Negotiation Skills I
Martin Weisser
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
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
• 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
• 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
What Types of Negotiations Are
• 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
• 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
• 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)