Negotiation Skills I
Introduction
Martin Weisser
weissermar@gmail.com
Outline
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Introduction to the Course
Possible Topics/Scenarios
Defining Negotiation
Identifying Requirements for Negotiation
Introduction to the Course
• Aims:
– Identify Important Aspects of Negotiations
– Develop Successful Strategies for
• Researching Information
• Presenting Relevant Information Orally & Visually
• Presenting Options & Interests Through
Diplomatic/Inoffensive Language
– Develop the Relevant Skills for Negotiating Through
Simulated Negotiations
– Understand the Connection Between Oral Negotiation
and Written Supporting Materials
– Practise Oral Communication Skills in General
Identifying Your Background
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Who Are You?
What Have You Already Learnt?
What Kinds of Research Skills Do You Have?
What Would Be Most Useful to You on This
Course?
• How Can We Achieve This Together?
• What Kind of Technology Can We Use?
Assessment Ideas
• negotiable, to some extent ;-)
• project/scenario-based
• groups of 2-3 people – 2 negotiating teams per
topic
• 1 group presentation, based on topic research
• 1 simulated group negotiation between two
‘opposing’ teams
• final exam? – yet to be decided
Possible Topics/Scenarios
• joint ventures (equal partners; unequal partners)
• product developer/product producer or user (negotiating
a new contract/conditions; re-negotiating an old contract
for a new product)
• service provider/service user (e.g. email provider/web
hosting for a medium-sized company)
• commissioned feasibility study (e.g. improving
recycling/ environmental protection;
housing/commercial development)
• advertising agency/producing company
• employers/employees (pay negotiations; overtime
arrangements; better catering provisions; etc.)
• trade negotiations (e.g. China-EU; China-US)
What Is Negotiation?
• communication between two people/parties
• possible situations/(pre-)conditions
– mutual interests vs. different interests
– equal status vs. unequal status
– prior dealings vs. new interaction
• working definition:
‘negotiation = communication that leads to
agreement/compromise(s)’
What Types of Negotiations Are
There?
• personal: e.g. buying/selling things
• in a shop
• privately
• business negotiations: e.g.
• service provider/consumer
• joint venture
• one-off vs. repeated/renewed
What’s the Difference Between
Them?
• different types of ‘stakes’
• short-term success
• long-term co-operation/benefits
• different strategies
• quick decisions
• long-term planning
• different backgrounds
• etc.
Identifying Requirements for
Negotiation
• understanding different goals, interests,
background knowledge
– one’s own
– the other party’s
– common ground
• understanding possible outcomes
– ideal results
– less optimal results
– least preferred/minimal options
• defining unacceptable outcomes & alternative
options (BATNA)