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  • Negotiation: Working With and Against Others

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    John Britton
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    The document outlines the six main steps of negotiation: 1) preparation, 2) building the relationship, 3) exchanging information and first offers, 4) persuasion, 5) concessions, and 6) agreement. It provides details on tasks and tactics involved in each step, such as knowing your objectives, sending the right team, making the first offer, using promises or threats to persuade, and making concessions to reach a final signed agreement. Personal traits like flexibility, empathy, and patience are also noted as important for successful international negotiators.

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    Negotiations

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    The document outlines the six main steps of negotiation: 1) preparation, 2) building the relationship, 3) exchanging information and first offers, 4) persuasion, 5) concessions, and 6) agreement. It provides details on tasks and tactics involved in each step, such as knowing your objectives, sending the right team, making the first offer, using promises or threats to persuade, and making concessions to reach a final signed agreement. Personal traits like flexibility, empathy, and patience are also noted as important for successful international negotiators.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as ppt, pdf, or txt
    204 views9 pages

    Negotiation: Working With and Against Others

    Uploaded by

    John Britton
    The document outlines the six main steps of negotiation: 1) preparation, 2) building the relationship, 3) exchanging information and first offers, 4) persuasion, 5) concessions, and 6) agreement. It provides details on tasks and tactics involved in each step, such as knowing your objectives, sending the right team, making the first offer, using promises or threats to persuade, and making concessions to reach a final signed agreement. Personal traits like flexibility, empathy, and patience are also noted as important for successful international negotiators.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as ppt, pdf, or txt
    of 9

    Negotiation

    Working with and Against Others

    Chapter 11
    STEP 1: PREPARATION

    STEP 2: BUILDING THE


    RELATIONSHIP

    STEP 3: EXCHANGING
    INFORMATION/FIRST OFFER

    STEP 4: PERSUASION

    STEP 5: CONCESSIONS

    STEP 6: AGREEMENT
    STEP 1:
    PREPARATION
     Is the negotiation possible?
     Know what your company wants

     Know the other side

     Send the proper team

     Agenda

     Prepare for a long negotiation

     Environment

     Strategy
    STEP 2: BUILDING THE
    RELATIONSHIP

     No focus on business
     Partners get to know each other
     Social and interpersonal exchange
     Duration and importance vary by
    culture
    STEP 3: EXCHANGING
    INFORMATION AND FIRST
    OFFER

     Task-related information is
    exchanged
     First offer
    STEP 4: PERSUASION

     Heart of the negotiation process


     Attempting to get other side to agree
    to a position
     Numerous tactics used
    VERBAL AND NONVERBAL
    NEGOTIATION TACTICS
     Promise  Commitment
     Threat  Self disclosure
     Friendship  Question
     Warning  Command
     Reward  Delaying
     Punishment  Interrupting
     Normative appeal
    STEPS 5 AND 6: CONCESSIONS AND
    AGREEMENT

     Final agreement: The signed


    contract, agreeable to all sides
     Concession making: requires that
    each side relax some of its
    demands
    THE SUCCESSFUL INTERNATIONAL
    NEGOTIATOR: PERSONAL TRAITS

     Tolerance of ambiguous
    situations
     Flexibility and creativity
     Humor
     Patience
     Empathy
     Bilingual

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