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Negotiation pp12
- 1. Introduction To NegotiationIsao Nakamsu Kaori Morishima Yurie Notomi - How to Acquire Survival Skill in Business-
- 2. Negotiation Process ofexchange to resolve conflict and reach a mutually beneficial agreement
- 3. Positive Sides ofNegotiation 1 ． Both Parties Maintain Control 2 ． Strengthen the relationships -> Understanding -> Respect
- 4. Step 1: Identify Needs & Objectives -> Have your goals clear Negotiation = Exchange Negotiation ≠Only Take
- 5. 1. Desired SettlementPoint (DSP) = “Fair deal” Step2: Establish Settlement Points 2. Opening Position (OP) =higher and more defensible point than DSP 3. Walk Away Point (WA) =When OP of the other party is unacceptable
- 6. Best Alternative Toa Negotiated Agreement Definition: course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. Simple Example: Assume you will buy PC from your friend. In this case possible would be… 1. Buy same PC in PC shop 2. Buy same PC in online shopping 3. Buy same PC from another friend
- 7. Advantages of BATNAGets rid of a pressure （＊ ´Д ｀）＝３ -> judge it is really worthy negotiation to consent. You won’t have too bad result So.. Create the most effective BATNA and use it in the most effective time!
- 8. Step3: Currencies People Facilities Equipment Give us your currency!!!!! Exchange Give-and-take
- 9. Step4: Stages ofNegotiation Opening Exploring Closing
- 10. Opening ・・ setthe climate state and respond to opening positions . Exploring ・・ wants and needs Closing ・・ summarize the agreement and contract .
- 11. Step5: Identify theNegotiation Approach Relationship Issue
- 12. Win-win Low LowImportance of Issue Importance of Relationship High High Accommodate Collaboration Win/Win Negotiation Avoidance Compromise Take It or Leave It
- 13. Tactics Disclosure・・ reveal a piece of information or an underlying issue. Objective Criteria ・・ use facts, figures, or data from an objective source O ff the record discussion ・・ step back and conversation with the other party
- 14. Let’s become a Negotiation Expert!!
- 15. Reference Gosselin,Tim.Practical Negotiating. John Wiley&Sons, Inc. 2007.
Editor's Notes
- #2 “ Conflict is inevitable; therefore negotiation is a survival skill!” There are thousands of people in this Earth, with different perspective and different positions. This is why we often face conflicts. In order to cope with them, it is significant for us to know how to negotiate!
- #4 And if you do it right, there are mainly two positive sides for the negotiation. First, both parties maintain control of the process. Second, the negotiation can strengthen the relationship between the parties and lead to a deeper understanding and respect.
- #5 First step is defining your need and goal. Work with your group until you can agree on what you want. There are many times when some party should not have had negotiation from the first place, because you really do not want to compromise at all. Negotiation is one of the ways to exchange! So if you do not have anything to give or take then you do not have anything to negotiate!
- #6 Second: Establish a position Every negotiation, there are one or more issues. It is most likely that opposite party have different objective. In order for you to meet your settlement point, it is important for you to plan out the points of the negotiation. And there are mainly there points. They are desired settlement point, Opening position point, and the walk away points. First let me talk about desired settlement point. Desired settlement point, known as DSP represents the point on the scale where you believe a “fair deal.” Meaning that “where you are likely to settle!” Second is the Opening position. This is a point at or above DSP that meets these two criteria: High and defensible, which can be argued by using objective criteria. Now Isao is going to talk about the walk away point.
- #7 Third is the walk away point. This represents the point at which the other party’s opening point is unacceptable. This is a critical part of your planning that prevents you from making a bad deal! In order to succeed in negotiating, you have to have courage to say “NO” to what other party say!
- #12 During the negotiation, or before the negotiation starts it is important for you to decide over all approach for the negotiation. Step 5: Identify the negotiating approach You may wonder what the negotiation approach is. Overall approach is the same thing as the overall behavior that you select in the negotiation. You should decide your approach by looking at the relationship between importance of relationship and importance of the issue.
- #13 importance of relationship and importance of the issue. There is also the issue of choosing the best approach. This graph shows how to analyze a negotiation situation base on the importance of (1) issue and (2) relationship. Situation where both issues and relationships are important is called win-win negotiation. For those of you who do not know about what it is, Win-win negotiation is where needs, and want of both parties is satisfied. Although this may be the most difficult one of all, this is the best outcome for the negotiation. This is actually what everyone is aiming for when they have negotiation. Now I would like to give few tactics for making win-win negotiations (since there are so many)
- #14 First tactic is “Disclosure” you reveal a piece of information or an underlying issue. (ex; “Here is what is really going on in our organization.....”)By doing this, you cam build trust, and can be receprocal. But do not reveal too much information since it can be a weakness. Next is Objective Criteria. You use facts, figures, or data from an objective source. This provides credibility to your position, and you can balance the power. Last one is the “off the record discussions” In this tactic you step back and have a side conversation with one of the representatives of the other party. (ex “can we step out into the hall;I have something I need to ask you...”) This allows for side coversations in secret that can get through and help deal with a difficult person.
- #15 Here are the basic ideas of how to have an successful negotiation! When we graduate from Rikkyo, and start working, we would face more situation where we have to negotiate to get what we want! The significance of each situation would surely get higher and higher as we get old. So it is THE time for us to learn how to negotiate in order to make our career more successful.