June 2012
description
Transcript of June 2012
![Page 1: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/1.jpg)
June 2012
"Working Together”Practical Insights for Effective Cooperation
![Page 5: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/5.jpg)
The capability to understand and design effective negotiation process in
a complex environment
Negotiation Thinking™
![Page 7: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/7.jpg)
We are not rational..!
..because we never have the same information..!
And even when we have the same information…
![Page 8: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/8.jpg)
Fundamental Attribution Error
B (Behavior) = D (Disposition) x S (Situation)
When we judge/ asses the behavior of others – we tend to attribute it to character (disposition).
When we judge/ asses our behavior – we tend to attribute it to the situation.
![Page 10: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/10.jpg)
Reality Check
Perception of Reality
![Page 11: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/11.jpg)
The Genetic Map
of Negotiation
Based on the Harvard Model of “Seven Elements”
![Page 12: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/12.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
INTERESTS
OPTIONS
CRITERIACOMMITMEN
T
ALTERNATIVES
The Genetic Map
RELATIONSHIP
![Page 13: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/13.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
Interests
Positions
Interests
Positions are what I say I want, interests are why I want that.
![Page 14: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/14.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
AlternativesPotential outcomes available to
you without consent of other party
Better Better
Worse Worse
![Page 15: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/15.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
INTERESTS
OPTIONS
CRITERIACOMMITMEN
T
ALTERNATIVES
The Genetic Map
RELATIONSHIP
![Page 16: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/16.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
Relationship
![Page 17: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/17.jpg)
Interests
Alternatives
Relationship
Options
Criteria
Commitment
INTERESTS
OPTIONS
CRITERIACOMMITMEN
T
ALTERNATIVES
The Genetic Map
RELATIONSHIP
![Page 18: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/18.jpg)
Modes of Negotiations
InterestsCooperatio
nConfrontatio
n
![Page 19: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/19.jpg)
Interests
Confrontation
Take it or leave it (Power oriented); Low level of information sharing; Low reliance on relationship; Short term gains.
![Page 20: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/20.jpg)
Interests
Cooperation
Information sharing; Joint definition of corporate interest; Strong reliance on long term relationships.
![Page 21: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/21.jpg)
Power in Negotiation
![Page 22: June 2012](https://reader036.fdocuments.in/reader036/viewer/2022062520/56815ea5550346895dcd3461/html5/thumbnails/22.jpg)
"Working Together”Practical Insights for Effective Cooperation