negotiation
TRANSCRIPT
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Negotiating Negotiation
Kanako Uki 07BN019HNathaniel Kistner 08BN947T
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Defining Negotiation
Process involving dealings among persons Agreement Commitment
Negotiation between parties Bilateral: between two parties Multilateral: among several parties
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Negotiation
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Conference
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In market
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Whoever
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Negotiation: A crash course•Negotiation proceedings may be one or more meetings
•Multiple venues• Same time, different
place• Asynchronous comm.
•Principal / Agent• May act for human
principal or for legal entity
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A Process
Satisfying needs
Some negotiations can be quick Collaborative, `win-win’
situation
Compromise yields competition
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Negotiating outcomes
•Varying degrees of success
• Win Lose (zero-sum game)
• Stand-off
• Deadlock
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This means win
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Preparing for Successful Negotiation
Parties must be capable of satisfying need
Knowledge of other party Interest Relationship Basis for communication
Shared language Ability to meet Infrastructure to support communications
Commitment
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YES
YES
YES
YES
YES
YES
YES
NO
NO
NO
NO
NONO
NO
As much as possible !!
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Crucial Factors
Power Control Options
Precedent Legitimacy Expertise /
Judgment Time Information
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Legitimacy
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Other Major Considerations
Many factors can alter the course of Negotiation
Cultural backgrounds Mindsets Negotiation /
Communication Style Leverage Advocacy Relationships (prior /
future)
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Negotiation for NewbsMark clearly the differences between:
// firm offers
// conditional offers
// ultimatums
// hypothetical discussion
// one-sided concessions
Maintain credibility through consistency
Record important information
Document outcomes
To Do:
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Toolbox of the Successful Negotiator
Knowledge / Info Skills
Knowledge of both principals
Clarity of goals Knowledge of both
parties wishes / needs Understanding /
ability to cope with stylistic differences of other party
Verbal comm. People skills
Ability to “read” Ability to pick up cues Suppress negative cues
Emotional control Cool-headed Assertive NOT
aggressive Patience / flexibility/
resilience
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In Summation…
Negotiation is… Things to keep in mind
Between two parties Ability to satisfy each
others needs Wish to reach agreement
A Process Collaborative vs.
competitive Possibility of failure
Occurs everywhere Daily life / work life In person OR multiple
venues
Information / knowledge is key
Principals / goals Needs / abilities
Communication Effective and clear Calm, collaborative
Internal factors Home culture /
Organizational culture Communication /
negotiation stylistic differences
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Thank You for Listening…