Professional Documents
Culture Documents
The Nature of Negotiation
The Nature of Negotiation
Substance goals.
Outcomes that relate to content issues.
Relationship goals .
Outcomes that relate to how well people involved in the
negotiations and any constituencies they represent are
able to work with one another once the process is
concluded.
THE NEGOTIATION PROCESS
Prenegotiation
Post negotiation
PRENEGOTIATION
Who is to negotiate?
Individual approach
Team approach
Spokesperson, recorder, experts.
The venue
Buyers should expect vendor [Lyson]
Home ground
Easy access to files
Expert advice facilitated
PRENEGOTIATION
Intelligence gathering
ascertaining respective strengths & weaknesses.
Relative data assembly (cost, sales, production etc)
preparing presentable data (charts, graphs etc)
Negotiation objectives
Specific
Clarification
Stage two:
Negotiation range
(adversarial/collaborative)
Stage three:
Agreement of common goals.
THE ACTUAL NEGOTIATOIN
Stages & Techniques
Stage four:
Problem identification
• Solutions being put forward
Removal of barriers
• Determination for concessions
Reviewing and reconsideration
Deadlock
Stage five:
Same as first part of ‘post negotiation’
POST NEGOTIATION
Statement of agreement
Procedures established
To monitor the implementation
to deal with arising problems
Negotiation Post-mortems
Satisfaction extent and improvement opportunities
Cost reduction possibilities
Usefulness of efficient methods
ETHICS IN NEGOTIATION
“these replies are typical, the meaning of ethics
is hard to pin down and the views many people
have about ethics are shaky how can you equate
ethics with your feelings, being ethical is clearly
not a matter of following ones own feelings and
in fact feelings frequently deviate from what is
ethical”.
Professor Raymond
Harvard Business School
What is Ethics?
Is the branch of
Philosophy that defines
what is good for the
individual and for society
and establishes the nature
of obligations or duties
that people owe
themselves and one
another.
Aristotle
Why Ethics in Negotiations?
its all about …
Trust
Relationship
Fair
Honest and Openness
Reflection
Unethical Issues In Negotiations
Includes…….
Lying
Bribes
Kickbacks
Corruption
Threats
HOW TO IMPLEMENT
ETHICS
Ethical Codes
“The very exercise of developing a code is in
itself worthwhile; it forces a large number of
people...to think through in a fresh way about
their mission and the important obligations
they as a group and as individuals have with
respect to society as a whole.”
Jane Gibbs
Chartered Institute of Purchasing and Supply
ARE THEY…….
QUESTIONS
http://www.akri.org/services/images/negotiate.jpg
http://web.indstate.edu/ctl/TAGA/devo/conflict/toyes/ne
gotiation.jpg
www.monetarystress.com/. ../negotiation.html
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