negotiation what can we negotiate about definition of negotiation ä 1. two or more parties ä 2....
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NegotiationNegotiation
What can we negotiate aboutWhat can we negotiate about
Definition of NegotiationDefinition of Negotiation
1. Two or more parties1. Two or more parties2. Exchange goods or services2. Exchange goods or services3. Agree the exchange rate for 3. Agree the exchange rate for
them them
Principle of Negotiation
•Concerns the other person’s interest and needs.•Communication your concerns, fears, needs and wants.
•Setting objective Bottom line Reasonable line Top line
Strategy of NegotiationStrategy of Negotiation
•Reasoning
•Emotional Appeal
•Good and bad guy
•Creditability
For example(study aboard)For example(study aboard)
Case 1: Leon and his fatherPlace: Place: Leon’s homeLeon’s home
Time: Time: 7/8/857/8/85
Characters: Characters: Leon Leon Lai & his fatherLai & his father
Event: Event: Domestic Domestic agruementagruement
Result: Result: Leon criedLeon cried
PrinciplePrinciple
Father Leon
Setting objective
ConcernInterest
Communicateconcern(Fears)
1: Money2: Leon’sbright future
1: Leon commit suicide 2: Broken relationship
1: Increase competitiveness 2: Independence
1: Broken relationship2: work early
1: Bottom line2: Reasonable line3: Top line
1: Bottom line2: Reasonable line3: Top line
The negotiation processThe negotiation process
Leon’s strategies:Leon’s strategies:
1: Good & bad guy• mother and Leon
2: Emotional appeal
For example(Coke company)For example(Coke company)
Case 2: Manager and employeesPlace: Place: Shatin Coke Shatin Coke
factoryfactory
Time: Time: 7/12/987/12/98
Characters: Characters: Labour Labour Union & ManagerUnion & Manager
Event: Event: meeting failuremeeting failure
Result: Result: 15 min strike15 min strike
Principle Principle
Manager Labor Union
Settingobjective
Concerninterest
Communicationconcern(Fears)
1. Reduce production cost 2. Enhance the productivity
1. Strike 2. Morale
1. Bottom line2. Reasonable line3. Top line
1. More leisure time2. Release work load
1. Bottom line2. Reasonable line3. Top line
1. Fire 2. Bad record
The negotiation process The negotiation process
The manager’s strategies:
1: Win-Win situation
2: Reasoning - Downturn of the economy
3: Creditability
ConclusionConclusion
Setting objectiveSetting objective other’s interest other’s interest
and needs.and needs.Communicate to Communicate to
other’sother’s
Emotional Emotional AppealAppeal
ReasoningReasoningGood and bad Good and bad
guyguyCreditabilityCreditability
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