introducing negotiation

Thèmes abordés

Negotiation, intercultural negotiation, creative negotiation

Résumé du document

What is negotiation, what are the different negotiation attitudes and style, how to manage with differents styles and to succeed whatever the style of your patner is, how to find creative ideas to bring your negotiations at their best.

Extraits

[...] most obvious approach is to simply cut it in half, each person getting a fair share. if the negociators begin talking to each other, they can get better : the one wanting the juice for breakfast gets it all, the one wanting the rind for marmalade takes that part. this is still not a creative approch The new creative approach parable of the orange becomes a story about creativity when both parties decide to cooperate in planting an orange tree or even an orchard. [...]

[...] try to get ready for any new customer coming into your shop. You therefore prepare : - the questions you're going to ask them to establish the customer's needs Your task will then be to establish the customer's needs and to sum them up by reformulating. Exercise 2 work for an american film company. Your aim is to convince a French writer to sell his copyright on one of his novels to make a film from it. accepted to meet you, although you are not sure he's going to agree. [...]

[...] Emotions in negotiation Emotions play an important part in the negotiation process. Negative emotions can cause intense and irrational behavior ; conflicts to escalate ; negotiations to break down. Positive emotions facilitate reaching an agreement ; help to maximize joint gains. Positive effects People in a positive mood : - have more confidence ; - develop a higher tendency to use cooperative strategies ; - enjoy the interaction more ; - show less contentious behavior ; - use less agressive tactics ; - use more creative thinking, creative problem solving ; - have more respect for partners. [...]

[...] What conditions can bring to a negotiation ? parties (at least) dispute or a conflict (you can't negotiate with someone you agree with) will to overcome the dispute or the conflict and reach an agreement that can be a compromise or a new fruit 3 possible attitudes in negotiation INTEGRATIVE DISTRIBUTIVE HARVARD NEGOTIATION NEGOTIATION NEGOTIATION INTEGRATIVE NEGOTIATION are playing an integrative negotiation when : - you consider your partner as a friend ; - you are ready to give him whatever he wants or asks for ; - you don't even consider defending your own position ; - you want to reach an agreement at any cost (even if it should be a win-lose one) ; - you develop a subjective evaluation of positions. [...]

[...] the client talking. when you think you've got it Keep Reformulate Features and benefits Features Benefits Proofs = hard facts = what's in for them = elements conforting features and benefits (examples, testimonies, figures, appealing to senses : touching, hearing, demonstrating, testing, tasting . ) Meeting objections Listen and answer calmly Watch the body language Check they haven't misunderstood Prove you can deliver prepared to negociate the price Closing the sale Summarize what's been agreed Now your turn to play : exercise one work for an estate agent's. [...]