session 9: Negotiation Skills & Ethics MSTC-CU'15
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Transcript of session 9: Negotiation Skills & Ethics MSTC-CU'15
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Prepared & Presented byRadwa Gaber
Ahmed M. Saeed
Session 9
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Negotiation Skills
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Agenda• What is Negotiation?
• BATNA
• Types
• Stages
• How to be a good Negotiator
• Surprise
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What Is Negotiation ?
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What Is BATNA ?
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ALTERNATIVE
BEST
BATNA
TO
Negotiated
Agreement
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Accept or Reject ?
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Integrative Negotiation
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Integrative Negotiation
• Individual gain • Short term• Not flexible• Not creative
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Distributive Negotiation
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Distributive Negotiation
• Join and Individual gain • Long or Short term• Flexible• Creative
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Types of Negotiation
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Win - Lose
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Lose – Lose
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win win
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Stages of Negotiation
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Preparation
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Discussion
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Clarifying Your
Goal
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Facing
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Success
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How To Be A Good Negotiator?
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Research
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Confident And Optimist
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Be Assertive
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Clear Goals And
Objective
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Stay Alert
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Control Your Act
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Be Patient
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Avoid
Win - Lose situation
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Surprise
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Ethics Dilemmas
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How To Be Ethical ?
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Put yourself in
another
person's shoes
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Caring
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Put Others
First
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Be Honest
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Respect Opinions
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Be Responsible
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Summary
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Any Questions?
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https://www.facebook.com/ahmedsaeedspyro
https://www.facebook.com/radwa.g.mohamed
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