What would that mean to you What bothers you most about that situation How does

What would that mean to you what bothers you most

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What would that mean to you? What bothers you most about that situation? How does it affect you when that happens?
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Recognizing and working with interests: Substantive interests : include everyone’s interests in defining problem; look for creative solutions to satisfy all needs. Procedural interests : treat party fairly and with respect. Psychological interests : acknowledge feelings and clear misunderstanding
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Risk Analysis BATNA- Best Alternative to a Negotiated Agreement WATNA- Worst Alternative to a Negotiated Agreement PATNA- Probable Alternative to a Negotiated Agreement Negotiation Planner
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Negotiation Planner – 1. list needs and concerns of parties 2. BATNA, WATNA, PATNA 3. Options Tim Ting Mansion is a commercial and residential complex built 30 years ago. G/F to 3/F were let to a corporate tenant who used the premises as a restaurant where a huge fish tank was built on the canopy on 1/F immediately over the public side walk. Five years ago, when the tenant removed the fish tank, the canopy fell and killed 5 pedestrians. The victims’ family sued the Incorporated Owners (individual owners), the Management company, the restaurant owner, the Developer and the fish tank contractors. The court has decided that the victims would be compensated in the sum of HK$30 million payable by the individual owners and the Developer of the building since the rest of the defendants were all bankrupt. The Developer has paid the whole sum out of their own pockets and was asking the individual owners to reimburse them the sum of HK$20 million being their share of the judgment compensation, interests and legal costs.
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Strategies in Negotiation Risk Analysis – BATNA, WATNA, PATNA Recognising Dirty Tricks Responding to Excessive Claims The last gap
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Basic Principles of Solution Focused Brief Therapy: A totally non-judgmental approach A deep respect for human strengths Use exceptions to the identified problems as a clue to finding solutions – create doubt about the presenting problem Positive connotation- by compliments Possibilities and change Empowerment and recognition Tell another story – a social constructivist world view
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Stages in helping (Egan, 2001) Stage 1 The present scenario Tell the story, Focusing,New perspectives Stage 2 The preferred scenario New scenario, Critique, Choice &commitmen t Stage 3 Helping clients act Brainstorming &Formulating a plan
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Language of Empowerment 1. Empowerment is a process through which clients obtain resources whether personal, organizational, and community – that enable them to gain greater control over their environment and to attain their aspirations. 2. The goal of empowerment is to increase client’s personal, interpersonal, and/or political power so that they can take action to improve their situation.
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Communication: Based on perception, thinking and talking Perception based on sensory data : sight, sound, feeling, taste and smell Reality based on our interpretation of perception and is not the experience itself
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