Negotiations Overview. Negotiation Skills. Communication презентация

Introduction
Education
MSc: Economics and Social Sciences
PhD: Management and Business Administration
Professional experience
Middle Manager in International Company
Internal consultant and trainer
Executive coach
For profit and not-for profit organistation
Private
Strong charity involvement
Mother of 3 (2007, 2009, 2011)

Topics of the Course
Negotiations Overview
Negotiation Skills
Communication

Evaluation and Grading
Work during the class
Task
Final work

Negotiation Overview
Definition
Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome.
www.wikipedia.com
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
www.skillsyouneed.com

Negotiation Overview
Definition
Negotiations is a bargaining (give and take) process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
www.businessdictionary.com

Negotiation Overview
Strategy
Process
Tools
Tactics

Communication Overview
Definition
Communicare (latin): share, divide, receive
„meaningful exchange of information between two or more participant”
Activity, skill and art

Communication Overview
Communication is much more of an art than a science.

Communication Overview
Process

Communication Overview
Noise: can disrupt or distort communication
Context
Intrapersonal
Interpersonal
Group
Organisational
Mass
Intercultural
Gender
Computer mediated

Communication Channels

Communication Channels

Verbal Communication
Oral Communication
Speaking

Verbal Communication
Oral Communication
Speaking
Face-to-Face
Video conference
Phone

Verbal Communication
Meeting
Place
Time
Accompanying documents

Verbal Communication

Verbal Communication
Oral Communication
Listening

Verbal Communication
Advantages
Disadvantages
Expected business impact
LISTENING
Not listening
Pretend listening
Partially listening
Focused listening
Interpretive listening
Interactive listening
Engaged listening

Verbal Communication
Written Communication

Verbal Communication
WRITTEN COMMUNICATION
Invitation
Agenda
Hand-outs
Minutes
To Do List
Function
Content
Timing

Verbal Communication
WRITTEN COMMUNICATION
E-mail
Chat
Social media

Verbal Communication
WRITTEN COMMUNICATION
Official letters
Offer
Contract
Release

Non-verbal
Communication

Non-verbal Communication

Non-verbal Communication
Facial Expressions
Facial expressions are among the most universal forms of body language. The expressions used to convey
fear,
anger,
sadness, and
happiness
are similar throughout the world.

Non-verbal Communication
How to read faces?
Eyes
Lips
Nose
Eyebrows

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication
Gestures
Stiff hands discourage
Stay in the box!!!
“Jazz” hands
=
lack of control

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication
Gestures
Gestures can be some of the most direct and obvious signals. Some gestures may be cultural!

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication
Body Posture
The term posture refers to how we hold our bodies as well as overall physical form of an individual.
Standing
Sitting
Walking

Non-verbal Communication

Non-verbal Communication
Blog

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication
Proxemics
Highly cultural!

Non-verbal Communication

Non-verbal Communication
Touch
Touch is not a widely used form of communication in western society. Touch is usually reserved for most intimate relationships and for communication between close friends.
If used it usually expresses positive relationship. In situations when used for guiding can be authoritative!
BUT: handshake!

Non-verbal Communication

Non-verbal Communication
Silence
By using silence at strategic times, you can sometimes get your decoder to reveal certain feelings and attitudes that may be hindering effective communication.
Silence can be an effective technique to encourage feedback.
Silence can give weight to your words.
Silence can trigger help.

Non-verbal Communication
Tricks and tips
Stand straight at all times
Release tense, tiredness
Maintain eye contact
Triangle method
Purposeful gestures
Centered positioning
Handshake!

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Non-verbal Communication

Negotiation Overview
Strategy
Process
Tools
Tactics

Negotiation Strategy

Negotiation Overview
Dual Concerns Model

Negotiation Overview
Situation
Buying a car
Strategic supplier
Job offer
Traffic situation
Relationship/Marriage

Negotiation Overview
Understanding the goal
Direct effects
Wishes vs. goals
Linked goals
Boundaries
Concrete, specific, measurable
Intangible goals
Procedural goals

Negotiation Overview

Negotiation Overview
BATNA – Best Alternative to a Negotiated Agreement

Negotiation Overview
Find the BATNA!
Negotiating driver fare: University – Red Square
Buying phone: iPhone 7

Negotiation Overview
Reservation Price
Reservation Price
Bargaining Zone

Negotiation Overview

Negotiation Overview
Observers:
What went well
What could be improved?
Situations:
Buying a jacket
Renting an apartment
Selling old bicycle
Selling fruits

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview
“I can not go beyond this point in this issue!”
Distributive
“Can you explain why this issue is so important to you?”
Integrative

Negotiation Overview

Negotiation Overview
Leather jacket
Flat rental
Bicycle
Melons

Negotiation Overview

Negotiation Overview

Negotiation Overview
Strategy
Process
Tools
Tactics

Negotiation Process

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview

Negotiation Overview
Strategy
Process
Tools
Tactics

Negotiation Tools, Tactics
Ask for more than you expect to get!
1. You might just get it.
2. It makes it easier to get what you really want.
3. It raises the perceived value of what you’re offering.
4. It prevents deadlocks with an egotistical person who wants to “win”.

Negotiation Tools, Tactics
Never talk about price before you have built an emotional connection with the other side.
Project to the other side that you are prepared to walk away.
Fall in love with three, not just one.

Negotiation Tools, Tactics
The Monkey on your Back
I can only afford 10,000 EUR. The budget will not stretch any further…
What to do?
Find out if the budget is real without getting embarrassed!

Negotiation Tools, Tactics
The Use of Higher Authority
I need to have this agreed by my Board of Directors.
(1) the negotiator really does lack authority and will have to bring the proposed agreement back to the individual or group with the final authority,
(2) the negotiator states that their authority is limited when in fact they could conclude the proposed agreement, or
(3) the negotiator technically lacks the authority but knows that in all probability the "higher authority" will approve their recommendations.
What to do?
If you can't make the decision, let me talk to the person who can.

Negotiation Tools, Tactics
Nibbling
Just one more thing…
What to do?
Give in if it does not hurt.
Insist on revising the terms of agreement.
Make them look cheap.

Negotiation Tools, Tactics
Good Guy / Bad Guy
Hurt and rescue principle
What to do?
Fight fire with fire
Expose the technique

Negotiation Tools, Tactics
The use of Silence
-
What to do?
Ask open ended question

Negotiation Tools, Tactics
The Vice
You will have to do better than that!
What to do?
Ask to be more specific:
“Where in particular do we need to be better?”
“Exactly how much better than that do I have to do?”

Negotiation Tools, Tactics
Take It or Leave It
This is our best and final offer. Take it or leave it!
What to do?
Use a big question:
“What will happen if we do not get this dispute resolved?”
Call you bluff
“Okay then, you might as well leave now.”
Ignore and continue negotiating

Negotiation Tools, Tactics
High Ball / Low Ball
What to do?
Low Ball:
Walk away
Repeat your original offer
Withdraw your offer and start with a higher new one
High Ball
Know the market!
Know your BATNA (or bluff it)
Ask for price break down

Negotiation Tools, Tactics

Negotiation Tools, Tactics
The Use of Higher Authority
The Monkey on your Back
Take It or Leave It
The Vice
Nibbling
High Ball / Low Ball

Negotiation Tools, Tactics
The Russian Front
Presented with 2 options, A and B, one worse than the other.
What to do?
Remember two wrongs don’t make it right
Attach your own considerations

Negotiation Tools, Tactics

Negotiation Tools, Tactics
Life of Brian
Willingness to negotiate

Negotiation Tools, Tactics
Fifth Element
Preparation – understanding our negotiation partner

Negotiation Tools, Tactics
Up in the air
Preparation – understanding our negotiation partner

Negotiation Tools, Tactics
Just go with it
Negotiation process

Negotiation Tools, Tactics
Wedding Crashers
Emotional engagement

Negotiation Tools, Tactics
Erin Bronkovich
Preparation
Using tactics

Negotiation Tools, Tactics
Jobs
Preparation
Building emotional connection
Negotiation

Negotiation Tools, Tactics
American Hustle

Negotiation Tools, Tactics
Night Crawler

Multi-Negotiation
Cross-cultural negotiation
Multi-party
Multi-issue
Multi-strategy
Team negotiation

Multi-Negotiation
Cross-cultural negotiation
Language
Nonverbal behaviours
Values
Thinking and decision-making processes

Multi-Negotiation
Language
Comprehension
Misuse of language
Translators

Multi-Negotiation
Language
No
CHN 1,5 SPN 23,2 BRZ 41,9
You
RUSS 23,6 USA 55,1 BRZ 90,4

Multi-Negotiation

Multi-Negotiation
Goal
“Contract” as goal
Spain: 74%
India: 33%

Multi-Negotiation
Attitude
Win-win
Japan: 100%
Spain: 33%

Multi-Negotiation
Personal Style (perceived meaning)
Formality vs. Informality
Respect
Coldness

Multi-Negotiation
Direct – Indirect communication
Saying “NO”
Rude to argue
Interruptions USA 5,1 BRZ 14,3 ISRL 30,1

Multi-Negotiation
Timing
Punctuality
Pacing
Time is money

Multi-Negotiation
Emotion
Display of emotions
Latino vs. Nordic

Multi-Negotiation
Agreements
General vs. Specific
USA: very specific to cover all possible aspects
China: agreement of general principles

Multi-Negotiation
Top-down or Bottom-up?
General vs. Specific
USA: specifics to form basis for general
France: basic principals guide details

Multi-Negotiation
One leader vs. Consensus
One leader
Fast
Full authority
Group
May anticipate problems before they occur

Multi-Negotiation
Risk taking
Poorer countries take more risk
Individualistic cultures take more risk

Multi-Negotiation
Understand cultures – especially yours!
Gather intelligence and use it!
Do not just adjust to cultural differences, exploit them!

Multi-Negotiation
Cross-cultural negotiation
Multi-party
Multi-issue
Multi-strategy
Team negotiation

Multi-Negotiation
Cross-cultural negotiation
Multi-party
Multi-issue
Multi-strategy
Team negotiation

Multi-Negotiation
Pecking order
Information puzzle
Variety of agendas
Chaotic Order vs. Ordered Chaos

Multi-Negotiation
Pecking Order
Status
Authority levels
Danger: power struggle!

Multi-Negotiation
Information Puzzle
Facts and figures
Projections
Expert opinions
Extraneous analysis

Multi-Negotiation
Variety of Agendas
Individual viewpoints
Individual issues
Individual objectives
Key: maintaining unified direction!

Multi-Negotiation
Chaotic Order vs. Ordered Chaos
Taking turns
Dominant person to lead
…

Multi-Negotiation
Primary Considerations
Non-Agreement Consequences
Costs and consequences of non-negotiation
Decision Making
Unanimous Consensus
Majority Rule
…
First Agreement Objectives

Multi-Negotiation
Managing the Process
Appoint a Chairperson
Neutral facilitator
Filling in the Information Frame
Big picture

Multi-Negotiation
Attention!!!
Intolerance
Emotions in Check - ventilation
Preparation

Multi-Negotiation
Positive Discussion Strategies
Delphi Technique
Brainstorming
Nominal Group Technique
Agenda

Multi-Negotiation

Multi-Negotiation
Cross-cultural negotiation
Multi-party
Multi-issue
Multi-strategy
Team negotiation

Multi-Negotiation
Multi-issue
Time constraints
Information state
Number of items
Interdependencies of the items

Multi-Negotiation
Multi-issue
Package deal
Simultaneous negotiation
Sequential negotiation

Multi-Negotiation
Package Deal
A package deal is a deal that provides a range of benefits, services, or concessions, all of which need to be accepted or rejected in one go.

Multi-Negotiation
Package Deal
Examples
Advantages
Disadvantages

Multi-Negotiation
Package Deal
Crete package deals to help Santa downsize his workload!!!

Multi-Negotiation
Simultaneous Negotiation
MESO - Multiple Equivalent Simultaneous Offers
Identify and prioritize issues
Identify different likely outcomes for each issue
Create equivalent offers (at least three)

Multi-Negotiation
MESO
Salary $ 40,000 – $ 65,000
Vacation 2 – 4 weeks
Travel 5 – 30%
Create equivalent offers (at least three)!

Multi-Negotiation
Sequential Negotiation
High importance on the order – negotiation agenda!!!
Subjective emotions -> spill-over effect!

Multi-Negotiation
Cross-cultural negotiation
Multi-party
Multi-issue
Multi-strategy
Team negotiation

Multi-Negotiation
Team Negotiation
can create new opportunities for integrative solutions
stimulate more discussion and more information sharing
feel more powerful and more advantaged
Must agree on key issues!!!

Multi-Negotiation
Roles
Leader
Critic
Relater
Expert
Recorder
Builder
Observer