Unit 1 Preparing the ground

April20 EffectiveNetogiation 1 Unit1Preparingtheground April20 EffectiveNetogiation 2 Overview BackgroundinformationintroductionCommunicatingskills VCDviewingandcomparetwodifferentactionsinnegotiationCultureandtacticsinnegotiationLanguageknowledge listenandnotedowntheusefullanguagesusedwhengreetingpeopleNegotiationpracticethroughpairandgroupwork April20 EffectiveNetogiation 3 Backgroundinformation Natureofnegotiation Supposeyouaregoingtoattendanegotiation howshouldyouprepareforit April20 EffectiveNetogiation 4 Natureofnegotiation Whatdoyouknowaboutnegotiation Peopletalkinordertoreachanagreementwhichistotheirmutualadvantage goodforbothofthem definitionNegotiationisaskillwhichwehavealreadyusedtosomedegreealmostondailybasis Someonewhotakespartinnegotiationsisanegotiator andsomeonewhoisgoodatgettingwhattheywantisatoughnegotiator April20 EffectiveNetogiation 5 Natureofnegotiation TypeofnegotiationCustomer suppliernegotiationMergerortakeovernegotiationWagenegotiationTradenegotiationContractdisputesLabordisputesTradedisputesSinceeverythingisnegotiable therearesomanynegotiationstakingplaceanywhereandanytime April20 EffectiveNetogiation 6 Natureofnegotiation TheessenceofnegotiationInasuccessfulnegotiation thereshouldn tbewinnersandlosers Trytoreachawin winsolution anagreementofequalbenefittobothsidesBothsideshavesomethingtoofferandsomethingtogain April20 EffectiveNetogiation 7 Natureofnegotiation Thedifferencebetween negotiation and bargaining Sometimescanbeusedinterchangeably butnotintheinternationalbusinessnegotiationBargainingWin losesituationMaximizingbothsidesbenefitsbysacrificingtheother April20 EffectiveNetogiation 8 Natureofnegotiation Thedifferencebetween negotiation and bargaining NegotiationWin winsolutionsatisfactorytobothsidesProblem solvingapproach findasolutiontoacommonproblemBothsidesshareinformation findacommonandcomplementaryobjectivesacceptabletobothsidesBothsidesunderstandeachother spointofview April20 EffectiveNetogiation 9 Prepareforanegotiation Thegoldenruleforthenegotiationhavefewerpartnersandconductfewnegotiations butmakethestakesmeaningful April20 EffectiveNetogiation 10 Prepareforanegotiation HowtoprepareGetasmuchinformationaspossible theiretiquetteandnegotiatingstyles thewaypeoplenegotiateandwhattheyconsidertobeacceptableandunacceptablebehaviorInitialbargainingposition whatareyouneedsandobjectivesanddecideyourpriorities themostimportantobjectives Trytoestimatetheneedsandobjectivesoftheotherside April20 EffectiveNetogiation 11 Prepareforanegotiation HowtopreparePrepareafallbackposition conditionsyouwillacceptifyouroriginalobjectivesarenotmetDynamicsoftheparticularnegotiation youshouldknowwhentopresstheadvantageandwhentobackoff Uncertaintytoyouradvantage don tconveytoomuchinformationaboutyourbottomlineBecreative packagewhatyouwantinwaysthatwillbeacceptabletotheopponent April20 EffectiveNetogiation 12 Prepareforanegotiation HowtoprepareFocusongoals notonwinningKnowwhentoquitbargainingNeverforgetthatcooperationanddealingareongoingrelationshipsNegotiationisateamworkwhichneedsspecializedskills communicationabilityandteamspirit April20 EffectiveNetogiation 13 Prepareforanegotiation HowtosearchforinformationDatabase internet businessreport magazines newspapersThirdparties friends acquaintances businessassociatesThepartywithwhomyouaregoingtonegotiateandtheirassociates multiplecontactswithintheirorganizationandpiecetogethertheinformation April20 EffectiveNetogiation 14 Prepareforanegotiation KeystosuccessfulnegotiationEffectivepreparationCollaborativedecisionOut of thewaythinking April20 EffectiveNetogiation 15 Prepareforanegotiation Negotiationscenarioatthebeginningofthenegotiation followthesestepsMeetandgreetrepresentativesoftheothercompanyandintroduceyourcolleaguesOffercoffeeandsmalltalktocreatearelaxedatmosphereGotothemeetingroomandsuggesttheyougetdowntobusiness April20 EffectiveNetogiation 16 Prepareforanegotiation Negotiationscenarioatthebeginningofthenegotiation followthesestepsHaveaclearagendaandatimetableGivethebackgroundtothenegotiations TalkingaboutthesituationsisagoodwayofremindingpeopleofkeyfactsandissuesKickoffthenegotiationsbytalkingabouttheprioritiesoftheothersideortalkingaboutyourownrequirements April20 EffectiveNetogiation 17 Part Communicationskill GeneralunderstandingofthetwocompanieswhichareinvolvedinthenegotiationbeforetheVCDviewing April20 EffectiveNetogiation 18 Part Communicationskill Outsourcepaytohavepartofitsworkdonebyanothercompanye g Somecompaniesoutsourcetocheaperlocationstocutcosts Logisticsorganizationofacomplicatedactivity后勤Keeneagerorwantingtodoe g JoanwantedtogotoamoviebutIwasnotkeen April20 EffectiveNetogiation 19 Part Communicationskill Procurementobtainingofsuppliers取得 获得BuyingStickingpointthepointonwhichitisimpossibletoreachanagreementRedundancypeopledismissedthelossofjob April20 EffectiveNetogiation 20 Part Communicationskill Logofficiallyrecorde g ThePoliceComplaintsAuthorityhasloggedmorethan90complaints April20 EffectiveNetogiation 21 VCDviewing Beonone sguardagainstbecarefulPackageagroupofideas suggestionse g Thecompanyhasputtogetherapackageofpayandworkingconditions GetstuckinadifficultsituationKnocksb downtoreducetheprice April20 EffectiveNetogiation 22 VCDviewing RoomformaneuvertheopportunitytochangePlaysth byeartodealwithasituationasitdevelopsratherthanactingaccordingtoplansHeadhunttolookforsomeoneforajobe g Shewasheadhuntedbytherivalcompany DriveahardbargaintoexpectalotinexchangeforwhatyoupaySparringpartnersomeoneyouhavefriendlyargumentswith April20 EffectiveNetogiation 23 VCDviewing Question howdoyouthinkthenegotiationwillgo AndrewandKarendonothaveagoodcommunication distancebetweenthem havelittlephysicaloreyecontactAndrewandKarendonothavethesameagendaKaren focusonwholepackage shouldnotstuckonprice roomformaneuver fall backsituationAndrew paybyearSeanandAndrewhaveabadstart notclearwhenandwheretheymetAndrewforgetstointroduceKarenSeanandAndrewseparatefromFrancoisandKaren April20 EffectiveNetogiation 24 VCDviewing Question howKarenandAndrewhaveimprovedtheirpreparation InadequatepreparationDifferentagendaandprioritiesresultofinefficientcommunicationbeforethemeetingKarenfocusesonstrategy butAndrewonpersonalitiesKaren thinkaboutthewholepackage shouldnotbestuckonprice roomtomaneuver andpriorityisfall backposition April20 EffectiveNetogiation 25 VCDviewing Question ifyouwerethehost howwouldyouwelcomeyourguests Asthehost Francoisshouldtaketheinitiativeinmakingintroduction butsheseemsunsureofherroleSeantakesproactiveapproach butheseemshedoesnotremembertoomuchaboutAndrewSeanisimpatientandnotinclinedtosocialchit chat informalconversationaboutunimportantmatters Thinkabouthowimportantitistospendtimebuildingsocialrelationshipswiththeirbusinesscolleagues April20 EffectiveNetogiation 26 VCDviewing Question howdoesversion2showtheimprovement BothteamsaremorerelaxedwiththepositivebodylanguageIncreasedphysicalandeyecontactThegroupstandsclosertogetherduringtheintroductionsAndrewandKarenworklikeateam clearobjective andresponsibilitydistribution agreedstrategyBothSeanandFranscoisefunctionbetterasateamwhenmakingtheinstructions April20 EffectiveNetogiation 27 VCDviewing Question howdoesFrancoisemanagetheintroduction ShegetseveryoneinvolvedintheintroductionbygreetingKarenherselffirstLetSeanintroduceAndrewSmoothtransitiontothesmalltalkAndrewandSeanre establishtheircontact April20 EffectiveNetogiation 28 Part Cultureandtactics Q Doestheculturewillinfluencethewaypeoplenegotiate Andhow Respectyourownculture whiledevelopappreciationandrespectforother scultureCreatepositivenegotiationatmospherebyshowingunderstandingofother sculture April20 EffectiveNetogiation 29 Part Cultureandtactics Q whatisculture Cultureisthe waysofdoingthingshere Here maybeacountry anarea asocialclassoranorganization Corporateculture thewayaparticularcompanyworksCanteenculture thewaysthatpeopleinanorganizationthinkandtalk notapprovedbytheleadersoftheorganizationLong hoursculture wherepeopleareexpectedtoworkforalongtimeeachdayYoumustbecarefulofstereotypes fixedideasmaynotbetrue April20 EffectiveNetogiation 30 Part Cultureandtactics Whenyouarenegotiatingwithpeoplefromdifferentcultures itisimportanttothinkaboutwhattheyconsideras normalbehavior BodylanguageEyecontact howmuchofthetimedopeoplelookdirectlyateachotherGesture dopeoplemakealotoffacialgestures Howmuchdotheymovetheirarmsandhands ConversationalrulesDistancewhentalkingtopeopleGreetings goodbye dopeopleshakehands Anyfixedphrasestosay Humor isthisagoodwayofrelaxingpeople April20 EffectiveNetogiation 31 Part Cultureandtactics Whenyouarenegotiatingwithpeoplefromdifferentcultures itisimportanttothinkaboutwhattheyconsideras normalbehavior Hierarchy arepeopleaccessibleorremote Physicalcontact howmuchdopeopletoucheachother Relationshipbuilding arepeoplewillingtospendsometimeonsmalltalktobuildpositiveatmosphere Attitudetotime punctuality lunchbreaketc April20 EffectiveNetogiation 32 Part Cultureandtactics ReinforcetomakesomethingstrongerStereotypefixedideapeoplehaveaboutwhatsomeoneorsomethingislikeNicetysmalldifferenceDiffusespreadoutinmanydirections April20 EffectiveNetogiation 33 Cultureandtactics Discusswithyourpartnersandsummarizethemainfeaturesoftask orientedandpeople orientedcultures 5minutes April20 EffectiveNetogiation 34 Cultureandtactics Task orientedTimeefficientGodirectlytotheissuestobediscussed objectiveisclear Don twastetimeonnicetiesMaylackofthewholepicturecontrolbecausetoomuchfocusonthedetailsPersonalrelationshipignorance April20 EffectiveNetogiation 35 Part Cultureandtactics People orientedPeople sfeelingsbeingconcernedPositiverelationshipsbeingestablishedDiffusion noconcentrationonthemainissues Wasteoftime April20 EffectiveNetogiation 36 Part Cultureandtactics Questionnaires workinpairsandticklethequestionslistedonPage8 thendecidewhatkindofpersonyouareandwhatyoushouldbecarefulaboutifyouareinvolvedinanegotiationactivity April20 EffectiveNetogiation 37 Part Language Listentofourextractsandidentifywhethertheeachmeetingisformalorinformal Youaregiven10secondstopreviewthesituationsonPage8beforethelistening Also afterthatpleasefindoutthedifferencesbetweenthesefourextracts April20 EffectiveNetogiation 38 Part Language Appraisalanemployeemeetswiththemanagertodiscusstheirprogress aimsandneedsatworke g performanceappraisal jobappraisalInthemiddleofbebusywithe g SomeonephonedwhenIwasinthemiddleofbathingthebaby Appallingverybade g appallingweather April20 EffectiveNetogiation 39 Part Language UpturninanimprovementoradvantageouschangetoahigherlevelDownturnJet laggedfeelingtirednessafteralongjourneyinanaircraftThrowsomeoneinatthedeependsomeonestarttodosomethingnewanddifficultwithouthelporpreparation April20 EffectiveNetogiation 40 Part Language Groupwork