Safa

26/11/2012

Introduction to International Negotiation

Class 1 Julian Bowers jbw@rouenbs.fr E116

Agenda

Introduction to negotiation – definitions and structure of negotiations Goals of negotiation Negotiation styles Negotiation vocabulary – Interests, Options, Proposals, Standards, Alternatives How to prepare for negotiations Negotiation Strategy NegotiationTactics and techniques The psychology of International Negotiations: Cultural considerations, Framing, Decision traps. WITH LOTS OF FUN EXERCISES!!!!!

1

26/11/2012

« We dont get what we want in this life, we get what we negotiate » Gary Karass

What is negotiation ?

NEC OTIA = NOT (at) REST = BUSY = BUSINESS Cf. French ‘Négoce’

2

26/11/2012

A more serious definition

In the broadest sense, negotiation may be defined as the process of resolving difference through mutually acceptable trade-offs Negotiation – nonviolent communication between two parties who may have conflicting and common interests in an attempt to reach an agreement that meets the goals of one or both parties.

Harvard Negotiation Project Definition Negotiation is the process of back and forth communication aimed at reaching an agreement with others when some of your interests are shared and some are opposed.

William Ury

3

26/11/2012

Why do we negotiate ?

Mostly, because we need to. We have no alternative.

What is the Primary goal of negotiation?

To get the best deal possible To get something better than you would have had without negotiation

4

26/11/2012

How do I make sure I get the best deal possible?

How do I make sure I get a good deal ?

Prepare – Prepare – Prepare Step One : Work out what I want

5

26/11/2012

L

I

M B

Like Intend Must Bottom Line

How to be ready

Set your objectives Your power Their power Can you influence the balance of power ?

6

26/11/2012

Influencing the balance of power

Threats Promises Destabilisers

(Deadline, Absent...