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International Negotiations An Interactive Approach RC Hoffman, Salisbury University.

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Presentation on theme: "International Negotiations An Interactive Approach RC Hoffman, Salisbury University."— Presentation transcript:

1 International Negotiations An Interactive Approach RC Hoffman, Salisbury University

2 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University Purpose This PDW will demonstrate a a negotiation exercise that can be conducted in a normal class period. Typically the class will have been exposed to a brief lecture on the topic, but it can also be used to introduce the topic. We will learn by doing or at least brief exposure to the method.

3 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University IB Negotiation Exercise F You will be assigned a negotiating Role F Plan your exercise (5 mins) F Negotiate with your opposing team, see Role assignment sheet (10 min.) F Complete questionnaire F Debrief F Results of Negotiations

4 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University STEP 1:PLANNING STEP 2: BUILDING THE RELATIONSHIP STEP 3: EXCHANGING INFORMATION/FIRST OFFER STEP 5: AGREEMENT STEP 4: PERSUASION N e g S o t t e I p a s t I o n

5 Stages of Negotiations Time Importance High Low Japanese USA = build rel. 2= info. exch. 3= persuasion 4= agreement

6 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University NEGOTIATION TACTICS F Promise F Threat F Recommendation F Warning F Reward F Punishment F Normative appeal F Commitment F Self disclosure F Question F Command F No F Interrupting

7 Negotiating Styles

8 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University Successful Negotiators F Consider more outcomes F Focus on common ground F Long run view F More flexible F few irritating phrases F fewer counter proposals

9 IssuesCountryCompany Ownership & Mgt Facilities Employment Exports $$$ Other Results

10 CountryCompany Planned goals1.75 (1-2)2.50 (1-5) How to discuss2.75 (1-4)2.50 (1-4) Anticipate others1.25 (1-2)2.25 (1-4) Get know other side3.00 (1-4)4.00 (3-5) Made Compromises2.75 (1-5)3.50 (2-4) Satisfied with outcomes3.25 (1-5)3.50 (2-5) Negotiations Feedback Section: 2 1- SA, 2 – A, 3 – N, 4 – D, 5 - SD (Sample data)

11 AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University INTERNATIONAL NEGOTIATION F More complex than domestic negotiations F Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners


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