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Today we experience difficulty in negotiating perhaps because there is a clear lack of Today we experience difficulty in negotiating perhaps because there is a clear lack of interaction between humans based on : knowing each other, negotiating our positions, defending our point of view, fighting for our needs and wants, in the end, being able to sort out in a decent manner potential conflicts in the making. 1

The thrill of negotiating Bachelor 3 Advancia Business School - Paris Academic Year 2012 The thrill of negotiating Bachelor 3 Advancia Business School - Paris Academic Year 2012 – 2013 Folgore Eugenio Pozzolini Fellow September 2011 © Folgore Eugenio Pozzolini 2011, 2012 (tiny parts of this presentation may be Copyrights of other Authors) This is an Open Source document, hence free. 2 However be kind to contact me at [email protected] com before using any part of it.

A thank you to My father, who negotiated his survival during WW 2 as A thank you to My father, who negotiated his survival during WW 2 as a freedom fighter To some of my students in 2009, 2010 & 2011 who have been an integral part of this course and without whom I could not have tailored and refined the course to the level of today A particular great thanks to XU Cui, from CUEB & student of mine in three course 2011 – 2012, who took the time in August 2012 to review and help me make some changes to this paper 3

Objective of the course To get, you, through the description of the sequence of Objective of the course To get, you, through the description of the sequence of actions which will take place in conducting a negotiation and negotiating, to understand the meaning, value and effort – as well as skills – required in order to negotiate. 4

My thinking in giving this course The nefarious habit/influence of the use via internet My thinking in giving this course The nefarious habit/influence of the use via internet of Google and Wikipedia and Facebook and Second life and Video games to the extreme, is pushing human begins to insulate more and more shielding themselves from the unknown challenges coming from the outside world by not verbally exchanging & confronting different point of views with the Other. Today we experience difficulty in negotiating perhaps because there is a clear lack of interaction between humans based on knowing each other, negotiating our positions, defending our point of view, fighting for our needs and wants, in the end, being able to sort out in a decent manner potential conflicts in the making, face-to-face, one-onface-to-face one, person-to-person 5

I have some doubts about they validity of the 3 Winners scenarios, the so-called I have some doubts about they validity of the 3 Winners scenarios, the so-called slangish Win Win, because in any given situation there is going to be - in any case - a larger Winner than others , a smaller one if not one or more. . . Losers! Losers Today’s urban mythology that all is beautiful, that we live in a world of all winners, beautiful winners is pernicious and misleading. Dangerous in the least. World as it was, is and will be, is a world of latent conflicts, problems, issues, which can and should be confronted one on one , person to person, head to head, eye to eye with all the preparation, determination and attention that we can muster and manage. 6

Key Words Preparation, Determination Attention that we can muster and manage. 7 Key Words Preparation, Determination Attention that we can muster and manage. 7

We can’t run away from negotiating in our every day life. There in no We can’t run away from negotiating in our every day life. There in no place to hide except returning in your mother’s womb! I have no pretence of teaching you what is defined - by some - as the Art of Negotiation, because I do not believe that it exists, if not in rare, very rare cases, where we have a Leonardo or a Michelangelo of negotiation in action. They are as rare as the Mona Lisa or the Pietà in the Vatican I firmly believe that we can all negotiate because every day we negotiate our life. What is required is skills, preparation, knowledge, savoir faire (know how) matured through experience, a lot of hands-on experience. 8

Key Words Skills, Preparation, Knowledge, Savoir faire (Know-how) Experience, lots of hands-on experience. 9 Key Words Skills, Preparation, Knowledge, Savoir faire (Know-how) Experience, lots of hands-on experience. 9

Clicks do not build Bricks are built by negotiating with life, not in a Clicks do not build Bricks are built by negotiating with life, not in a baby-world of « Eldorado » or video game scenarios where war is won at the Microsoft Table in 3 D, no blood spilled, no pain but always in the end : gain. Now, is that conceivable? Gain without pain ? Without negotiation? Thank you for your attention to my lesson 10

Some hints, advices and tips Qualities of a negotiator Fields of negotiation A sample Some hints, advices and tips Qualities of a negotiator Fields of negotiation A sample of types of negotiation What not to bring to the negotiation table Winners in a business negotiation The myth of www (equal winner-winner) vs. the reality of Ww. W (different levels of winners) or WL (winner-loser 11

Qualities of a one-in-class negotiator my definition Preparation Facts & Figures at the “tip-of-your-fingers” Qualities of a one-in-class negotiator my definition Preparation Facts & Figures at the “tip-of-your-fingers” Determine for yourself –before acting - what you will do When acting, stick closely to what you determined you would do Flexibility Adaptability Credibility Reliability Punch (not the digestive!) Never expect……always INSPECT Checking , double checking Facts & Figures 12

Qualities of a negotiator straight from the mouth of a one-in-class negotiator (*) Listening Qualities of a negotiator straight from the mouth of a one-in-class negotiator (*) Listening (*) Mr. Eric Pernette -Head of Industrial Relations ERDF 13

A word of advise to a junior negotiator Follow the leader, « carry his A word of advise to a junior negotiator Follow the leader, « carry his bag » , enter the « big boys club » and become part of a negotiation session as a listener 14

A sample of types of negotiations Commercial agreements (buy & sell) Service contracts Partnerships A sample of types of negotiations Commercial agreements (buy & sell) Service contracts Partnerships Joint ventures Mergers and Acquisitions Industrial relations with Trade Unions A political agreement Your kids demands Your salary ! Everything and Anything that is negotiable keeping in mind that Anything & Everything is negotiable 15

What imperatively you must not bring to the negotiation table Lack of Integrity Ulterior What imperatively you must not bring to the negotiation table Lack of Integrity Ulterior motives Hidden Agenda Lack of good faith False information or data 16

Winners in a business negotiation Your Company, You, the Other Company (by order of Winners in a business negotiation Your Company, You, the Other Company (by order of importance) Primary Your company (*) Secondary Target Your company and you Both companies and you (*) They pay you !!! 17