PLANNING AND

PREPARING
NEGOTIATIONS

Masteranzi:
Alexandra Ariton
Alexandru Epure
WHAT IS NEGOTIATION?
 Albin (2001, p. 1) states, ‘‘Negotiation is a joint
decision-making process in which parties, with initially
opposing positions and conflicting interests, arrive at a
mutually beneficial and satisfactory agreement. It
normally includes dialogue with problem-solving and
discussion on merits, as well as bargaining and the
exchange of concessions with the use of competitive
tactics.’’
 In our rapidly changing world, effective global
negotiators must be familiar with generic problem-
solving or negotiation process that works in their own
culture and also become familiar with cultural factors
that affect the problem-solving approach of people
from other cultures.
 They must learn how to adapt to cultural dynamics and
patterns, respond in flexible and appropriate ways, and
use a range of approaches for building positive working
relationships and reaching agreements.
BASIC APPROCH TO NEGOTATION
1. Negotiation is a relationship-establishing and -building
process.
2. Negotiation is a goal- and outcome-oriented process.
3. Negotiation is a communications process.
4. Negotiation is a joint education process.
5. Negotiation is a problem-solving and option
generation and proposal process.
6. Negotiation is an influence and persuasion process.
7. Negotiation is an agreement, decision-making, and
exchange process.
8. Negotiation is an action-oriented process that requires
implementation.
QUESTIONS ABOUT PREFERRED
OUTCOMES
 What are the orientations of the parties toward ‘‘winning’’ or
‘‘losing’’?
 Do the parties want or expect joint gains, or do they want to gain
advantages over their counterpart?
 Do the parties value or not value consensus decisions?
 What role does or should power play in determining outcomes?
 Do parties have preferences concerning substantive, procedural,
or psychological emphasis or components of outcomes?
 What is the preferred format for the outcome, and who must
approve or ratify it?
 Are there culturally acceptable or sanctioned norms about
outcomes?
KEY QUESTIONS REGARDING THE USE OF
VENUE AND SPACE
 Do the parties prefer public or private space for
negotiations?
 Will negotiations take place in a neutral place or in the
space of one of the parties?
 Should the setting for negotiation sessions be formal or
informal?
 What is the preferred physical setup? Where should
people sit, and how is this related to rank or status?
 Should different stages of negotiation take place in
different settings? Is there a need for a final ceremony?
KEY QUESTIONS ABOUT TIME AND
TIMING
 What are the parties’ expectations concerning the
duration of negotiations?
 When do parties believe that negotiations actually
start?
 What are the views regarding the timing of various
negotiation activities?
 What timing is to be allowed for agreement?
 What is the expected timing for implementation?
KEY QUESTIONS ABOUT THE USE
OF THIRD PARTIES
 When is it necessary to seek the assistance of a third
party or intermediary?
 What is the relationship of an intermediary to the
parties? Completely separate or a trusted person
known to all?
 Is the intermediary expected to be impartial, or is an
influential but biased person acceptable?
 What kinds of procedures does an intermediary use?
 Will the intermediary be involved in substantive issues
or address only the negotiation process?
Five basic strategies for conducting negotiations
1. Adhering -if you are unwilling or unable to deviate from
your cultural style of conducting business and your
counterpart is able to accommodate your style, you may
choose to follow the adhering strategy.
2. Avoiding-contending -when neither you nor your
counterpart is willing or able to adapt to a different
cultural style, two patterns may emerge one personal and one
political.
3. Adapting - both parties engage in give-and-take in adapting
their responses to intercultural interactions and differences
4. Adopting -When you are thoroughly familiar with another
culture and are comfortable with its approach to negotiations,
you can adopt those ways.
5. Advancing - is in many ways a more evolved version of
adapting in which you jointly invent or develop
a third way that may or may not include elements from both
cultures
Thank you. Have a great day.