Negotiation Strategy and Skills –
Setting the stage
Tactics:
- Don't’ under-estimate the importance of meeting in person: Vital for building trust, particularly as a first interaction
a. No calling, messaging, emailing; Face-to-face as possible as you can - Before you begin: manage the physical space
a. Opposite position for two independent group is more likely to be the fight when they are on each side of table
i. Like parliament debate between party - Get off a good start:
- Identify the ZOPA:
- Propose package:
- Before you sign the dotted line:
Cross-cultural negotiation:
- Increase the awareness of culture
- Norms approach
- Interact culture in role play
- Pulling their own lesson/experience
- Knowledge their culture/ social norm
- Net culture: understand/ up to the minute/ reference
Influence another side after influence ourselves
- Keep an eye on the price/important context
Peace in the Middle East? Problem and Possibilities
Lessons from a great negotiator: a conversation with Senator George Mitchell
- strategy in negotiation:
o gain trust
o establish the context for all to negotiate
? common rules
o morning hour: get out of your system and arrange your work
? unlock the position and listen to the other sides for any other unrelated talk then for their topic ignorance in the consideration of the information
o parallel de-commission:
? half and move the context between two sides and help construct rather than priority commission
? keep their opinion but the others can be joined into it as the general agreement for each other
o Forum election: get vote and support from the group, and their opinion and expectation as well
o Maturely principle:
? Adjust their commitment to be accepted
? Commit to the public as the stress to keep their saying
o The situation in emotion:
? fear factor: the worst result if …. Or …
? fairness for each party by neural on the judgment
