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8/3/2019 Negotiations Svetlicic 2011
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NegotiationsBusiness Communications for Managers
(undergraduate course)Marjan Svetlii
Faculty of Social Sciences,
Ljubljana, 19. Oct. [email protected]
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Start strongly Traditional: It is a pleasure, privilege,
honor Attract attention
Do not apologize Dont flatter at the beginning
Do it in the middle, connecting tosubstance
Demonstrate that you master the issue
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Start strongly
Churchill 1940: "I have nothing to offer butblood, toil, tears and sweat."
http://www.youtube.com/watch?v=xjuiMuvHojQ&feature=related
Funny start http://www.youtube.com/watch?v=X4ZmcQKhJow
B. Gates: zani pri 1,00
http://www.youtube.com/watch?v=AP5VIhbJwFs&feature=fvwrel
Analogy:http://www.youtube.com/watch?v=WjLTgqtCOjo&feature=related
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Negotiations are an art of persuasionFive effective speech commandments (W.
Churchill);
1. Start strongly (anecdote, joke)2. One theme (telling too much is telling
nothing, EASE; exemplify, amplify, specify,electrify)
3. Simple language is more believable(speaking out of hard, repeating is device)
4. Illustrate the problem (iron curtain, ear is
10%, identify yourself with the problem...)5. End strongly, mobilize
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Negotiations are an art of persuasionFive effective speech commandments (W. Churchill);
1. Start strongly (anecdote, joke, analogy
2. One theme (telling too much is telling nothing,EASE; exemplify, amplify, specify, electrify)
3. Simple language is more believable (speaking out
of heart, repeating is device)4. Illustrate the problem (iron curtain, ear is 10%,identify yourself with the problem...)http://www.youtube.com/watch?v=P8_wQ-5uxV4
5. End strongly, mobilize
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Do not forgetYou are evaluated
by how you canarticulate what you
know not by
what you know
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Ideas can get across if they are:1. Simple
2. Unexpected; attract attention3. Specific: we will achieve..
4. Credible;
other side (OS) has to buy our message;
easier from credible person
5. Emotional; engage our emotions6. Presented as stories
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What are negotiations Skill to be learned
Process
to master Content to know
Circumstances to understand
Philosophy win-win or.?
You get what you negotiate
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Case orange
What is the optimal result? Create value not distribute it !
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Negotiation types
Case: orange
1. Integrative and distributive
2. Positional; hard or soft (animals) http://www.youtube.com/watch?v=WMl4kYmkx94&feature=related
3. Win-win (8 videos a 1,5)
http://www.monkeysee.com/play/3801-how-can-i-practice-negotiation-skills-that-let-both-sides-win
4. Principle: joint problem solving Low trust win-loose High trust win-win
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Case visa Two students travel from Iran to Armenia No visa Visa issued at the border Table stating the price of visa: 30$ Armenians and Iranians pay 30$
Police officer say; visa for others is 50$ Long procedure; 3 hours Negotiations start about the price Time is running..............
The only other foreigner from Norway arranged thatstudents pay 30$
How?
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Can we measure the results of
negotiations? #21. Yes, by independent standards
2. Prices, laws, industry practice, costs,precedents, other offers, equaltreatment
3. Select them before negotiations
4. Use internationally recognized ones
5. Not all equal
6. Shield protecting
7. Sword gaining the best results
8. Video Standards; 13
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Are positions = interests? What are positions? Positions is what I say to want
Wants - needs What are interests?
Interests are why I want it, motivations, aspirations
Look behind positions for interests ( window case,Sinai...)
Listening more important than talking
Paraphrasing
Ask why, why not, what is wrong with.... Put yourself in theirs' shoes
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What skills do you need for
negotiations?
Negotiating is dealing with people
Communications
Psychology
Turning point; to leave or to sign
last 5 minutes
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Circumstances are important
Lecture at
FDV
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People1. Separate people from the problem2. Balance emotions and reason
3. Perception may be different
4. Step in their shoes
How would you feel in such a case? (toldhim Obamas mother; p. 70)
I is better than you must
5. If concentrating too much on the problem, youforget people
6. Test; listening skills
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When to leave negotiations?1. When alternative is better!!!
2. Best alternative to negotiated agreement(BATNA)
3. Know yours and other sides
4. One, not many
5. Improve it
6. Better than bottom line; more flexible
7. Better BATNA, more powerful you are
Video; 17
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I wish you success in negotiating
Remember:
You are valued by the ability to articulate
the problem not by your knowledge
And by how you can negotiate your
objectives, capabilities