Date post: | 28-Oct-2014 |
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Negotiation
Interest: At least 2 stakeholders Mediator Hiding interest
Process: Synergology
Simulation
Case Soccer Team A and B is trying to
trade their players Team A wants a goal keeper Team B wants a strong striker
Options
Win-LoseTeam A gets strong goal keeper but
Team B compromise their first choice
Option
Lose-LoseDiscussion between two breaks
down Ends up with no solution
Option
Win-WinBoth teams get what they want
Be Theoretical
Persuasive Attractive Reliable Bring yourself and the target to
good relationship
Preparation
“ 交渉は準備が命!” ( Preparation is the core to negotiate )
Information (targets, targets’ respond)
Talking (confidence, loud clear voice)
Manage the Negotiation
Time management Bring win-win situation
BATNA
Does not concern about what should be achieved
The guide of what course of action should be taken
→Prevents from accepting an argument that is unfavorable
Relationships
Business relationship occurs with numerous groups
Know each others’ perspective well
Conclusion
Competitive → Creative Bring the negotiation to Win-Win Good luck☆