Ppt on negotiation skills

Business Communication Course Unit 8 Negotiations.

bargain for who gets each part –know how to address common interests for mutual gains Follow-up Give examples of some possible mutual gains in a negotiation. 2. Negotiation essentials For successful negotiations, remember the following advanced communication skills: an understanding of human behaviour –know what motivates you and the other party –be aware of what matters to you and to the other party/


1 The Bright Prospect ® Guide to Job Search & Interview Skills Or Some real-world advice that may prove useful to you Copyright © 2014 Bright Prospect.

Randall Hansen. Workshop Outline Basic Concepts How to Describe Yourself General Interview Skills Take Two Approaches to Your Job Search Searching for Hidden Jobs Responding to Job Postings Negotiating the Terms of Your Job 30 The Two-Pronged Approach to Job / How to Describe Yourself Take Two Approaches to Your Job Search Finding Hidden Jobs Responding to Job Postings Interview Skills Negotiating the Terms of Your Job 32 Where Are Hidden Jobs? Small companies and organizations Most jobs are not posted/


Negotiations 1 Definition - The process of communicating back and forth with another person or group with the explicit purpose of making a joint decision.

M&A is very complex - Corporate identity becomes a sensitive issue - Often, M&A leads to reduction of workforce - Acquired firm has very little power & has to negotiate skillfully if it wants to retain some of its identity - Across borders, cultural differences & national pride complicate negotiations - Negotiating between different countries; - operating environment - deal with political, legal, economic, financial, cultural systems, labor codes, tax standards/


The process of identifying and documenting project roles, responsibilities, required skills, reporting relationships, and creating a staffing management.

, such as government officials and concerned citizens Identifying Stakeholders Information Technology Project Management, Seventh Edition 13 Project Stakeholders Roles & Responsibilities Sponsor PM Costumer Project team SMEs PM’s Skill Leadership Communications Organizing Negotiating Managing conflict Motivating Controlling Team building Planning Directing Problem solving Coaching Delegating Supporting – Program director – Project manager’s family – Labor unions – Potential customers It is also necessary to/


Negotiation Skills Q&A Review www.esoftskills.com.

Negotiation Skills Q&A Review www.esoftskills.com Module Two: Review Questions 1)How many basic types of negotiations are there? a)Two b)Four c)Three d)Five 2)What are the two approaches to negotiation? a)Initial and final b)Integrative and recessive c)Distributive and integrative d)General and broad Module Two: Review Questions 3)Integrative negotiations are based on _______________. a)Corporations/


NEGOTIATION SKILLS. How do you feel when you hear statements like this? "Take it or leave it!“ "This proposal is non-negotiable." "Dont ask me to go.

Adams “The Power of Nice” Ronald Shapiro “Swim with the Sharks Without Being Eaten Alive” Harvey Mackay “Getting Ready to Negotiate: The Getting to Yes Workbook” Roger Fisher and Danny Ertel “Negotiating Skills for Dummies” Michael and Mimi Donaldson Exercise #1 Rotate the negotiator role to be the proud owner of a new sports car. Select someone to be a good friend wants to/


Oriflame Purchasing Management Workshop Module 7 – Negotiation Skills & Agreements Three interrelated skills Planning & Checklist Body Language Doing,

. Close Out, Joint Actions & Check Purchasing Workshop Module 7 © The Delos Partnership 2005 Oriflame Purchasing Management Workshop12 Negotiation Skill Sets Product & Service People Functional Existing and Future Requirements in use Global market knowledge of deals, moves, pricing Life Cycle, Innovation and Manufacturing know-how Conflict Resolution Skills Interpersonal and Relationship Management Culture and Values Your business Your competitors Legal – Financial – Six Sigma – I/


The Art of Negotiation UNYP 22 nd April 2014 – Alexander Arian Danilovic Wayra Center – Vaclavske Namesti 3, Prague – 11-12.

anchors effectively  don’t be turned off by the other party’s bold statements  be careful making bold statements  play hard, play fair summary  we can all be better negotiators  enhancing our negotiation skills will improve our ability to engage on personal and professional issues more effectively  learn flexibility, love the uncertainty, treat it as an art  respect your counterparty  build your own/


Negotiation Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument.

situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others. Why Negotiate It is inevitable that, from time-to-time, conflict and disagreement will arise as the differing needs/


Negotiation and Mediation for MoDA Advisors United States Institute of Peace Academy of International Conflict Management and Peacebuilding All rights.

. All rights reserved Learning Outcomes  Enhance tactical and strategic negotiation and mediation skills  Incorporate those skills in advisory/mentoring capacity,  interagency or client/host negotiation  Adapt those skills for the Afghanistan or other host-nation context  Enhance tactical and strategic negotiation and mediation skills  Incorporate those skills in advisory/mentoring capacity,  interagency or client/host negotiation  Adapt those skills for the Afghanistan or other host-nation context/


Communication and Negotiation

Problem/Issue Decreasing/Lessening Competition (Collaborative Focus) Adapted from Exhibit 14.11: Improving Effectiveness of Negotiations Key Factors in Cross-National Negotiations Three principal variables generally determine the outcome of negotiations People Listening skills Orientation toward people High self-esteem Influence in the home organization Important characteristics Needed by Negotiators U. S. Managers Japanese Managers Chinese Managers (Taiwan) Brazilian Managers Preparation and planning/


OSC Negotiations Course

, you will be able to: Recognize opportunities to apply interest-based negotiation skills to everyday interactions and relationships Explain 3 basic components of interest-based negotiation and describe how to apply each concept during the course of a negotiation. Identify 3 basic communication skills that can help in any negotiation and apply each in common negotiation scenarios. Explain 4 types of “people” problems, and match each with/


University of Westminster 2009-2010Negotiation and the Negotiation Competition 1 Session 1/ Graham Robson Negotiation Skills… and the Negotiation Competition.

University of Westminster 2009-2010Negotiation and the Negotiation Competition 1 Session 1/ Graham Robson Negotiation Skills… and the Negotiation Competition University of Westminster 2009-2010Negotiation and the Negotiation Competition 2 What happens Law students in teams of two negotiate a dispute/ make a deal with another team. Teams get common facts explaining scenario Each team gets confidential info about their client University of Westminster 2009-2010Negotiation and/


Negotiating Skills Agenda 1.Negotiating Mixer Exercise 2.Negotiating challenges for a PM 3.Negotiating Skills for a PM Pre Negotiating Planning Phase.

of Nice” Ronald Shapiro “Swim with the Sharks Without Being Eaten Alive” Harvey Mackay “Getting Ready to Negotiate: The Getting to Yes Workbook” Roger Fisher and Danny Ertel “Negotiating Skills for Dummies” Michael and Mimi Donaldson Exercises Form into teams of 3 (4 if necessary). 1.Negotiations for a scarce resource The person who’s birthday occurs earliest in the year plays the role/


Negotiating skills for financial planners Peter Belsey, Business Director Financial Services.

Negotiating skills for financial planners Peter Belsey, Business Director Financial Services Agenda  Understanding the other side  Thinking through the strategy  Annihilation or win:win?  Body language and approach Skilled negotiators  Judges effective by both slides  Track record success  Low implementation failure Average negotiators  Experienced  Moderate track record Huthwaite’s research into negotiation Versus Quiz: Question One True or False Skilled negotiators spend more time (than average /


1 Welcome to the CLU-IN Internet Seminar Negotiations Training for OSCs (Module 3) Sponsored by: EPA Office of Superfund Remediation and Technology Innovation.

, you will be able to: –Recognize opportunities to apply interest-based negotiation skills to everyday interactions and relationships –Explain 3 basic components of interest-based negotiation and describe how to apply each concept during the course of a negotiation. –Identify 3 basic communication skills that can help in any negotiation and apply each in common negotiation scenarios. –Explain 4 types of “people” problems, and match each with/


Interpersonal Effectiveness Learning Objectives

the conflict and a revitalized team process Improve the relationships between the individuals, strengthening the team Negotiation Skills When negotiating, all parties must4: Separate the team members from the issue Articulate own objectives and desired / to everyone involved. Discuss the specifics of the issue Acknowledge other points-of-view Negotiation Skills In “Principled” Negotiation2,a negotiator should: Help the parties develop objective criteria for solutions Separate the members from the issue/


Negotiation Rex Mitchell Fall 2011. Negotiation Conferring with another so as to arrive at the settlement of some matter (dictionary) Negotiation is a.

Reason & be open re which standards are appropriate & how to apply Yield only to principle & facts, not pressure Note that your position "is a matter of principle" FURTHER NEGOTIATION SKILL BUILDING Preparing for Negotiation Define your interests (dont confuse these with positions) Analyze the other party (gather information and make sense of it) Define issues (usually are hidden ones) Consult with your team/


 Africa’s 1 st and only Leadership in Negotiation award Recipient  Master Negotiation Expert (MNE), trainer, consultant and Author  Commonwealth.

between success and failure.  Learn how to stimulate critical thinking using multidisciplinary perspectives to transform problems into opportunities.  Develop better negotiation skills essential for leadership success.  Produce the best possible results at negotiating table on matters with WIN-WIN negotiation skills.  Learn how to avoid negotiation mistakes.  Learn how to lead people through a mind shift.  Learn how to deal with difficult people and situations.  Develop/


Jennifer Kupec, CPCM, PMP®

appear more attractive. However, you must remain open to returning to the negotiation table if things change, particularly if the contractor becomes more reasonable.   Negotiation Success Factors that contribute to success in any negotiation always include: The specific circumstances surrounding each negotiation Skill of the negotiators Motivation and fairness of each party A successful negotiation is a product of many factors. Factors that contribute to success in/


International Trade Practical aspect of negotiating ă ulean Ruxandra Andreea.

Development of multiple options (solutions) that will maximize the probability of positive outcomes for all parties to the process Development of specific skills in the following areas: Negotiation strategy Pre-negotiation research and planning Negotiation skills and technique to be employed throughout the negotiation process Crafting and drafting durable agreements with an emphasis on successful implementation of the agreement. ⁷ ⁷ http://www.commercialdiplomacy.org/manuals/trade_negotiations.htm/


Negotiation Skills Mahesh Sharma, MPA, ICMA-CM, MASCE City Administrator City of Raytown.

Objectives  Understand the purpose and importance of negotiation  What are the different phases of negotiations  Specific skills and techniques of negotiating  Create mutually beneficial outcomes  Develop and improve your negotiation skills What is negotiation? Negotiation is back and forth communication designed to reach agreement while leaving the other side intact and positive Negotiating  Use Creativity  Persuasive communication or bargaining. “Negotiation about getting the best possible deal in/


Www.sims.monash.edu.au Project Management; Working in teams; Conflict resolution; Negotiation in teams. IMS9300 IS/IM FUNDAMENTALS.

.edu.au/subjects/ims9300 15 Group membership group membership presumes competence address your knowledge and skills shortfalls –in your specific, delegated tasks –in related areas –in your general ability and skill levels www.sims.monash.edu.au/subjects/ims9300 16 Why Conflict/Negotiation in IS Projects? Conflict management and negotiation are central to IS development: - Provision of a service to a client - Non-standard/


Market Access Negotiations in GATS: Moving Forward by Rupa Chanda IIM, Bangalore April 7, 2006.

if more developing countries are to be brought into the negotiations and their fears are to be allayed on flexibility issue Need to devise ways to liberalize market access for wider range of service suppliers, including non-professional, semi and less skilled categories working Approach 1: Expand range of service suppliers under the classifications of ICTs and CSS ICT: –Expand beyond executives/


Lecture on: Negotiation Regional Meeting Rzeszow, April 2002 By: Koen G. Berden, Rotterdam.

provocable, be forgiving’ When a discussion heats up: risk of defending and attacking positions (irrational arguments) Skilled negotiators will attack, but never give prior warning until they attack hard, and then move on So: reply / your Position ‘The more reasons the better’ is not followed by skilled negotiators. They only give a few reasons. 3. Successful Negotiation Techniques (5) e.Warning about Behaviour ‘Skilled negotiators will be polite and civil and give warning about forthcoming changes in their/


CAPACITY-BUILDING OF THE GEORGIAN LEADERSHIP COMMUNITY FOR IMPROVED DECISION-MAKING AND NEGOTIATING SKILLS - CBGL, FIRST COMPONENT- PART ONE LECTURES WITH.

ASSIST THE EXPERTS FLYING IN FROM ABROAD CAPACITY-BUILDING OF THE GEORGIAN LEADERSHIP COMMUNITY FOR IMPROVED DECISION- MAKING AND NEGOTIATING SKILLS - CBGL, THIRD COMPONENT - IMPROVE HUMAN RESOURCE PRACTICES ACROSS THE GOVERNMENT OF GEORGIA THE RATIONALE OF THIS COMPONENT / IT HELPS A LOT. SO – WHAT IS IT THAT IS SO DEMANDING? PUBLIC ADMINISTRATION, PUBLIC POLICY PLANNING AND NEGOTIATION SKILLS – HOW DO THESE THREE WORLDS RELATE TO EACH OTHER? WE HAVE STRIVED TO CREATE A CURRICULUM, WHOSE DIFFERENT MODULES/


How to Negotiate a Better Salary Dora Elia Musielak, Ph.D. ATK Tactical Propulsion and Controls Baltimore, MD.

that you are underpaid ! What should you do? Is it too late to negotiate? Don’t get angry! It’s never too late to negotiate. 9 Negotiation is Important for Professional Development Brush up on your negotiation skills! Keys to Successful Negotiation Prepare  Make Assessment of Your Skills and Experience  Evaluate the Overall Offer  Make a Salary Negotiation Checklist Negotiate  Listen  Offer Options  Ask for Contract in Writing Close/


Lina 20101 COMMUNICATION & NEGOTIATION Lina 20102 CONTENT Part 1: NEGOTIATION & COMMUNICATION Part 2: NEGOTIATION STRATEGY Part 3: COMMUNICATION POWER.

Definition of ground rules Clarification and Justification Bargaining and Problem Solving Closure and implementation Lina 20109 EFFECTIVE NEGOTIATION  Advocates who negotiate effectively are often more successful at achieving their goals and more experience continued success in their efforts.  Successful negotiator will display their excellent negotiation skills in the negotiation process.  Resolve conflicts and disputes by engages both parties stay together and participate in decision making, better/


1 Copyright © 2010, Elsevier Inc. All rights Reserved. Chapter 2 Crisis Management: Crisis Response Team Crisis Negotiations 4 th Edition.

be volunteers SECOND: Structured interview w/team leaderTHIRD: Team interviewFOURTH: Practice runFIFTH: Physical & Mental Assessments 11 Chapter 2 Copyright © 2010, Elsevier Inc. All rights Reserved. The Negotiating Team Things to Consider Teamwork is ESSENTIAL in negotiations Skills must be developed systematically All roles must be known by each member of the team Training is the best method for developing teamwork Team members should/


Chapter 4 Integrative Bargaining. Defined: “A negotiating process in which the parties involved strive to integrate their interests, as effectively as.

to meet your interests 4-3 Negotiation Skills Skill 4.1: Key elements of integrative bargaining Skill 4.1: Key elements of integrative bargaining Skill 4.2: Apply the categorization method Skill 4.2: Apply the categorization method Skill 4.3: Recognize the first step/ per issue to maximize mutual gains 7. Share information, explain “why” of issue 4-5 Chapter Case: Labor Contract Negotiations Ohio Metals Co. (management) and Local 56 of the Primary Sheet Metal Workers of America, AFL-CIO’s current three/


Negotiations Giuseppe (Joe) Labianca, Ph.D. Gatton Endowed Associate Professor of Management Gatton College of Business and Economics University of Kentucky.

to an agreement being signed, even if final agreement is more expensive 140 138 136 134 The Negotiating Equation Negotiating Performance = Negotiating Ability x Negotiating Motivation Negotiating Motivation Develop alternatives that you are willing to exercise if the negotiation doesn’t go well Go out on the market  Forces you to keep current on your skills  Keeps employers from taking you for granted  Can be used as/


Negotiation for Fun and Profit: A Practical Guide Michael Erdle Managing Partner © 2008, Michael Erdle.

zero sum game, the person who makes the first offer is at a disadvantage  sets the outer limits of price, other terms  Improve zero-sum negotiation skills by:  Understanding your objectives  Understanding the other side’s objectives Negotiation Traps  10 Classic “Hard Bargaining” Ploys  Extreme claims, small concessions  Early commitment – “my hands are tied”  “Take or leave it.”  Unreciprocated offers  Increasing demands  Personal/


The process of identifying and documenting project roles, responsibilities, required skills, reporting relationships, and creating a staffing management.

, such as government officials and concerned citizens Identifying Stakeholders Information Technology Project Management, Seventh Edition 13 Project Stakeholders Roles & Responsibilities Sponsor PM Costumer Project team SMEs PM’s Skill Leadership Communications Organizing Negotiating Managing conflict Motivating Controlling Team building Planning Directing Problem solving Coaching Delegating Supporting – Program director – Project manager’s family – Labor unions – Potential customers It is also necessary to/


COMPENSATION Negotiating the Salary Question. 2 Q UESTIONS 3 What is the best answer for the question "What kind of salary/compensation are you looking.

Thank them and initiate a counteroffer 1. Clarify job parameters 2. Make a case for higher salary, based on VALUE, not on your needs Re-emphasize your skills If they reject the counter offer... Negotiate beyond base salary 19 © Susan Whitcomb 2009 – The Christians Career Journey – in partnership with Career Transition Ministries Network & Crossroads Career® Network N EGOTIATING B EYOND B ASE/


Leading global excellence in procurement and supply CIPS Mini Negotiation Challenge.

) Students score scenarios Students prepare their arguments including checking application of negation skills (learnt in morning) Each student has paper copy of the scenarios & the negotiation skills slides 1 hr Panel assessmentStudents & tutor / mentor panel Each group presents/mean impossible and is a signal of movement from the other party 2 – ‘Standard policy’ means that with good negotiating skills the other party could be persuaded to move. With the service being so poor we were looking for much more /


Teaching through simulation: Negotiation Skills A learning activity for last year undergraduate students studying Project Management (U33571) as part of.

. 8-26, In Fry, H., Ketteridge, S. and Marshall, S. (eds.) A handbook for teaching and learning in higher education: enhancing academic practice, 3rd ed. London, Routledge. Teaching through simulation: Negotiation Skills by Christos Vidalakis, 2012, P70405: Learning and Teaching in Higher Education Joplin, L. (1981) On defining experiential education, Journal of Experiential Education, Vol. 4, pp. 17-20. Kolb, D.A/


Prof. John Barkai William S. Richardson School of Law University of Hawaii Negotiation& ADR Negotiation & ADR.

- Cathy Costantino & Christina Sickles Merchant All polishing is achieved by friction - Mary Parker Follett Negotiations from my Christmas Vacation Who has the Power? Information is Power The easiest way to improve your negotiation skills is to A__ M___ Q________! Ask More Questions Expand the pie Two Key Ideas about Negotiation & ADR 1)Focus on Interests not positions 2)Improve the Communication (information & temperature) Positions/


Negotiating to Win-Win Presented by: Sheila Baker Managing Director Gold Seal.

community interests into account. Getting To Yes by Fisher and Ury 1981 Getting to Yes Communication Skills During stressful situations, we revert to our natural behaviours. Skilled negotiators are self-aware: “you are not your behaviour” Communication Skills How do you rate yourself on compromising / negotiating behaviour? Assertive Communication Skills Demonstrate a belief in equality Be proactive not passive Remain calm, rational, objective Seek the other/


Chapter Three Basic Qualities for Negotiators Character Traits The Role of the Chief Negotiator The General Structure for Negotiators The Importance.

to accept total responsibility for the outcome. This will be true even when subordinates have made key decisions. The greatest skill that a chief negotiator need is the ability to handle pressure from a variety of directions. Headquarters, clients, team members, family, negotiating counterparts, and government officials will all demand attention. The CN must be a decision maker who can keep everyone satisfied/


COMMUNICATION AND NEGOTIATION SKILLS Module 3.  School of Education, Communication and Language Sciences, Newcastle University School of Education, Communication.

networks.  Discuss with another group. Session 6: Proposed Discussions  Cultural differences in communication and negotiation in the educational environment and implications on school leadership  Women versus men – do they negotiate differently?  How can you exploit technology and build creative networks? Professional enquiry research for developing communication and negotiation skills within the schools In your school groups:  Identify the problem  Plan the research (objectives, participants/


Tarak Bahadur KC, PhD tarakbkc@gmail.com Negotiation Skills Negotiation Skills Tarak Bahadur KC, PhD tarakbkc@gmail.com.

Tarak Bahadur KC, PhD tarakbkc@gmail.com Negotiation Skills Negotiation Skills Tarak Bahadur KC, PhD tarakbkc@gmail.com Contents for Discussion Meaning, and Framework for Negotiation Elements Involved in Improving Negotiating Abilities Tips for Improving Negotiation Skill Negotiation “Give me some of what I want, and I will give you some of what you want.” Negotiation Negotiation is an interactive communication process that may take place whenever we want something from someone/


Create a roadmap for successful negotiations. Stephen Boyle Programme Director UCD Smurfit School Phillip Matthews Director, Executive Education UCD Smurfit.

managers fail to reach “win-win” outcomes 50% fail to spot when they are in perfect agreement How good are most negotiators? Barriers to improvement: Some negotiation myths “Great negotiation skills are learned from experience” “The purpose of negotiation is to reach agreement” “Negotiating is a natural ability: you either have it or you don’t” Preparation Do you have a plan? Have you sized up/


Group Problem Solving Skills Margaret J. Kupferle, PhD, PE Summer REU 2014 June 18, 2014.

position Identify interests of opponent Ask selves “Why are our opponents taking certain positions and rejecting others?” Skills for Negotiating an Agreement (5) Exploring issues further Summarize opponent’s interests in a positive manner Identify areas of / that provide gains for both sides – generating (vs. judging) options Broaden options on table before discussing Skills for Negotiating an Agreement (6) Working out a final agreement Discuss options until recognize satisfactory result for all parties, /


Belperio Clark Negotiation & Herbert Smith Freehills Client Interviewing 2015 SKILLS SEMINAR With Guest speakers Charlie Belperio and Sarah Ahern.

being targeted and how you can practice and prepare these skills 2.In depth look at the rules and marking criteria for both Negotiations and Client Interviewing 3.Example questions 4.Guest speakers 5.Questions Outline of Seminar  Fact finding skills  Professional communication  Interpersonal skills in a professional environment  Team work  Effective Collaboration Skills What skills are we targeting in these competitions? COMMUNICATION, DECISION MAKING and/


James W. Haile Jr., C.P.M. Procurement Manager McNeil Nutritionals

trust! Courtesy: Treat people as you want to be treated! Information gathering purposes! Understanding and Alignment (U&A) Supports creativity, flexibility and quick thinking on the feet during the negotiations. Listening Skills Completely focused vs selective listening Did you understand what you heard? Is the speaker saying one thing, but meaning something else? Words and Music aligned? Are you talking too much/


How to Negotiate a Successful, Profitable Close. Workshop Objectives 1. Establish personal credibility and increase individual comfort level during negotiations.

it is important  I will start …  I will stop …  I will measure progress by … 5-Negotiation Tactics 1. Team negotiation skills 2. Practice an effective negotiation model 3. Primary negotiation skills and options Case Study: Andronia vs. Gyland Successful Negotiations Qualitative Quantitative Low Gain Negative Experience Positive Experience High Gain Primary Negotiation Skills  Positioning—putting a positive “spin” on the situation  Offering—proposing possible solutions  Compromising—giving and taking/


Negotiation Skills Tulasi Sharan Sigdel Dy. Director of Studies

firm using objective criteria 15/04/2017 15/04/2017 Good outcome in negotiation process depends on many variables and negotiation skills 15/04/2017 Framework negotiation skills Communication Relationship Interests Options Legitimacy Commitment Alternatives If “No” If “Yes”/ Enabling value Creating value Claiming value 15/04/2017 Elements of Negotiation Skills Communication and relationship Skills: Communication: Two main kinds of verbal communication.  Advocacy or making statements. When we /


Preparation for International Business Negotiation Chapter 3.

and lodging (1) Lodging (2) Board Visiting and sightseeing (1) Factories, equipment and places of origin related to the negotiation subject (2) Famous and symbolic local scenic spots (3) Worldly well- known restaurants and shopping centers with local characteristics (4/ milled with great expertise and on top-quality machinery. The personnel of the mill would therefore have to be skilled and experienced operators using modern machinery. The management of the mill would also have to be extremely expert, using/


1 Salary Negotiation Dr. Monika Renard Florida Gulf Coast University.

employer n Know your fit with the job n What do you offer the organization, can you do for their benefit? n Use to determine your BATNA and as negotiation ammunition. – Skills: common, specialized skills, and organizational – Knowledge: common, specialized, and organizational – Experience: length of time, previous triumphs – Contacts: internal and external, long term and short term. – Replaceability: how are you more valuable/


OKBIT22 Managing International Relations 6. International business negotiations: Cross-cultural considerations.

Adversarial (distributive, win-lose)  Partnership (integrative, win-win) The Content of Negotiation  Substance goals  Relationship goals Business negotiations skills When negotiating, you need many skills You need to know about negotiating a sales contract, licensing agreement, partnership agreement etc. = the substance of negotiations General negotiating skills People skills In cross-cultural negotiations you need… But in international negotiations you also need to know how to deal with different kinds/


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