NEGOTIATION BASIS

... NEGOTIATION BASIS Trỡnh baứy: Th.sú Buứi Quang Vúnh Game: Thuỷ thủ đoàn lạc vào hoang đảo Thương ... nghò - Nghệ thuật tiếp nhận đề nghò - Sắp xếp lại các đề nghò  Thương lượng  Kết thúc NEGOTIATION  Vùng thương lượng  Các chiến thuật thương lượng: - Chia nhỏ - Thiện chí Hợp tác -...

... Taking Negotiation Talents GlobalChapter 10 OutlineImportance of CultureGlobal Mind­SetEstablishing TrustCollectivism vs. IndividualismCultural DimensionsImportance of Manners – EtiquetteRole of EmotionFamiliarity of CultureRules for Cross­Cultural Negotiation ... OutlineImportance of CultureGlobal Mind­SetEstablishing TrustCollectivism vs. IndividualismCultural DimensionsImportance of Manners – EtiquetteRole of EmotionFamiliarity of CultureRules for Cross­Cultural Negotiation Importance of CulturePatterns of personality exist for groups sharing a common cultureDuring socialization, individuals pick­up knowledge, ideas, values, beliefs, phobias, and anxieties of their societyMost cultural norms are absorbed subconsciouslyCross­cultural negotiations require extensive intelligence gathering and flexibility ... CulturePatterns of personality exist for groups sharing a common cultureDuring socialization, individuals pick­up knowledge, ideas, values, beliefs, phobias, and anxieties of their societyMost cultural norms are absorbed subconsciouslyCross­cultural negotiations require extensive intelligence gathering and flexibility Global Mind-SetImportance of Patience•Cross­cultural agreements typically take longer•Time may not be linear – but polychronic or circular with no beginning nor endIdentify types of strategies or tactics that may be utilized in various cultures...

... effectively and responsibly. The applicability of the science of social influence to mediation and negotiation is corroborated by the overlap between the research outcomes and the practices that ... they themselves are courteous and forthcoming rather than combative and uncooperative during negotiations. Mediators can build on the felt obligation to reciprocate by encouraging each side ... they themselves are courteous and forthcoming rather than combative and uncooperative during negotiations. For more information please call 480.967.6070 or visit www.influenceatwork.com...

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... • Mi bên th 3 nh môi gii gia hai bên – assist in negotiation • Mi bên th 3 tr giúp trong quá trình thng tho – Assist party in negotiation • Hai bên đàm phán tìm ra cách gii quyt ... Right Decisions VIM.EDU.VN Move Ahead Competitors 2- Chun b đàm phán Din tin đàm phán – flow of negotiation ...

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... rights reserv ed. CHAPTER ONE The Nature of Negotiation Introduction Negotiation is something that everyone does, almost daily 1-3 Negotiations Negotiations occur for several reasons: • To ... bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words: • Bargaining: describes the competitive, win-lose situation • Negotiation: ... solution to a complex conflict 1-5 Three Important Themes 1. The definition of negotiation and the basic characteristics of negotiation situations 2. Interdependence, the relationship between people...

... rights reserv ed. CHAPTER FOUR Negotiation Strategy and Planning Goals – The Focus That Drives Negotiation Strategy • Determining goals is the first step in the negotiation process • Negotiators ... time? • How do the tactics affect the development of the negotiation? 4-12 Understanding the Flow of Negotiations: Stages and Phases Negotiation proceeds through distinct phases or stages • ... Collaboration – integrative, win-win negotiation • Accommodation – involves an imbalance of outcomes (“I lose, you win”) 4-11 Understanding the Flow of Negotiations: Stages and Phases • How...

... Inc. All rights reserv ed. CHAPTER SEVEN Finding and Using Negotiation Power Why Is Power Important to Negotiators? Seeking power in negotiation arises from one of two perceptions: 1. The negotiator ... 7-15 Contextual Sources of Power Power is based in the context, situation or environment in which negotiations take place. • BATNAs – An alternative deal that a negotiator might pursue if she or...