7/31/2019 3. Negotiation_ Attitudes and Approach 2003

1/17

Negotiation

Attitudes andApproach

16 March 2012

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

2/17

Once the negotiation is over, bothsides, especially the people directlyinvolved, have to live with the

agreements ..(Morrison Callero)

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

3/17

Negotiation styles relate to

how people deal withconflicts..

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

4/17

Negotiation styles

Forcing / adversarial

(Win-Lose)

Acommodating

(Lose-Win)

Compromising

(Give-Get) Collaborative/ Non

adversial

(Win-Win)

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

5/17

Negotiation styles have a

direct bearing on theattitude or approach youwill take to negotiation

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

6/17

Relationship Awarenes Theory

Each of us has aprimarymotivationalvaluesystem--theway we relate to others whenthings are going well for us.

Dr Elias Porter describe peopleas motivated by altruistic,assertive, or data-oriented

styles. There could be blends, and a

style made up ofequalportions of the three

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

7/17

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

8/17

While you may adopt an

aggressive, moderate,submissive orcooperative person

during the process, youwill meet your goals..

Only when you

are clear on whatyou want and whyyou want it

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

9/17

Your approach

to negotiationreflects..

Who you are What it will take

in the

negotiation tomake you feelgood about your

self

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

10/17

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

11/17

evaluating your attitude

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

12/17

1. By and large, I seemyself in day-to-day activities as:

A. Willing to pursuevigorously what Iwant in order to getit

B. Willing to give in toavoid conflict orconfrontation

C. Willing tocompromise or give

in to get what I canD. Willing to

collaborate to seehow both side cancome away with asense of

1. Secara umum, sayamelihat diri sayadalam aktivitaskeseharian:

A. Mau berusahakeras untukmendapatkan apayang saya inginkan

B. Mau mengalahuntuk menghindarikonflik dankonfrontasi

C. Mau berkompromiatau mengalahuntuk mendapatapa yang saya bisa

D. Mau bekerjasama

demi kemajuan

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

13/17

2. With regard toseeking aparticular goal, I

would:A. Not stop untill I

get it, if possible.

B. Stop in order to

avoid upsettingmy self or others

C. Find a way ofgettingsomething, even

if not the wholething.

D. Try to find outwhat the otherperson wants andsee if we can both

2. Dalam mencapai tujuanatau mewujudkankeinginan, saya:

A. Tidak akan berhenti sampaiterwujud, jika memangmemungkinkan

B. Tidak masalah berhenti

daripada membuat sayaatau orang lain tidaksenang atau terluka

C. Berusaha mencari cara

mendapatkannya, walautidak semua keinginanterwujud

D. Mencari tau apa yangdiinginkan orang lain danmelihat apakah bisa

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

14/17

3. Once discussion isover, I would:

A. Do what I thought

was right, even if Ididnt live up to theexact terms ofnegotiated result.

B. Do anything I couldto avoid being

accused of not livingup to the agreement

C. Try to change anypart I didnt like byfinding somethingelse to give the otherside

D. Do my best to live upto it, and I founddifficulties, I wouldapproach the other

side to have amutual solution

3. Setelah diskusi selesai, saya:

A. Melakukan apa yang saya

anggap benar, meskipun tidaksepenuhnya sesuai denganyang dinegosiasikan

B. Melakukan apapun agar tidakdibilang melanggar

kesepakatanC. Berusaha mengubah

beberapa hal yang saya tidaksuka dengan mencari hal lainsebagai pengganti kepadapihak lain

D. Melakukan hal terbaik untukmenepatinya, baru jikamenemukan kesulitan, saya

akan minta solusi yangmen untun kan bersama.

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

15/17

Mostly B means: you dont like conflicand would do almost anything to avoid it.

This style is sometimes referred asacommodating

Mostly C means: compromise would beyour approach of choice. You are

comfortable giving in, in part, as long asyou can get something in return.

Mostly C means: you like to find thecommon ground wherever possible. Thisis collaborative style. People withcollaborative approach automatically ask:how can we both win? Having both sidewin usually means that interest or needsare being satisfied. This approach, where

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

16/17

Read win-win solutionsapproach..

Distributive bargaining

Integrative negotiation

7/31/2019 3. Negotiation_ Attitudes and Approach 2003

17/17

See you next 2 weeks..

Thank you..

Happy holiday, everyone