1casEffective Negotiations

8/11/2019 1casEffective Negotiations

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Negotiating toReach Agreement

A Lecture for People Who Must Resolve

Differences With People in Important Relationships

Boko Nektarijevi


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BBA - Bachelor of Business Administration - Paris, France 99

MBA Master of Business Administration (Top 10 in E!

"ol#a$ Business "chool % ni#ersit$ of Brussels 0&

E'ecuti#e education at the ar#ard ni#ersit$ "A 0)

Master pro*rams at the Boston ni#ersit$ and #arious other trainin*s++

ecturin* leadership, lo$in*, and fundraisin* at the Brussels. ni#ersit$ /0& %

0)

arious e'pert, consultin* and mana*ement roles in E proects

and E institutions, 2o#+ of "eria, 324s , "M", 567 institutes,

"ince last $ear head of the Bal8an "ecurit$ 3etor8

!!!"#alkansecurit$net!ork"org

Boko Nektarijevi
http://www.balkansecuritynetwork.org/http://www.balkansecuritynetwork.org/


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%

&hake 'an(s !ith )onflicts

When I sa$ conflicts !hat comes to $our min( *


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+#jectives

&hake han(s !ith conflict

Differentiate among various responses toconflict

I(entif$ $our o!n preferre( st$le for (ealing!ith (issagreemnts

I(entif$ ho! (ifferent st$les might #eappropriate in (ifferent situations"

Negotiate to agreement !hen self,interests aretoo (iverse to resolve

Practise 'NP effective negotiation skills


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-

Negotiation . )onflict*


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What is a )onflict *

Please give e/amples of a recent conflict the first onethat comes to $ou min(

Who !as involve( in the conflict*

What !as the conflict a#out , Data0 Relationship0Interest0 &tructure0 or 1alues* 2/plain"

'o! an( !h$ (i( the conflict en(*

Were $ou satisfie( !ith the outcome* Is there a continuation of this conflict*


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3

)onflict happens !hen4

I #elieve that

M$ GOALS or NEEDS

are BLOCKED#$

5our GOALS, NEEDS or SELF-

INTERESTS

6regar(less of !hether I (o or sa$ an$thing a#out it7


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6c7 Bo# War( 899- :

I Nee( or Want &omething

Important


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6c7 Bo# War( 899- ;

If I am frustrate(4


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6c7 Bo# War( 899-


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6c7 Bo# War( 899- e( frustration


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)onflict is4

Inevita#le

Natural

Neutral

6potential for goo( or #a( outcomes7


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WhCo!"#i$t %a&&e!'

Goals and Needs I Want vs. You Want, You Have what I Need,Mutually Exclusive Self-Interests

Same oal, !ifferent Methods, Short-term vs. "on#-term $iew

Scarce Ressources S%ace, &ersonnel, 'om%uters and E(ui%ment, &roduction 'a%acity

Values Honesty vs. Ima#e, Efficiency vs. 'han#e )airness vs. *ules of the Mar+et%lace, uality vs. &rofit Invest in &ersonnel vs. *eward wners

Power/Authority Mana#ement Style, Held vs. Shared, Inclusion vs. Exclusion &ower of &osition vs. Ex%ertise, )inance driven vs. En#ineerin#

driven vs. Mana#ement driven vs. 'ustomer driven

Individual Difference 'ommunication Style, Ex%ectations and &erformance Ways of $iewin# the World, *is+-ta+in#, &ersonal $alues

Time and Money &riority vs. /, &lans vs. *eality , /uy vs. /uild vs. /orrowusually indicators of S%eed vs. uality vs. 'ustomer0s *e(uesta different conflict!


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T&e o" Co!"#i$t Wh ( %o) to ha!*#e (

PR22RR2DM2C'+D 6Back,up Metho(7

alse eu( Misun(erstoo( )+MMNI)AC2 )ommunication A&E an( LI&C2N or Missing Information 6avoi( or let go7

+ptional )onflict In(ivi(ual Differences0 R2RAM2 C'2 Perceptions0 or PR+BL2M

Assumptions 6a(apt or accommo(ate7

Managea#le &carce Resources )+LLAB+RAC2)onflict or M2DIAC2

Role an(Inter,role conflicts 6compromise7

Mutuall$ 2/clusive )ore 1alues N2?+CIAC2 or&elf,Interests or ARBICRAC2

or ?oals &ole Resource 6compete7 Intra,role conflicts

)hallengeF Before (eci(ing a conflict is real0 use communication skillsto (iscover if $ou lack information or misrea( the other personGs actions"

Avoi( assumptions" Prevent unnecessar$ conflicts"


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npacking a )onflict

Noti$e the +o+e!t

Sto&Breathe, the! !&a$k

What *o I )o!t ( Wh a+ I.#o$ke* ( What a+ Ia''/+i!0 (

1ara&hra'e to%e#& the other !&a$k'e a$tive #i'te!i!0to 0ai! ti+e, thi!k,

!*er'ta!*,

re*/$e te!'io!,1o't&o!e rea$tio!

* Wont or Nee( *

* We are each frustrate(

a#out or #ecause *

* An( each of us assumes

a#out the other ** &o !e each actHreact

6our #ehaviors 7 *

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1casEffective Negotiations