Negotiation Skills I Martin Weisser Introduction

Outline Introduction to the Course Possible Topics/Scenarios Defining Negotiation Identifying Requirements for Negotiation

Introduction to the Course Aims: –Identify Important Aspects of Negotiations –Develop Successful Strategies for Researching Information Presenting Relevant Information Orally & Visually Presenting Options & Interests Through Diplomatic/Inoffensive Language –Develop the Relevant Skills for Negotiating Through Simulated Negotiations –Understand the Connection Between Oral Negotiation and Written Supporting Materials –Practise Oral Communication Skills in General

Identifying Your Background Who Are You? What Have You Already Learnt? What Kinds of Research Skills Do You Have? What Would Be Most Useful to You on This Course? How Can We Achieve This Together? What Kind of Technology Can We Use?

Assessment Ideas negotiable, to some extent ;-) project/scenario-based groups of 2-3 people – 2 negotiating teams per topic 1 group presentation, based on topic research 1 simulated group negotiation between two ‘opposing’ teams final exam? – yet to be decided

Possible Topics/Scenarios joint ventures (equal partners; unequal partners) product developer/product producer or user (negotiating a new contract/conditions; re-negotiating an old contract for a new product) service provider/service user (e.g. provider/web hosting for a medium-sized company) commissioned feasibility study (e.g. improving recycling/ environmental protection; housing/commercial development) advertising agency/producing company employers/employees (pay negotiations; overtime arrangements; better catering provisions; etc.) trade negotiations (e.g. China-EU; China-US)

What Is Negotiation? communication between two people/parties possible situations/(pre-)conditions –mutual interests vs. different interests –equal status vs. unequal status –prior dealings vs. new interaction working definition: ‘negotiation = communication that leads to agreement/compromise(s)’

What Types of Negotiations Are There? personal: e.g. buying/selling things in a shop privately business negotiations: e.g. service provider/consumer joint venture one-off vs. repeated/renewed

What’s the Difference Between Them? different types of ‘stakes’ short-term success long-term co-operation/benefits different strategies quick decisions long-term planning different backgrounds etc.

Identifying Requirements for Negotiation understanding different goals, interests, background knowledge –one’s own –the other party’s –common ground understanding possible outcomes –ideal results –less optimal results –least preferred/minimal options defining unacceptable outcomes & alternative options (BATNA)