NEGOCIATION

NEGOCIATION

1. Discussion aimed at reaching an agreement. Oxfford

   • Back-and-forth communication designed to reach an agreement when you and the other side have some interests that are shared and others that are opposed. Harvad
     • the process of discussing something with someone in order to reach an agreement with them, or the discussions themselves. Cambridge

2. STAGES

   • Build Rapport.
   • Set out the points to be discussed
   • State your opening positions
   • Generate further options
   • Explore each other's interests
   • Celebrate the deal

3. GREAT NEGOTIATOR

   • Listening skill
   • Ability to persuade others
   • Creativity
   • Focus on win-win
   • Integrity
   • Empathy

4. FACT CULTURE

   • They do not like chit-chat, you have to plan the meeting in advance, been prepare
     • UK, Germany, Switzerland, USA.

5. PEOPLE CULTURE

   • Do not like to be rush, discuss topics randomly, more meeting may be necessary
     • Latin America, Russians, Romaians

6. TRUST CULTURE

   • Expect to be listen, slow decision makers, do not like "hard-sell"
     • Asian cultures,

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