order to know
On the contrary the negotiator needs to know
• what to get and
• how to get it
• his behavior
• what he want in the short and long term
• why he want to get it
• the aspirations and the circumstances of his opponent
The key issues of the preparation are:
1. Objectives with their order of priority
2. Information
3. Concessions
4. Strategy (Behavior)
5. Tasks
35. We have to make a list of our
objectives, including:
• those we want to achieve
• those that are implicit and
• those we already enjoy
We have to take into account that:
• in any negotiations all the points can
be discussed again and again
and
• we may lose some points that we had
previously considered as earned
Full list = more favorable position,
i.e. what we would like to get.
36.
37.
38.
39.
40. Si:
• todos nuestros objetivos son vitales (segun nosotros)
• todos los objetivos de nuestro opositor son vitales (segun
ellos)
• esperamos que sea el otro a moverse
el resultado serà
• un punto muerto (ninguna de las partes quiere moverse)
• una larga sesión (tendremos que prepararnos mejor)
Uno de los dos tendrá que hacer algún movimiento...
...para empezar el baile y motivar la otra parte a moverse
tambien y buscar conjuntamente soluciones sostenibles.
Como obtener un ZOPA?
41. Therefore, during the preparation, we have to train
ourselves to make the first move, if necessary, and how
to handle any countermoves
42. Does the opponent come to the
negotiation with a fully homogenized
interests and objectives?
In the group of the opposition do not
exist differences of opinion, of
priority criteria, of sensitivities, of
aspirations, of "position"?
43. Not all our objectives have a chance of being achieved
It is very likely that, while the negotiation progresses, we have to leave
• some objectives
• a part of them
44.
45.
46. Before the start of negotiations the parties must leave the unrealistic (or less
realistic) and weakest objectives, concentrating themselves in the objectives
with higher priorities, with more strengths and more realistic outlooks.
…will be filtered in the following way
E.g.: the “A's” objectives…
47.
48.
49.
50. Without testing opponent hypotheses we can
• deny something that our counterpart does not demand us,
or
• require something that our counterpart is not denying us.
Contrasting hypotheses
51.
52. We need to define
clearly
• our position more
favorable
• agreed position
more likely
• the limit of our
negotiating
authority
• concessions we
are willing to try
• legal and financial
implications of
these concessions
53.
54.
55. • Whether or not the product or service is essential to your business
• Value for money
• Price
• Long Term Costs
e.g.:
• After-sales service and maintenance arrangements
• Lifetime costs of a product or service
• Quality
• Product or Service Specifications
• Delivery Date
• Payment Terms
• Length of Warranty
• Warranty Coverage
• Legal Jurisdiction
• Packaging Requirements and Charges
• F.O.B. Terms
• Freight Charges and Carrier Used
• Order Quantity
• Length of Agreement
• Cancellation Terms
• Patents and Copyrights
Example of “Objectives”
56.
57.
58.
59. During the preparation phase it is extremely important
setting an initial model of strategy, i.e. a meta-
strategy, able to reprogram its behavior, during its
running, whenever it is necessary.
Strategy concept
60. During the preparation phase it is extremely important
setting an initial model of strategy,
i.e. a meta-strategy, able to reprogram its behavior,
during its running, whenever it is necessary.
Strategy concept
61. The resulting strategy should provide us at all
times the best plan of action (variable over
time) to achieve the envisaged goals (varying
over time).
The main feature of a good strategy is the
"simplicity".
62. A strategy is like a mean of transportation that takes
us from a situation "A" to another situation "B"
The path, that the aforementioned "coach"
(understood as a transport carriage) runs through,
looks like a tree (sometimes we tend to simplify this
concept using it as "the decisions tree").
63. In this context, negotiation is part of a more complex
strategy to move from point A to point B.
To do this we must
• make key decisions,
• finalize important agreements and
• accept assumptions
Very simplified scheme:
64. Scheme a little more
complex (but not too
much compared to the
real world)
65.
66. The strategy should not be excessively rigid but
capable of reacting to events arising in the course
of trading
Editor's Notes
Waiving the agreement: rinunciare all'accordo.
€
BP
Implicit objectives: maintaining employment, prevent a war, maintain the current level of sales, etc.
Dupin is not a professional detective and his motivations for solving the mysteries change throughout the three stories. Using what Poe termed "ratiocination", Dupin combines his considerable intellect with creative imagination, even putting himself in the mind of the criminal. His talents are strong enough that he appears able to read the mind of his companion, the unnamed narrator of all three stories.
Let’s say that you like to develop ice-cream business.
One of the assumptions may be that most kids like to eat ice-cream.
However, you like to develop this business in your city X. So in this case, you might like to test the following hypothesis: More than 50% of the children in city X eat ice-cream.
Next step is to come-up with a good test to validate this assumption.
--------------------------------------------------------------------------------------------
only one hypothesis
many hypotheses