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Diplomatic Academic of London Management Presentation

Diplomatic Academic of London Management Presentation. Tanya Cole January 2002. Effective Negotiation Skills. Introduction. Overview Key Issues Application Skill Base Case Studies Limitations Guidelines & Reading List. Overview. What are the skills ? What is negotiation ?

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Diplomatic Academic of London Management Presentation

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  1. Diplomatic Academic of London Management Presentation Tanya Cole January 2002 Effective Negotiation Skills

  2. Introduction • Overview • Key Issues • Application • Skill Base • Case Studies • Limitations • Guidelines & Reading List

  3. Overview • What are the skills? • What is negotiation? • Theories • When is it used? • What are the rules? • 3Ps

  4. Patience Patience Patience

  5. Key Issues • Preparation: Who are the Stakeholders? • Framework: What are the Priorities? • Process: What is Appropriate for the Given Situation? • Working Strategies: What is the Real Message?

  6. Application • Identify the Phases • Conduct Reality Check • Agree on the Procedures • location • timing • issues • team • Insist on Objectives • Apply the Rules

  7. Application • Identify the Phases: • Preparation: What do you want? • Debate: What do they want? • Proposal: What can you get? • Bargaining: Convergence, What will you trade, offer, bargain, concede, limits?

  8. Application • Reality Check: • Verify & Confirm: • Culture • Country • Linguistic Needs • Know where you been and where you are going • Balance needs vs trust • Clarify elements of agreements

  9. Rules: Getting to Yes • 1O Rules • 1: Accept the Past, Move Forward • 2: Have a Vision • 3: Be Prepared; Do your Homework • 4: Leave Prejudices at Home; Focus on What is Just. • 5: Know your Bottom Line and Honor Agreements

  10. Rules: Getting to Yes • 1O Rules Continue • Rule 6: Understand the Nuances of the Negotiating Language • Rule 7: Remember: Hidden Agenda, Objectives, Pressures, Culture Norms • Rule 8: Recognise the Impact of Location • Rule 9: Factor in the Cost/Presence of Corruption/Gifts • Rule 10: Be Prepared and Know When to Walk Away

  11. Skill Base • Use the CDR Approach • Cooperation • Dispute • Resolution • Demonstrate Leadership • Vision • Effective Communication • Sensitivity • Focused • Objective Driven • Adaptable • Flexible • Tactics vs Alternatives • Use Debating Skills

  12. Case Studies • EU Bickering Snarls Summit • The EU Stands Divided • IT DAL Project Team • Issues: • Lack of Plan • Culture • Perspective • Interest • Sources: Herald Tribune Dec. 17, 2001 DAL Coursework 2001/2

  13. Recommended Readings • Competitive vs Non-Competitive Negotiations, Negotiate in French and English , (Pamela Sheppard and Bénédicte Lapeyre) • Cultures and Organisations: Software of the Mind (Hofstede,G, Fontana, 1991) • Getting The Most out of Visiting, Living and Working in France, 2nd; Edn.(Polly Platt, Culture Crossings, 1998) • Getting to Yes (Rojer Fisher & William Ury, Boston: Houghton-Mifflin, 1981) • International Management, 2nd; EDN.Chaps 1-3, Cultural issues, Chapter 11 Negotiations, (Richard Mead, London: Blackwell Business, 1998) • Integrative vs Distributive, A behavioral Theory of Labor Negotiations (Walton and McKercie, New York, McGraw-Hill,1965) • Limited Rationality (La Negotiation, Jacques Rojot: Paris, Librairie Vuibert, 1994) • Négocier avec Succés,(Maurice Hamon, Paris: Editions nations, 1994 • Negotiation (R. Lewicki & J. Litterer, Homewood, Illinois: Irwin Publishers, 1980) • Skills of Management, Chapter 15 Negotiating Skills ( David W. Rees and Christine Porter, London: Thompson Learning, 2001 • The 7 Habits of Highly Effective People (Stephen R; Covey, New York: Simon & Schuster, 1989) • World Class Negotiating (D. Hendon, R. Hendon, New York: John Wiley & Sons, 1990)

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