NEGOTIATION ESSENTIALS Life Skills for Business（对商业谈判基本生活技能）.pdfVIP

NEGOTIATION ESSENTIALS Life Skills for Business BY: JESSICA NOTINI Mediator, Facilitator, Trainer 1306 Summit Rd. Lafayette, CA 94549 (925) 938 – 5011 notini@pacbell.net notini©2008 1 Negotiation Defined • To confer or discuss with another with a view toward reaching agreement where some interests may be shared and some may be opposed • And interactive communication process that may be used whenever one person wants something from another and seeks their cooperation in obtaining it • A skill • Haggling or bargaining over limited resources • A useful way to resolve a problem or conflict notini©2008 2 Critical Negotiation Theory notini©2008 3 Collaborative vs. Adversarial Negotiation Collaborative/Interest-Based Adversarial/Positional • Focus on mutual gain • Focus on maximizing own gain • Seek underlying needs • Stay at position level • Joint problem solvers • View other as “opponent” • Separate the people from “the • Attack people rather than “the problem” problem” • Share information • Guard/Withhold information • Build relationship • Discount relationship or willing • Invent multiple options to sacrifice it in competition • Use objective criteria and • Drive for desired outcome principled