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Negotiation Skills I

Introduction. Negotiation Skills I. Martin Weisser weissermar@gmail.com. Outline. Introduction to the Course Possible Topics/Scenarios Defining Negotiation Identifying Requirements for Negotiation. Introduction to the Course. Aims: Identify Important Aspects of Negotiations

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Negotiation Skills I

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  1. Introduction Negotiation Skills I Martin Weisserweissermar@gmail.com

  2. Outline • Introduction to the Course • Possible Topics/Scenarios • Defining Negotiation • Identifying Requirements for Negotiation

  3. Introduction to the Course • Aims: • Identify Important Aspects of Negotiations • Develop Successful Strategies for • Researching Information • Presenting Relevant Information Orally & Visually • Presenting Options & Interests Through Diplomatic/Inoffensive Language • Develop the Relevant Skills for Negotiating Through Simulated Negotiations • Understand the Connection Between Oral Negotiation and Written Supporting Materials • Practise Oral Communication Skills in General

  4. Identifying Your Background • Who Are You? • What Have You Already Learnt? • What Kinds of Research Skills Do You Have? • What Would Be Most Useful to You on This Course? • How Can We Achieve This Together? • What Kind of Technology Can We Use?

  5. Assessment Ideas • negotiable, to some extent ;-) • project/scenario-based • groups of 2-3 people – 2 negotiating teams per topic • 1 group presentation, based on topic research • 1 simulated group negotiation between two ‘opposing’ teams • final exam? – yet to be decided

  6. Possible Topics/Scenarios • joint ventures (equal partners; unequal partners) • product developer/product producer or user (negotiating a new contract/conditions; re-negotiating an old contract for a new product) • service provider/service user (e.g. email provider/web hosting for a medium-sized company) • commissioned feasibility study (e.g. improving recycling/ environmental protection; housing/commercial development) • advertising agency/producing company • employers/employees (pay negotiations; overtime arrangements; better catering provisions; etc.) • trade negotiations (e.g. China-EU; China-US)

  7. What Is Negotiation? • communication between two people/parties • possible situations/(pre-)conditions • mutual interests vs. different interests • equal status vs. unequal status • prior dealings vs. new interaction • working definition:‘negotiation = communication that leads to agreement/compromise(s)’

  8. What Types of Negotiations Are There? • personal: e.g. buying/selling things • in a shop • privately • business negotiations: e.g. • service provider/consumer • joint venture • one-off vs. repeated/renewed

  9. What’s the Difference Between Them? • different types of ‘stakes’ • short-term success • long-term co-operation/benefits • different strategies • quick decisions • long-term planning • different backgrounds • etc.

  10. Identifying Requirements for Negotiation • understanding different goals, interests, background knowledge • one’s own • the other party’s • common ground • understanding possible outcomes • ideal results • less optimal results • least preferred/minimal options • defining unacceptable outcomes & alternative options (BATNA)

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