NEGOTIATING IN THE
GLOBAL CONTEXT
(MGMT5912)
Noa Sheer
Negotiation consultant at Sheer Negotiations
Lecturer at UNSW School of Business &
Australian Graduate School of Management
What is a negotiation?
Negotiation is a process where
two parties
with differences
that they need to resolve
try to reach agreement
through exploring for options
and exchanging offers
– and an agreement
Use the definition to analyse a negotiation
Negotiation is a process where two parties
Who are the parties?
with differences
What does each party really want?
which they need to resolve try to reach agreement
Why do we, and they, need an agreement?
through exploring for options
What are some possible solutions?
and exchanging offers
How might we manage any tension?
and an agreement
What would a good agreement look like?
INTERESTS
Tangible interests have quantifiable value
Intangible interests relate to emotions, fears
and feelings
WHAT DO WE WANT?
Well that depends on the time frame we focus on
What underlying
interests do you take
with you to every
negotiation?
Safety
Agency
Status
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Belonging
Be perceived as successful
Impact others
Feel valued/needed
Public or private
acknowledgement
Feel heard
Be perceived as ethical
Autonomy and independence
Be perceived as smart and
capable
To win!
Loyalty
Do the right thing
Prove myself to others/impress
Leave a legacy
Avoid conflict
When you want to persuade someone,
what is your go-to approach?
1. Put pressure on them to agree
2. List evidence for why you are right
3. Explore what’s in it for them
APPROACH
Power based
Rights based
Interest based
The narrative