PPT-Negotiation: The Mind and Heart

Chapter 4 Dr Senem SÖNMEZ SELÇUK One thing that business scholars and business people are in complete agreement on is that everyone negotiates nearly every day Getting to Yes Fisher amp . Bungalow Island Resort. EFFECTIVE COMMUNICATION SKILLS. Objectives:. Define . and understand communication and the communication process List and overcome the . filters/barriers . in a communication . Joanne Greenaway. Jo.greenaway@virgin.net. What is negotiation?. Your negotiation style. Margaret Thatcher “I am extraordinarily patient, provided I get my own way in the end. .”. Emotional. Hard-nosed/tough/macho . Positions/. Intetersts. Today’s Agenda. Reading Quiz 1. Closed note, closed book – AT THE END OF CLASS ( you are welcome). Interests and Positions. Debrief . Texoil. Texoil. What were the BATNAs for each party?. Objective. Explain What is Negotiation. Explain the Basic Principles of Negotiation . Describe the Benefits of Negotiation. Explain the Types of Negotiation Strategies . Explain the Stages of the Negotiation Process. Today’s Agenda. Midterm info. Preparation . in negotiation. Effective communication. Biases in negotiation. Negotiate . El . Tek. Exam. Takes place in class. Partners assigned at random. Will receive role on paper and partner email address . First—. The Cross-Cultural Conference Room. :. What cultural differences do you see?. What might be some attributions, perceptions of each side?. Does the discussion reflect or contradict Ting-Toomey’s face-conflict negotiation theory?. Main take-. aways. Principles of negotiation can be used in any situation of interpersonal conflict. Principles. Negotiate over issues, not positions. Separate people from the problem. Expand the pie (integrative negotiation) before dividing it (distributive negotiation); . Hosted by the Equity Committee, AIA Baltimore. S. p. e. a. ker. :. St. a. c. e. y. . B.. . L. e. e. . J. .D.. A. s. s. ista. nt. Profe. s. sor. Jo. h. ns H. o. p. k. in. s. . C. a. rey. . Sc. h. Learning Advanced Negotiation Techniques by Playing Your Part. Welcome: Acquiring Advanced Negotiation Skills. WHAT WE WILL ACHIEVE. :. Augmenting Existing Skills so Successful Outcomes Occur in both Transactions and Litigation. Negotiation Skills Mahesh Sharma, MPA, ICMA-CM, MASCE City Administrator City of Raytown Learning Objectives Understand the purpose and importance of negotiation What are the different phases of negotiations 1. Dennis Kafura – CS5204 – Operating Systems. Motivation. Two remote interacting parties will disclosure information to each other only when each has established an appropriate level of trust in the other.. Reprint 99304 Turning Negotiation into aCorporate Capabilityby Danny Ertel Reprint 99304 FASE: . Dept. . IRD. International . Negotiation and Mediation . Code: IRD 402. Week 5 . negotiation: . Process and strategies. He Educator. Dr Neville D’Cunha. Professor of IRD. IRD . 402 N:PS. Topic 1. Dept. IRD. International . Negotiation and Mediation . Code: IRD 402. Week 4: . negotiation: forms and models. Educator. Dr Neville D’Cunha. Professor of IRD. IRD 402: INM. Negotiation among states and other actors remains one of the most central...