Download - Macedonia information management
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information management
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" ... (it) is a basic means of getting what you want from others. It is back-and-forth
communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed."(R.
Fisher, W. Ury: 1981)
NEGOTIATIONS
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TAKE-OFF : PRENEGOTIATION•1. AGREEMENT ABOUT NEED TO
NEGOTIATE
•2. SEARCH FOR AGENDA
•3. AGREE ON SET OF PRINCIPLES & OBJECTIVES
•4. AGREE ON RULES OF CONDUCT
•5. EXPLORE THE FIELD
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CRUISING : NEGOTIATION
•6. NARROW DIFFERENCES
•7. AGREE ON A FORMULA - in principle
•8. PRELIMINARIES TO FINAL PHASE OF DECISION-MAKING
•9. CLAIMING : CARVING UP
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LANDING : IMPLEMENTATION•10. AGREE ON IMPLEMENTATION
DETAILS
•11. RITUALIZE OUTCOME
•12. EXECUTE OUTCOME / AGREEMENT
• ***** CREATE CONTEXT FOR “RENEGOTIATION”
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"without communication there is no negotiation" (Fisher and Ury, 1981:
33)
"in essence, international negotiation is
communication" (Stein, 1988: 222).
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communication
information
knowledge
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cognitive advantage
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formal/informal
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written/unwritten
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value - credibility - authority
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language
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documents
treatiesEP report
council’s rules of procedure
proposal
agenda
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during negotiation
interventionsconversations
questions / answers
written proposals
information gathering
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EUROPEAN EUROPEAN COMMISSIONCOMMISSIONEUROPEAN EUROPEAN
COMMISSIONCOMMISSION
EUROPEAN EUROPEAN PARLIAMENTPARLIAMENTEUROPEAN EUROPEAN
PARLIAMENTPARLIAMENT
COUNCICOUNCILL
COUNCICOUNCILL
LEGISLATIVELEGISLATIVEACTACT
LEGISLATIVELEGISLATIVEACTACT
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multilevel networksmember states
council
council
parliament
parliament
commission
commissionEU institutions
pan-europeanorganizations
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