- •Lecture 1. Theoretical basis of negotiations
- •Seminar 1.
- •1. Let’s get acquainted astrological signs
- •2. 10 Tips for successful negotiations.
- •1. Be prepared
- •2. Understand the needs of your partners
- •10. Quit while you are ahead
- •3. What experienced negotiator must do.
- •Lecture 2. Negotiations
- •Seminar 2
- •The art of negotiation
- •How to change somebody’s mind
- •Making the deal: Women as negotiators
- •4. Women negotiators: Unleash your innate skills
- •6. Strategies of success formulated by world-known women
- •Lecture 3. Strategy and tactics
- •Seminar 3
- •The most powerful persuasion skill you will ever learn (criteria elicitation)
- •2. Negotiation: How to be right without making other people wrong
- •3.Negotiating skills: ask for more than you expect to get
- •Test “Do people like you?”
- •Count the sum. Excellent ---- 85-100
- •Lecture 4. Cross- cultural negotiations
- •Coping with Culture.
- •Seminar 4
- •Cross cultural aspects
- •2. Don’t be afraid of silence
- •3. National Styles of Negotiations
- •1. English 2. Chinese 3. American 4. French 5. Arabic
- •6. Spanish 7. Japanese 8. Italian 9. German
- •Test “Are you able to succeed in your life?”
- •The results
- •The results.
- •Lectures 5 & 6. A suggested model of negotiations
- •A suggested model of international negotiation
- •Seminar 5
- •1. Negotiating tactics: don’t let "good guy – bad guy" control the sales negotiation
- •2. Avoiding and accommodating in negotiation
- •Seminar 6
- •1. Determine your rate and negotiate carefully with unreasonable clients
- •2. Study the description of corporative codes and give your own examples. Corporative Ethical Codes
- •Ethical Code of “Coca Cola Company”
- •Professional Codes
- •Russian National Code of the Work in the Field of Computer Science and Telecommunications
- •Test “a Captain or a Soldier.”
- •The Results
- •Lecture 7. Turning points in international negotiations
- •Seminar 7
- •1. Let’s make a deal
- •2. Negotiation: forcing versus compromising
- •Test “How good are you at managing conflict”?
- •Lecture 8. Intergroup negotiations
- •Seminar 8
- •10 Qualities managers are looking for in hiring you
- •Games are a reflection of behaviour
- •Questions for discussion
2. Understand the needs of your partners
Your partner in this context is the other party in the negotiation. Your relationship with this party may not normally be described as adversarial, but for the purposes of this discussion we will view the negotiation as an adversarial relationship. Put yourself in your partner\'s shoes. What would they like to gain from the negotiation? Write down as many possible goals as you can think of. Prioritize your list in the order that you believe your adversary would.
3. Know what your needs are
What do you need out of the negotiations? More money? More flexibility? Better opportunities? Make a list of those things you would like to receive as a result of the negotiations. Refine and prioritize your list before starting the negotiation. Identify the items you are willing to negotiate and those items which are non-negotiable.
4. Most negotiations involve on going relationships
With the exception of large purchases, most negotiations involve parties involved in a long term relationship. Whether the relationship is family, friends or business associates, it will be necessary to continue to deal with your partner outside the context of the negotiation. Always be sensitive to the potential impact of your negotiations on these relationships.
5. Every negotiation is different
The key difference is the relationship you wish to have with your opponent once the negotiations are complete. When negotiating with a loved one, you may be willing to make more concessions in the interest of harmony. Keep these things in mind when creating and prioritizing your lists.
6. Understand the situational dynamics
In order to negotiate successfully, you must understand the dynamics of the situation. Identify your role and the role of your opponent. Know the "power positions" of each role.
7. Never lie
Very few negotiations are a single contact event. With the possible exception of making large purchases, most parties involved in a negotiation have continued contact after the negotiations are completed. When you are caught in a lie, and it is inevitable that you will be, your future credibility will be lost.
8. Be flexible
Understand that negotiation frequently involves compromise. Look for creative solutions to the problems presented in the negotiation. Make tradeoffs in order to gain those elements you most desire.
9. Winning isn\'t everything
It is easy to get caught up in the competitive spirit of a negotiation. Remember that the point of negotiation is to reach a common agreement on how to move forward. While it may be possible to kick your opponent into agreeing to your terms, this does not create the "mutual agreement" that makes for a truly successful negotiation.
10. Quit while you are ahead
Too many people have to see just how far they can push a negotiation. They have to try to get just one more concession. This attitude can be a deal breaker. The best negotiations are brief and to the point. Get agreement on your major points and stop. Additional items can be addressed in subsequent negotiations.
by Tony L. Callahan