ASPECTS OF
NEGOTIATION
-
What are
the advantages and disadvantages of integrative negotiation
(win-win) versus distributive negotiation
(win-lose)?
-
What are the
various styles of
conflict management and when should I use
which one?
-
When
is compromise right and when isn’t it?
-
How can I identify
my best alternative to an agreement before the negotiation starts?
-
What are the interests behind
my counterpart's position?
-
What are some
manipulative tactics that some negotiators use and how
can I resist
them?
-
What is some effective
language to use in cross-cultural negotiating situations?
|
Integrative
Negotiation
This method of negotiating
is also called
Principled
Negotiation.
It
was developed at Harvard University around 1980
and presented to the public in the
classic business book Getting To Yes.
It
has been widely adopted in western business as a
basis for seeking creative, win-win solutions.
Participants learn the strategies of
integrative negotiating by viewing a training video.
Participants practice the strategies of
integrative negotiating by playing roles in simulated negotiations.
|
Distributive Negotiation
Also called
Competitive Negotiation, this is the win-lose approach.
It is useful when fixed sums must be divided and creative solutions are not
possible.
Participants learn and practice distributive tactics as well as
counter-tactics
in order to be prepared against unscrupulous
negotiators.
|