negotiation: its value in changing world
Post on 21-Jun-2015
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NegotiationIts value in a changing world
Negotiation
• The preeminent form of making decisions.
Leadership and Management
• As the world changes, negotiation is becoming the primary form of decision-making.– John Naisbitt and
Patricia Aburdene– Co-authors of
Megatrends 2000
Management & Leadership
• Communicate– Vision– Mission
• Decision Making– Buy in – Commitment
• Negotiate
Decision Structure
Old• Patriarchy• Centralized• Autocracy• Hierarchy• Dictate
New• Equality• De-centralized• Autonomy• Flat/Networks• Negotiate
People Skills
Problem Solving/Avoiding
Iterative
Buy in
Common Interests
BATNA
Domains
• Family• Work– Transactions– Deal making– M&A
• Politics• Law and legal disputes • Trade• International Relations• Diplomacy
Hierarchy
• Top down decision making
• Boss dictates• Rule based• Managing:– Up– Down– Laterally
Networked
• Cooperation• Buy in• Management by
agreement• Managing:– Up– Down– Laterally
• Vision/Mission• Negotiation
It is a question of Power
• And influence• From your perspective,
in your life situations and encounters: how do you meet your needs and self interests and those you are aligned with– Family– Friends – Company
Past life
• In a past life I must have been a king, because I like it when people do as I say and want.
• Hierarchical approach
We are all Negotiators
• Sell or buy:– a bicycle– Apartment
• Where to go:– to dinner– Vacation
• What movie to watch• Salary
Global
Pick a Negotiation
• From history• From current events• Business• International relations• Trade• Arbitrated• Legal• UN WTO
Analyze
• Expand the options• Might there be a better
agreement that was not explored or achieved?
• Zero Sum Games
Explore & Expand Options
• All ships rise on a rising tide
• Slices of a bigger pie• What are the interests
of both sides?
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