Negotiation Skills I

Martin Weisserweissermar@gmail.com

Introduction

Outline

• Introduction to the Course• Possible Topics/Scenarios• Defining Negotiation• Identifying Requirements for Negotiation

Introduction to the Course

• Aims:– Identify Important Aspects of Negotiations– Develop Successful Strategies for

• Researching Information• Presenting Relevant Information Orally & Visually• Presenting Options & Interests Through Diplomatic/Inoffensive

Language

– Develop the Relevant Skills for Negotiating Through Simulated Negotiations

– Understand the Connection Between Oral Negotiation and Written Supporting Materials

– Practise Oral Communication Skills in General

Identifying Your Background

• Who Are You?• What Have You Already Learnt?• What Kinds of Research Skills Do You Have?• What Would Be Most Useful to You on This

Course?• How Can We Achieve This Together?• What Kind of Technology Can We Use?

Assessment Ideas

• negotiable, to some extent ;-)• project/scenario-based• groups of 2-3 people – 2 negotiating teams per

topic• 1 group presentation, based on topic research• 1 simulated group negotiation between two

‘opposing’ teams• final exam? – yet to be decided

Possible Topics/Scenarios• joint ventures (equal partners; unequal partners)• product developer/product producer or user (negotiating a

new contract/conditions; re-negotiating an old contract for a new product)

• service provider/service user (e.g. email provider/web hosting for a medium-sized company)

• commissioned feasibility study (e.g. improving recycling/ environmental protection; housing/commercial development)

• advertising agency/producing company• employers/employees (pay negotiations; overtime

arrangements; better catering provisions; etc.)• trade negotiations (e.g. China-EU; China-US)

What Is Negotiation?

• communication between two people/parties• possible situations/(pre-)conditions– mutual interests vs. different interests– equal status vs. unequal status– prior dealings vs. new interaction

• working definition:‘negotiation = communication that leads to agreement/compromise(s)’

What Types of Negotiations Are There?

• personal: e.g. buying/selling things• in a shop• privately

• business negotiations: e.g.• service provider/consumer• joint venture

• one-off vs. repeated/renewed

What’s the Difference Between Them?

• different types of ‘stakes’• short-term success• long-term co-operation/benefits

• different strategies• quick decisions• long-term planning

• different backgrounds• etc.

Identifying Requirements for Negotiation

• understanding different goals, interests, background knowledge– one’s own– the other party’s– common ground

• understanding possible outcomes– ideal results– less optimal results– least preferred/minimal options

• defining unacceptable outcomes & alternative options (BATNA)