Negotiation

Attitudes and Approach

16 March 2012

Once the negotiation is over, both sides, especially the people directly involved, have to live with the agreements .. (Morrison Callero)

Negotiation styles relate to how people deal with conflicts..

Negotiation styles
Forcing / adversarial (Win-Lose) Acommodating (Lose-Win) Compromising (Give-Get) Collaborative/ Non adversial (Win-Win)

Negotiation styles have a direct bearing on the attitude or approach you will take to negotiation

Relationship Awarenes Theory Each of us has a primary motivational value system--the way we relate to others when things are going well for us. Dr Elias Porter describe people as motivated by altruistic, assertive, or data-oriented styles. There could be blends, and a style made up of equal portions of the three

The motivational value system will likely change when we find ourselves in conflict or opposition

While you may adopt an aggressive, moderate, submissive or cooperative person during the process, you will meet your goals..

Only when you are clear on what you want and why you want it

Your approach to negotiation reflects..

Who you are What it will take in the negotiation to make you feel good about your self

evaluating your attitude

1. By and large, I see myself in day-today activities as: A. Willing to pursue vigorously what I want in order to get it B. Willing to give in to avoid conflict or confrontation C. Willing to compromise or give in to get what I can D. Willing to collaborate to see how both side can come away with a sense of

1. Secara umum, saya melihat diri saya dalam aktivitas keseharian: A. Mau berusaha keras untuk mendapatkan apa yang saya inginkan B. Mau mengalah untuk menghindari konflik dan konfrontasi C. Mau berkompromi atau mengalah untuk mendapat apa yang saya bisa D. Mau bekerjasama demi kemajuan

2. With regard to seeking a particular goal, I would: A. Not stop untill I get it, if possible. B. Stop in order to avoid upsetting my self or others C. Find a way of getting something, even if not the whole thing. D. Try to find out what the other person wants and see if we can both

2. Dalam mencapai tujuan atau mewujudkan keinginan, saya: A. Tidak akan berhenti sampai terwujud, jika memang memungkinkan B. Tidak masalah berhenti daripada membuat saya atau orang lain tidak senang atau terluka C. Berusaha mencari cara mendapatkannya, walau tidak semua keinginan terwujud D. Mencari tau apa yang diinginkan orang lain dan melihat apakah bisa

3. Once discussion is over, I would: A. Do what I thought was right, even if I didnt live up to the exact terms of negotiated result. B. Do anything I could to avoid being accused of not living up to the agreement C. Try to change any part I didnt like by finding something else to give the other side D. Do my best to live up to it, and I found difficulties, I would approach the other side to have a mutual solution

3. Setelah diskusi selesai, saya: A. Melakukan apa yang saya anggap benar, meskipun tidak sepenuhnya sesuai dengan yang dinegosiasikan B. Melakukan apapun agar tidak dibilang melanggar kesepakatan C. Berusaha mengubah beberapa hal yang saya tidak suka dengan mencari hal lain sebagai pengganti kepada pihak lain D. Melakukan hal terbaik untuk menepatinya, baru jika menemukan kesulitan, saya akan minta solusi yang menguntungkan bersama.

 Mostly B means: you dont like conflic and would do almost anything to avoid it. This style is sometimes referred as acommodating Mostly C means: compromise would be your approach of choice. You are comfortable giving in, in part, as long as you can get something in return. Mostly C means: you like to find the common ground wherever possible. This is collaborative style. People with collaborative approach automatically ask: how can we both win? Having both side win usually means that interest or needs are being satisfied. This approach, where

Read win-win solutions approach..

Distributive bargaining Integrative negotiation

See you next 2 weeks..

Thank you.. Happy holiday, everyone