Isabella, Shunsaku, Matthew

Theory Techniques Emotions Global Negotiation

Structure Analysis Strategic Analysis Process Analysis Integrative Analysis

Distributive and Integrative Negotiation Winner take all vs. Everybody wins

Individuals Style of Negotiation Accommodating, Avoiding, Collaborating,

Competing, Compromising, Changing Location

Negotiation theory has not remained static.

Rapid changes in business change in negotiation theory.

Definition of negotiation:Communication for the purpose of persuasion or the

back-and-forth communication designed to reach an agreement between two or more parties with some interests that are shared and others that may conflict or are just different (Patton).

Questions needed to be asked:1. What can you do for me?2. What can I do for you?3. What do you want? And why do you want

this?

These questions will give you a foothold on the current situation.

“Winning” is not necessarily the final goal.

Must see the bigger picture and understand the underlying reasons.

Look further than your ego.

Negotiate on the basis of using objective criteria. 1. Frame eash issue as a mutual search for

objective criteria.2. Be both reasonable and open to reason as

to which standards should be used and how they should be applied.

3. Never bend to pressure, only to principle.

Does emotions play an important role? Traditionally, emotions are something

to be ignored, managed or even suppressed.

Recent studies might suggest otherwise.

Positive emotions. Negative emotions. How to manage emotions:

Acknowledgement. Dealing with emotions before the dispute. Use the emotions to your advantage.

The effect of emotions. Is emotions important in every

situation? Two conditions for emotional effect:

1. Identification of the affect: High motivation, high ability or both.

2. Determination that the affect is relevant and important for judgment: Either motivation, the ability or both are low.

Mark TomiokaNegotiation Professional at business field.He has negotiated in more

than 76 countries.He says there are negotiationtechniques in each countries.

“Take the initiative at a stretch”

Liven up the atmosphere and succeed

Be a pet and succeed

Let person be tired from crossfire, and get a consent.

A Short Introduction into Negotiation - By Matthias Prause, LL.M. (Training Director, Harvard Negotiators, Harvard Law School)

http://gilallouche.com/2008/10/tool-3-negotiations/ http://www.filife.com/stories/a-professor-explains-how-to-

negotiate http://www.beyondintractability.org/essay/emotion/ http://www.internetmediator.com/medres/pg24.cfm http://www.allacademic.com//meta/

p_mla_apa_research_citation/0/9/0/8/5/pages90859/p90859-1.php

Techniques to make Jew say “yes” – by Mark Tomita[san mark syuppan]