The problems and advantages of negotiationg in different situations.

1. The Negotiators
Members:
Mimi
Jingwei
Andrei
Marc

2. COALITIONS
3.8

3. What is the Purpose?
To join forces together behind a mutual
interest.
To work together for common effectiveness
and results.

4. Power of Coalitions
Everyone’s doing it
Wave of the future
Victory
Achievement

5. How to be Successful?
Choose a committed leader
Time required
Goodwill
Share the glory
Effectiveness

6. Guidelines for Effectiveness
Commitment Communication
Expertise on the Use offensive
subject matter rather than
defensive
Knowledge of how
the legislature Involvement
works
Latitude (a
Ability to plan commitment to go)

7. Potential Problems
One member Minor
dominates disagreements
Jealousy between Too formal
members
Too many meetings
Conflicting goals
Lack of follow-
Conflicting strategy through

8. Tips for Making Coalition
Work
Define issues and Plan of action
strategy
Resources and
Determine a budget
timetable
Tasks
Identify allies and
opposition Etc.
Select leadership
from within allies

9. Managing Many Parties
at the Table
3.9

10. Be aware of your
organization
Clear about the objects
Clear about the negotiating cards
Try to BALANCE the needs of the members

11. Work as a group
While the agent is representing the
organization, he/she also represents the
members.
Try to avoid the individuals to involve in the
negotiation, because their interests may
diverge from the organization’s.

12. The “wise” agreement
Each side must be willing to make
concessions
TRUST
Written agreement: benefits all sides
the deal will last

13. Take time to prepare
the negotiation
Spend more time brainstorming and examine
possible paths.
Find more people to involve.

14. Use your PRESTIGE
Avoid taking undue advantage
REPUTATION

15. Being tough
Being resilient and willing to stand up to
pressure
To know where is the right place to end up
the negotiation

16. NEGOTIATION ACROSS
CULTURES
5.0

17. Types of Negotiations in
all Cultures
Deal-making
Decision-making
Dispute resolutions
These types of negotiations are carried
out differently from one culture to
another.

18. Negotiation and
Outcomes
TYPE OF
NEGOTIATION OUTCOME
• Value-claiming • Distributive
• Value-creating • Distributive
• Integrating

19. Integrative Negotiation
Approach
Reaching an agreement that would
otherwise not be achieved.
OR
Reaching and agreement that is more
advantageous to all parties.

20. Culture and Negotiation
What is Culture?
The integrated pattern of human knowledge, belief, and behavior that
depends upon the capacity for learning and trasmitting knowledge to
succeeding generations.
Culture affects our Negotiation Fundamentals
Interests
Priorities
Strategies

21. Culture and Negotiation
Interests & Potential for Interests &
priorities integrative priorities
agreement
Culture A Type of Culture B
negotiator agreement negotiator
Strategies Patterns of Strategies
interaction

22. Negotiation Strategies
and Behaviours

23. Ways that Culture
affect Negotiation
Culture influences how people think, communicate, and behave.
Contract or Sensitivity to time:
Relationship? high or low?
Win-lose or Win-win? Emotionalism: high or
low?
Informal or formal?
Direct or Indirect?

24. Why Culture affects
Negotiation Strategy
Individualism vs Collectivism

25. Egalitarism vs Hierarchy
Power Distance

26. Low-Context vs High-Context Communication

27. Thank you