Negotiation context: WHAT KIND OF NEGOTIATOR …...Within the negotiating concept, there are two...
Transcript of Negotiation context: WHAT KIND OF NEGOTIATOR …...Within the negotiating concept, there are two...
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Negotiation context:
WHAT KIND OF
NEGOTIATOR ARE YOU?
Associate Professor, Tomislav Galović PhD
Business negotiation
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LEARNING OUTCOMES
Upon completion of the course, the student will be able to:
1. Specify and define the basic concepts and elements of the business negotiation process, identifythe of negotiation sub-processes, recognize the context of negotiations and determinerelationships in negotiation and define, compare and differentiate the principles and techniquesof business negotiation
2. Identify the basic characteristics of the negotiation situation and identify obstacles in negotiationand negotiating skills, discuss about negotiation power, differences in negotiation skills and be ableto predict use power in business negotiations and classify, properly define and implement businessnegotiations strategies
3. Differentiate, identify and compare business and negotiation tactics, recognize the importance ofcommunication skills in business negotiations, discuss about ethics and culture in businessnegotiations and identify and consider the specifics of international and intercultural negotiation
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LEARNING OBJECTIVES
Student will be able to:
Identify types of negotiators, strategy and retoricalapproach;
Prepare how to deal with different types ofnegotiators;
Analyze their own advantages and limitations withinnegotiation process
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Negotiating types:
Interest-based negotiation: Principle negotiation
Position-based negotiation: Hard & Soft negotiation
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The three Types of Negotiators
HARD PRINCIPLE-BASED SOFT
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Principle-based negotiator
Rational consumption of time, energyand resources
The widest possible solution
Operating solutions and long term business relationships
An adequate agreement
Good interpersonal relationships
Unplanned and unexpected mutually agreed solutions
Reliability of implementation of the solution
PRINCIPLE-BASED
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Hard negotiator
The widest solutions are absent
because there is no common
creative work
Long-term business interests and
cooperation - are endangered
Adequate agreement - is not a goal
Unplanned solutions in the interest of
both - very rare
Trusted implementation of the
agreement - no guarantee, because
there is no mutual trustHARD
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Soft negotiator
Good interpersonal relationships
Long-term business relations
Agreement of anyvalue
SOFT
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Interest-Based Negotiation
At the same time, hard and flexible bargaining
In an interest-based negotiation, negotiators are looking for the things that both parties can get, and through which they can individually get what they deserve
Maintaining a good relationship with a person
Righteous to the opposite side
Interest on both sides is taken into account
Helping with less expense
Lowering Small Things (Bargain, Trading)
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POSITION BASED NEGOTIATORS: SOFT NEGOTIATORS
Within the negotiating concept, there are two types of negotiators:
„Soft" negotiators: they want to adapt to the other side only to resolve the question of negotiation
Insufficient hardness and insistence to cover their own needs
Great tolerance to other needs and demands effects:
The most common agreement at the expense of the soft negotiator is to maintain good relations
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POSITION BASED NEGOTIATORS: HARD NEGOTIATORS
Within the negotiating concept, there are two types of negotiators:
"Hard" negotiators: strongly defend what they want to get, they are not far
from their position
Protect your position - get a lot, lose a little.
Toughness
One way to meet your needs
Using tactics
Effects: There`re no common solutions
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Hard Negotiator
Soft Negotiator
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Cooperation
Collaborative style
It is about mutual obedience to parties - closer to the negotiation of interests
Bargaining - giving / collaborative style - Give / Get
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People
Separate people from problems
People involved in negotiations are not machines - they all have different feelings, different thinking about the same things, different perceptions and different ways of communicating.
It is necessary for the negotiators to perceive themselves as a team working together to solve the problem: they attack the problem, not each other
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Interest/Position
Separate positions of interest
Why separate positions of interest? Because it is always a matter of negotiation meeting the satisfaction of certain interests. The negotiator's position only hampers the issue of interest that is actually being negotiated
If the negotiators only hold the position, they will forget the motives that led to such positions
At the same time, focusing on interests makes it easier to find creative solutions that really solve the problem
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Options for the resolutions of a negotiation
Create as many options as possible before deciding
In actual negotiations, negotiators are in a stressful situation, which means they can face problems when it comes to designing optimal negotiation solutions.
In order to facilitate this work it is useful for negotiators to separate during the negotiations a special time to explore potential solutions that involve joint and creative reconciliation of different interests
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NEGOTIATION
STYLES
Do not enter intonegotiation in the same way:
Every negotiator is different - changing circumstances
Need to adapt your style - be flexible
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WHAT HAVE WE LEARNED?
How precisely identify types of negotiators, strategy and theirretorical approach;
How to prepare while communicating with different types ofnegotiators;
How to identify own advantages and limitations withinnegotiation process.
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Thank you for attention!