Flashcards
Ch. 5 - The Preparation Stage
Cards in this deck (15)
- 1What does preparation involve?preparation involves forward-looking planning concerning approaches, strategies, and tactics that a negotiator believes will help him or her to satisfy key needs and interests to the greatest extent
possible - 2FACTORS IN CULTURAL ANALYSIS1. Orientations Toward the Past, Present, and Future
2. Orientations Toward Risk Taking and Planning
3. Emphasis and Activities in Preparation - 31. Orientations Toward the Past, Present, and Futurea) Past oriented often plan future strategies based on historic or past practices
b) Present-oriented cultures focus their preparations for negotiations on meeting
goals for the very immediate future.
c) Future-oriented cultures two types: One development of long-term interpersonal relationships. Two: focuses on what will happen in the future and potential gains or changes that might result - 42. Orientations Toward Risk Taking and PlanningCultures that value risk taking often emphasize preparation and planning so that they can take advantage of risks in exchange for significant gains. Members
of cultures that are more risk averse may also emphasize extensive planning,
as they hope to minimize risks and obtain more moderate and yet predictable
gains. - 53. Emphasis and Activities in Preparationa) Focus of Planning
b) Protocol Development
c) Spiritual Grounding
d) Psychological Readiness
e) Parties Plan To Communicate. - 6a) Focus of Planning-Focus on establishing a relationship
-Focus on planning process that will be used for negotiation
-Focus on understanding to prepare for negotiation. - 7b) Protocol DevelopmentProtocols are commonly acknowledged and practiced rituals and behaviors that members of a culture use to conduct negotiations. (Where negotiation takes place, rituals done year after year, etc.)
- 8c) Spiritual GroundingRefers to ways that individuals or groups who will be involved in negotiations gain the support of higher powers. This type of preparation may involve performing certain kinds of rituals, which create a bond between the supplicant and the gods and an obligation of the latter to grant the request. (2nd type: praying, etc.)
- 9d) Psychological ReadinessPsychological preparation may include planning how to use or control the expression of emotions; planning how to remain centered, so that attacks by a counterpart can be ignored or deflected; working on staying calm; and using physical practices such as deep breathing to control physiological and psychological states. (Japan: gut feeling)
- 10e) Communication PlanningCommunication preparation focuses on the specific language, syntax, phrases, expressions, stories, words, and logic that will be used in negotiations—in short, how
important matters will be expressed. - 11Steps for Negotiation PreparationStep 1: Perform a Context Analysis
Step 2: Complete an Issue, Interest, and Power Analysis
Step 3: Complete a Process Design - 12Step 1: Perform a Context AnalysisPermits a broad
understanding of the situation.
1. Identify and understand the people and parties who will be involved in
negotiations.
2. Understand the situation in which negotiations will occur and the general
purpose of the negotiations.
3. Identify positive preconditions for negotiations and develop strategies to
mitigate negative ones. - 13Step 2: Complete an Issue, Interest, and Power Analysis1. Explore the potential framing of issues (see the discussion of framing in
Chapter Four)
2. Identify the potential interests of you and your counterpart.
3. Assess the emotional charge of the negotiations, and develop potential
strategies for handling it.
4. Evaluate the parties’ willingness to talk and reach agreements and
develop strategies for promoting effective talks or alternative means to
get interests and needs met.
5. Assess the parties’ means of influence and power. - 14Step 3: Complete a Process DesignA. Who Will Be Involved
B. Organization with and Among Teams(Assignment)
C. Basic Rules and Organization of Sessions
D. External Relationships and Communication
E. Organization of Sessions
F. Reaching, Recording, and Implementing Agreements - 15Cultural Impacts on Preparationbullcrap germans y frenches
AU REVOIR!!!!!
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- Marika and Sonuku are sisters who have very different approaches to doing their weekly family shopping.
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