Matakuliah
Tahun
: PSYCHOLOGY PEMERIKSAAN
: 2009
Negotiation
Pertemuan 13
Negotiation
Session 13
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Learning Objectives
• Understanding what negotiation is.
• Understanding why disagreement arises
• Understanding and practicing how to overcome a
disagreement
• Understanding and practicing how to conduct a good
negotiation
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Negotiation
• Is an attempt or a process to get an agreement between or
among others.
• Negotiation is needed whenever disagreement arises
• Negotiation means there should be two-way
communication among the negotiators
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Causes of Disagreement
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•
•
•
•
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Lack of information
Communication problem
Different angle in seeing the problem
Different interest
Self-defense
Stubborn
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Lack of information
• Not understand
• Different perception
• Misunderstanding
• Present clear and enough information
–
–
–
–
Verbal
In written
Presentation (power point)
Discussion
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Communication problem
• Time of communication
• Method of communication
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–
–
•
Direct vs Indirect
Verbal vs written
Personal vs meeting (public)
Presentation and discussion
Media of communication
–
–
–
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Language
Sentences
Words
Jargons
• Tools of communication
– A place to meet face to face
– Talking through telephone or internet
– Letter/Mail
• People and style
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Different angle in seeing
a problem
•
•
•
•
Different perception
Different experience
Different education background (knowledge)
Different function
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Different interest
• Personal interest
• Unit/function interest
• Other interest
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Self-defense
•
•
•
•
•
Need to cover his/her mistakes
Afraid of punishment
Do not want to look bad/stupid/inferior
To secure his/her position/function
Feel being attacked
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Stubborn
•
•
•
•
Do not want to listen
Lack of social awareness
Feel superior
Selfish
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To overcome the stubbornness
• Make him/her listen
 highlight the significance/importance of
the finding
• Lack of social awareness
 present clearly the effect of the finding
• Feel superior
 Do not challenge his/her superiority,
but play in it
• Selfish
 talk to his/her superior
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Conducting a Good Negotiation
1.
2.
3.
4.
5.
6.
7.
8.
Find a good time to negotiate
Find a good place to negotiate
Find the proper person to negotiate with
Prepare all information needed to negotiate
Dress-up properly and be punctual
Beware of how much time provided to negotiate and manage it
well
Show a good gesture
Use polite and clear words
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Conducting a Good Negotiation
9.
10.
11.
12.
13.
14.
Be always simple, concise, clear, and understandable
Listen cautiously to the response of the counterparts
Avoid of getting involve personally in the case
Understand objectively the arguments of the counterparts
Comment the response straightly to the point of the disagreement
Be empathy to the counterpart but be firmed with the principles
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Conducting a Good Negotiation
15. Get a conclusion agreed by persons, especially the key person,
involved in the process of negotiation
16. Document the process of negotiation including time, place, people
involved, and the results of any step of the negotiation.
17. Make a minute of the meeting signed by the key person supported by
others’ signatures.
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Exercise
• Get two students
• One negotiates a matter disagree
– Wearing slipper (sandal) in campus
– Wearing “tengtop” in a class
– Should “comprehensive examination” as the ultimate exam be
kept up or prevented ?
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