Introduction to International Negotiations



Yüklə 356,59 Kb.
səhifə1/5
tarix23.01.2023
ölçüsü356,59 Kb.
#80290
  1   2   3   4   5
13. International negotiations

International Negotiations

A.J.Ibaev


Negotiation is one of the most important global business skills
What is negotiations?
Two or more parties combining their conflicting points of view into a single decision of mutual interest.
Negotiation is about value claiming, value creation and trust building

Learning Objectives

  • Improved ability to negotiate
  • General strategy (mental model) for successful negotiation
  • Enlightened model of negotiation (fraternal twin)

Negotiation Skills as Core Leadership Competency

  • Key communication & influence tool for interdependent relationships (in & outside the company)
  • Most people are not very good at negotiation (e.g., over 80% of corporate executives and CEOs leave money on the table)
  • People don’t realize this

Conditions of negotiations

  • Perception of conflict
      • People hold different perceptions. Objective conflicts or perception of conflict
  • Communication opportunities
      • If people cannot communicate, they cannot negotiate. In explicit bargaining people communicate with one another. In tacit bargaining they coordinate through their actions.
  • Interdependence
      • People are interdependent if their actions affect others’ outcome. In the dyadic case parties must agree to the outcome to occur. Veto power to walk away.

The role of conflict

  • Predominantly negative
    • Competitive processes
    • Misperception and bias
    • Emotionality
    • Decreased communication
  • Positive aspects of conflicts
    • Discussing conflicts make people aware and able to cope with problems.
    • Create organizational changes
    • Promote awareness of self and other

Interdependence


Yüklə 356,59 Kb.

Dostları ilə paylaş:
  1   2   3   4   5




Verilənlər bazası müəlliflik hüququ ilə müdafiə olunur ©azkurs.org 2024
rəhbərliyinə müraciət

gir | qeydiyyatdan keç
    Ana səhifə


yükləyin