Ana Negotiation w4
Transcript of Ana Negotiation w4
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NEGOTIATION 7eLewicki ▪ Saunders
▪ Barry
RM 2053
Negotiation
Techniques
DR HJH AIDA NASIRAH ABDULLAH
UNIVERSITI PERTAHANAN NASIONAL MALAYSIA
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Week 4
NEGOTIATION:STRATEGY AND
PLANNING
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GOALS – TE !O"#S TAT
DRI$ES NEGOTIATION STRATEGY $ Determining goals is the frst step in thenegotiation process
$ Negotiators should speciy goals andobjectives clearly
$ The goals set have direct and indirect
eects on the negotiator’s strategy
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GOALS% STRATEGY ANDPLANNING
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TE DIRE"T AND INDIRE"TE!!E"TS O! GOALS ONSTRATEGY
$ Direct eects Wishes are not goals
oals are oten lin!ed to the other party’sgoals
There are limits to "hat goals can be #ective goals must be concrete$specifc
$ %ndirect eects &orging an ongoing relationship
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STRATEGY $ERS#S TA"TI"S
$ 'trategy( The overall plan toachieve one’s goals in a negotiation
$ Tactics: 'hort-term) adaptive movesdesigned to enact or pursue broadstrategies Tactics are subordinate to strategy
Tactics are driven by strategy
$ *lanning: The +action, componento the strategy process i.e. ho" "ill
% implement the strategy/© 2015 by McGraw-Hill Education. This is proprietary material solely or authori!edinstructor use. "ot authori!ed or sale or distribution in any manner. #-&
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APPROA"ES TO STRATEGY
$ 0nilateral( ne that is made "ithoutactive involvement o the other party
$ 2ilateral( ne that considers the impacto the other’s strategy on one’s o"n
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STRATEGI" OPTIONS
$ *er the Dual 3oncerns 4odel) choice ostrategy is re5ected in the ans"ers to
t"o 6uestions( 7o" much concern do % have in achieving mydesired outcomes at sta!e in thenegotiation/
7o" much concern do % have or the currentand uture 6uality o the relationship "ith theother party/
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TE D#AL "ON"ERNS &ODEL
8voidance( Don’t negotiate
3ompetition( % gain) ignore relationship
3ollaboration( % gain) you gain) enhance relationship
8ccommodation( % let you "in) enhance relationship
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TE NONENGAGE&ENT STRATEGY:A$OIDAN"E
$ % one is able to meet one’s needs"ithout negotiating at all) it may ma!e
sense to use an avoidance strategy$ %t simply may not be "orth the time andeort to negotiate
$ The decision to negotiate is closely
related to the desirability o availablealternatives
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A"TI$E'ENGAGE&ENTSTRATEGIES
$ 3ompetition 9 distributive) "in-losebargaining
$ 3ollaboration 9 integrative) "in-"innegotiation
$ 8ccommodation 9 involves an
imbalance o outcomes :+% lose) you"in,;
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#NDERSTANDING TE !LO( O!NEGOTIATIONS: STAGES ANDPASES
$ 7o" does the interaction bet"eenparties change over time/
$ 7o" do the interaction processes relateto inputs and outcomes over time/
$ 7o" do the tactics aect the
development o the negotiation/
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#NDERSTANDING TE !LO( O!
NEGOTIATIONS: STAGES AND PASES
Negotiation proceeds through distinctphases or stages
$ 2eginning phase :initiation;
$ 4iddle phase :problem solving;
$ #nding phase :resolution;
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)EY STEPS TO AN
IDEAL NEGOTIATION PRO"ESS
$ *reparation What are the goals/
7o" "ill % "or! "ith the other party/$
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)EY STEPS TO AN
IDEAL NEGOTIATION PRO"ESS
$ %normation using 8ssemble your case
$ 2idding #ach party states their +opening oer,
#ach party engages in +give and ta!e,
$3losing the deal 2uild commitment
$ %mplementing the agreement
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)EY STEPS TO AN
IDEAL NEGOTIATION PRO"ESS
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GETTING READY TO I&PLE&ENTTE STRATEGY: TE PLANNINGPRO"ESS
$ Defne the issues
$ 8ssemble the issues and defne the
bargaining mi> The bargaining mi> is the combined list oissues
$ Defne your interests Why you "ant "hat you "ant
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GETTING READY TO I&PLE&ENTTE STRATEGY: TE PLANNINGPRO"ESS
$ ?no" your limits and alternatives$ 'et your objectives :targets; and
opening bids :"here to start; Target is the outcome realistically e>pected pening is the best that can be achieved
$ 8ssess constituents and the social
conte>t o the negotiation
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TE SO"IAL "ONTE*T O!
NEGOTIATION: +!IELD, ANALYSIS
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GETTING READY TO I&PLE&ENTTE STRATEGY: TE PLANNINGPRO"ESS
$ 8naly@e the other party Why do they "ant "hat they "ant/
7o" can % present my case clearly and reutethe other party’s arguments/
$ *resent the issues to the other party
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IN!OR&ATION NEEDED TOPREPARE E!!E"TI$ELY !OR
ENGAGING TE OTER PARTY $ $ %nterests and needs
$ Wal!a"ay point and alternative:s;$ Targets and opening bids$ 3onstituents) social structure) andauthority to ma!e an agreement
$
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GETTING READY TO I&PLE&ENTTE STRATEGY: TE PLANNINGPRO"ESS
$ Defne the protocol to be ollo"ed in thenegotiation Where and "hen "ill the negotiation occur/ Who "ill be there/ What is the agenda/
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S#&&ARY ON TE PLANNINGPRO"ESS
+...planning is the
most criticallyimportant activity innegotiation.,
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