NEGOTIATION+TECHNIQUES,+KEMKEU,+MARCH+2010

NEGOTIATION+TECHNIQUES,+KEMKEU,+MARCH+2010 - 1 NEGOTIATION...

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1 NEGOTIATION TECHNIQUES THE ART TO MAKE PEOPLE GIVE YOU WHAT YOU WANT
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2 NEGOTIATION DEFINED NEGOTIATION IS THE PROCESS WHEREBY INTERESTED PARTIES RESOLVE DISPUTES, AGREE UPON COURSES OF ACTION, BARGAIN FOR INDIVIDUAL OR COLLECTIVE ADVANTAGE, AND/OR ATTEMPT TO CRAFT OUTCOMES WHICH SERVE THEIR MUTUAL INTERESTS.
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3 ESSENTIAL ELEMENTS OF NEGOTIATION THE EXISTENCE OF TWO OR MORE PARTIES THEY SHARE AN IMPORTANT OBJECTIVE BUT HAVE SOME SIGNIFICANT DIFFERENCE(S). THE PURPOSE OF THE NEGOTIATING MEETING IS TO SEEK TO COMPROMISE THE DIFFERENCE(S).
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4 CHARACTERS OF NEGOTIATION A SPECIFIC KIND OF COMMUNICATION AN INTERPERSONAL SKILL PARTIES HAVE SHARED & OPPOSED INTERESTS RESULT IN WIN-WIN AGREEMENT THAT IS IN THE BEST INTEREST OF BOTH PARTIES
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5 CHARACTERS OF NEGOTIATORS CREATIVE EMPATHIC BUILDERS OF RELATIONSHIP EFFECTIVE NEGOTIATORS ARE USUALLY MADE NOT BORN
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6 KEY POINTS TO REMEMBER BEFORE NEGOTIATION 1.THERE ARE NO RULES. 2. EVERYTHING IS NEGOTIABLE. 3. ASK FOR A BETTER DEAL. 4. LEARN TO SAY “NO”.
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7 PRINCIPLED NEGOTIATION (Interest-based approach to negotiation) THIS APPROACH ADVOCATES FOUR FUNDAMENTAL PRINCIPLES OF NEGOTIATION: SEPARATE THE PEOPLE FROM THE PROBLEM; FOCUS ON INTERESTS, NOT POSITIONS; INVENT OPTIONS FOR MUTUAL GAIN; AND INSIST ON OBJECTIVE CRITERIA.
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8 EXAMPLE OF PRINCIPLED NEGOTIATION THE 1978 CAMP DAVID NEGOTIATIONS ISRAEL’S INTEREST LAY IN SECURITY; THEY DID NOT WANT EGYPTIAN TANKS POISED ON THEIR BORDER; EGYPT’S INTEREST LAY IN SOVEREIGNTY; SOLUTION: EGYPT GIVEN FULL SOVEREIGNTY OVER THE SINAI, BUT LARGE PORTIONS OF THE AREA DEMILITARIZED, ASSURING ISRAEL’S SECURITY.
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9 BILATERAL AND MULTILATERAL DIPLOMACY/ NEGOTIATION Participant Bilateral : two. Multilateral : More than two. Form. Bilateral : may be relatively informal. Multilateral : is always conducted in the form of international conferences.
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10 BILATERAL AND MULTILATERAL DIPLOMACY/ NEGOTIATION (CONT.) DURATION. BILATERAL: RELATIVELY SHORTER. MULTILATERAL : LONGER RESULT. BILATERAL: RELATIVELY MORE IMMEDIATE AND MORE CONCRETE. MULTILATERAL: AGREEMENTS ON GENERAL PRINCIPLES.
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11 EMOTIONS IN NEGOTIATION DISENTANGLE AND DEFUSE EMOTIONAL PROBLEMS: POSITIVE EMOTIONS INCREASE LIKELIHOOD FOR PARTIES TO REACH INSTRUMENTAL GOALS. FEELINGS OF EMPATHY IMPROVE UNDERSTANDING, FACILITATE COMMUNICATION. NEGATIVE FEELINGS IMPACT DETRIMENTALLY ON NEGOTIATION PROCESSES
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12 DIFFICULT FEELINGS/EMOTIONS DISTRUST ANGER FEAR CONTEMPT EMBARRASSMENT SHAME PRIDE DISAPPOINTMENT
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13 NEGOTIATION WITH YOURSELF . WE NEGOTIATE WITH OURSELVES ALL THE TIME; BETWEEN OUR CONSCIOUS (RATIONAL) AND OUR SUBCONSCIOUS (INTUITIVE) SELVES.
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NEGOTIATION+TECHNIQUES,+KEMKEU,+MARCH+2010 - 1 NEGOTIATION...

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