Mapping Business Opportunities in China How to negotiate
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- Slide 1
- Mapping Business Opportunities in China How to negotiate
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- Strive to achieve a wise agreement Any method of negotiation
may be fairly judged by three criteria: It should produce a wise
agreement if agreement is possible It should be efficient (fast)
And it should not damage the relationship between the parties Most
used method of negotiation: HARD VS SOFT NEGIOTAION
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- Make use of principled negotiaions Four basic points: People
separate the people from the problem Interests focus on interests,
not positions Options Generate a variety of possibilities for
mutual gain before deciding what to do Use objective criteria
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- Separate the People from the Problem Address the other sides
concerns Negotiators are people first Put yourself in their
shoes
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- Focus on Interests, Not Positions For a wise solution reconcile
interests not positions. Reconciling interests rather than
positions works for both parties. How do you identify the interests
of the other side? Ask why! Make a list of interests Acknowledge
them!
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- Invent Options for Mutual Gain Expand the pie before dividing
it. Obstacles that inhibit the inventing of an abundance of
options: Premature judgment Searching for a single answer The
assumption of a fixed pie Thinking that solving their problem is
their problem Solution brainstorm and separate inventing options
from judging them
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- Insist on Using Objective Criteria Carrying on a principled
negotiation involves two questions: How do you develop objective
criteria? How do you use them in negotiating? Negotiating with
objective criteria three points to remember: Frame each issue as a
joint search for objective criteria. Be open to reason as to which
standards are most appropriate. Never yield to pressure, only to
principle.
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- Develop your BATNA What is your BATNA? it is your Best
Alternative To a Negotiated Agreement. Knowing your BATNA protects
you against accepting an agreement you should reject and rejecting
an agreement you should accept. Not knowing your BATNA makes you
weaker. The better your BATNA, the greater your power.
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- What If They Use Dirty Tricks? Recognize the tactic Raise the
issue explicitly Question the tactics legitimacy and desirability
of bringing it up
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- Some Common Tricky Tactics Phony facts Ambiguous authority
Stressful situations Personal attacks The good-guy/bad-guy routine
Threats Hardhearted partner A calculated delay Take it or leave
it.