effective negotiation strategies to enhance business processes for australian and german mining...
TRANSCRIPT
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Effective Negotiation Strategies to enhance business processes for Australian and German mining Partners
Australian Embassy, Berlin26.03.2015
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About the speaker Petra Zlatevska LL.M.
Australian Solicitor admitted to practice 2005 (N.S.W.) and Berlin based Lecturer, Communications Trainer, Writer
Visiting Lecturer at Humboldt University Law Faculty, Negotiation Summer School program (2013 and 2014)
Email: [email protected]
twitter @petrazlatevska
www.petrazlatevska.com
Presentation Structure
Introduction to 4 key negotiation techniques using the Harvard “Principled Negotiation” Method
Cross-cultural communication tips to enhance better business outcomes
Example of a successful multi-party negotiation in mining context
Summary
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Getting to yes
PEOPLE – separate the people from the problem
INTERESTS - focus on interests, not positions
OPTIONS – generate a wide variety of possibilities before deciding what to do
CRITERIA- insist that the result be based on some objective standard
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PEOPLE – separate the people from the problem
Show empathy through role play
Act inconsistently with expectations
Listen actively ask “What is important to you and why is it important? ”
INTERESTS, NOT POSITIONS
Ask “Why?” by putting yourself in their shoes
Write down in 2 columns your interests and the other party’s
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GENERATING OPTIONS
Expand the orange analogy
Brainstorming to stimulate new ideas - don’t assess/criticise!
CRITERIA
Using objective criteria
Market value, precedent, scientific judgment/expertise, efficiency analysis
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BATNA
What ist your Best Alternative to a Negotiated Agreement
That is the standard against which any proposal should be measured
Will protect you from accepting terms too unfavourable
Real power in negotiation comes from how attractive it is to each party to not reach agreement/walk away from deal
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MULTI-PARTY MINING NEGOTIATION EXAMPLE
BHP (Xtrata) and Peruvian Indigenous groups - Tintaya Mine
3 year multi-party negotiation process, ended 2004
Historic terms: BHP agreed to contribute 3% annual revenue before taxes and royalties
to development of the Espinar province and other measures eg community development
fund, environmental impact studies
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Summary
PEOPLE – separate the people from the problem
INTERESTS - focus on interests, not positions
OPTIONS – generate a wide variety of possibilities before deciding what to do
CRITERIA- insist that the result be based on some objective standard
www.petrazlatevska.com
Contact
Petra Zlatevska LL.MAustralian qualified solicitor, Lecturer, Communications/Negotiation
training
Berlin, Germany
Email: [email protected] twitter @petrazlatevska
www.petrazlatevska.com