wk 10 negotiation + conflict resolution-we

wk 10 negotiation + conflict resolution-we

1. 1 what is negotiation

2. 2 importance of negotiation

   • 2.1 when to negotiate
   • 2.2 preparation
     • 2.2.1 negotiate to develop business relationships
     • 2.2.2 outcomes of negotiation

3. 3 key aspects of negotiation

   • 3.1 interests + position
   • 3.2 the forms
   • 3.3 power

4. 4 negotiation styles

5. 5 stages of negotation

   • 5.1 preparation + planning
   • 5.2 defining ground rules
   • 5.3 clarifying + justifying
   • 5.4 bargaining + problem solving
   • 5.5 closure and implementation
   • 5.6 tips for successful negotiation
     • serious thought / planning
     • managing
     • communication
     • optimistic
     • separating people from problem
     • interests rather than concrete
     • possible win-win

6. 6 negotiation international (Hofstede’s framework)

   • 6.1 GOAL: contract / relationship
   • 6.2 ATTITUDE: win-lose/win-win
   • 6.3 STYLE: informal/formal
   • 6.4 COMMUNICATION: direct/indirect
   • 6.5 TIME SENSITIVE: high/low
   • 6.6 EMOTIONALISM: high/low
   • 6.7 AGREEMENT: general/specific
   • 6.8 BUILDING OF AGREEMENT:top-up/bottom-up
   • 6.9 STRUCTURE: leader/team
   • 6.10 RISK TAKER: high/low

7. 7 mechanisms for conflict resolution

   • 7.1 mediation
   • 7.2 conciltation
   • 7.3 arbitration

8. 8 grievance procedure

9. 9 current situation with conflict

   • Fair Work Act 2009