2. 1 Diplomatic Academic of London Management Presentation Tanya Cole January 2002 Effective Negotiation Skills

3. 2 Introduction n Overview n Key Issues n Application n Skill Base n Case Studies n Limitations n Guidelines & Reading List

4. 3 Overview n What are the skills? n What is negotiation? u Theories n When is it used? n What are the rules? u 3Ps

5. 4 Patience Patience Patience

6. 5 Key Issues n Preparation: Who are the Stakeholders? n Framework: What are the Priorities? n Process: What is Appropriate for the Given Situation? n Working Strategies: What is the Real Message?

7. 6 Application n Identify the Phases n Conduct Reality Check n Agree on the Procedures u location u timing u issues u team n Insist on Objectives n Apply the Rules

8. 7 Application n Identify the Phases: u Preparation: What do you want? u Debate: What do they want? u Proposal: What can you get? u Bargaining: Convergence, What will you trade, offer, bargain, concede, limits?

9. 8 Application n Reality Check: u Verify & Confirm: F Culture F Country F Linguistic Needs u Know where you been and where you are going u Balance needs vs trust u Clarify elements of agreements

10. 9 Rules: Getting to Yes n 1O Rules u 1: Accept the Past, Move Forward u 2: Have a Vision u 3: Be Prepared; Do your Homework u 4: Leave Prejudices at Home; Focus on What is Just. u 5: Know your Bottom Line and Honor Agreements

11. 10 Rules: Getting to Yes n 1O Rules Continue u Rule 6: Understand the Nuances of the Negotiating Language u Rule 7: Remember: Hidden Agenda, Objectives, Pressures, Culture Norms u Rule 8: Recognise the Impact of Location u Rule 9:Factor in the Cost/Presence of Corruption/Gifts u Rule 10: Be Prepared and Know When to Walk Away

12. 11 Skill Base n Use the CDR Approach u Cooperation u Dispute u Resolution n Demonstrate Leadership u Vision u Effective Communication u Sensitivity u Focused u Objective Driven u Adaptable u Flexible u Tactics vs Alternatives n Use Debating Skills

13. 12 Case Studies n EU Bickering Snarls Summit n The EU Stands Divided n IT DAL Project Team u Issues: F Lack of Plan F Culture F Perspective F Interest u Sources: Herald Tribune Dec. 17, 2001 DAL Coursework 2001/2

14. 13 Recommended Readings u Competitive vs Non-Competitive Negotiations, Negotiate in French and English, (Pamela Sheppard and Bénédicte Lapeyre) u Cultures and Organisations: Software of the Mind (Hofstede,G, Fontana, 1991) u Getting The Most out of Visiting, Living and Working in France, 2nd; Edn.(Polly Platt, Culture Crossings, 1998) u Getting to Yes (Rojer Fisher & William Ury, Boston: Houghton-Mifflin, 1981) u International Management, 2nd; EDN.Chaps 1-3, Cultural issues, Chapter 11 Negotiations, (Richard Mead, London: Blackwell Business, 1998) u Integrative vs Distributive, A behavioral Theory of Labor Negotiations (Walton and McKercie, New York, McGraw-Hill,1965) u Limited Rationality (La Negotiation, Jacques Rojot: Paris, Librairie Vuibert, 1994) u Négocier avec Succés,(Maurice Hamon, Paris: Editions nations, 1994 u Negotiation (R. Lewicki & J. Litterer, Homewood, Illinois: Irwin Publishers, 1980) u Skills of Management, Chapter 15 Negotiating Skills ( David W. Rees and Christine Porter, London: Thompson Learning, 2001 u The 7 Habits of Highly Effective People (Stephen R; Covey, New York: Simon & Schuster, 1989) u World Class Negotiating (D. Hendon, R. Hendon, New York: John Wiley & Sons, 1990)