Final de negociación

Final de negociación

1. Essencials of negotiation:

   • what is negotiation
     • Communicating one another
       • idetying what other party has and needs
         • finding common ground
     • Barganing and negotiation
       • barganing
         • Informal
       • negotiation
         • Formal, Long relationship
   • Characteristics of negotiation
     • two or more parties involved
     • Conflict of interests
     • preffer reaching agreement
     • expectations give and take
   • Negotiation Scenarios
     • Personal: own interests
     • Organizational: collective inerests
     • National: The nation´s interests

2. Communication and Negotiation

   • What is Communication?
     • Exchange of information, ideas or feelings betwee two or more people
   • Why do we Communicate?
     • To express needs, feelings, experiences or opinions
     • To ask a question, make conversation, make a choice or make a suggestion
   • Communication in Negotiation
     • Not all communication is verbal
     • 70% to 90% of communication is non-verbal
     • There is no negotiation without communication
     • Awareness of non-verbal communication will make the negotiation flow, and prevents harming ones side in a negotiation.
   • Misunderstandings
     • Happens in both oral and written communication
       • The Causes are:
         • The ones who come from the RECEIVER
         • The ones who come from the SENDER
         • The ones who come from the SURROUNDINGS

3. Italian negotiation Style

   • relationship-oriented
   • High importance to cultural values
     • Family
     • Bella Figura
       • beautiful posture
       • enhance the beauty and credibility of the person
   • STages in italian negotiation
     • Pre negotiation
       • background check is made in depth
       • Before meeting meetings,first use written forms of communication
       • Trust IS VERY IMPORTANT
       • Respect in based on hierarchy
         • AGE
         • Hierarchy
     • negotiation
       • tend to carefully evaluate advantages and risks
         • strong sense of hierarchy
       • Communication
         • out being emotional.
         • Nonverbal communication
           • Eye contact constantly
           • stand closer to you
           • talians are known for using the most body language
       • Attitudes and Styles
         • traditional
         • win-win solution
   • Long Term relation ship

4. Stages in a Negotiation

   • Prenegotiation/Preparation
     • Identify need and will of counterpart to negotiate
     • Increase complexity of negotiation
     • Establish Agenda
     • Importance of Agenda
     • Determine Costs
     • Form Teams
       • Leader/Coordinator
       • Expert for legal, technical, commercial and financial aspects
       • Roleplay to identify strengths and weaknesses
     • Analyze the Context
       • Inexperienced vs. Inexperienced
       • Inexperienced vs. Experienced
       • Experienced vs Experienced
       • Interst Analysis
         • Identification
         • Being Explicit
         • Quantifying
         • Prioritizing
     • Establish Objectives
       • SMART Objectives
     • Identify Alternatives and Strategies
       • BATNA
   • Evaluate counterpart and their strategy
     • Objectives
     • Strategies
     • Tactics
     • Sensitivity to Alternatives
   • Formal Negotiation
   • Contracting and Executing
     • Writting of Contractual clauses
     • Fulfillment and Implementation
     • Interpretations
     • Changes in conditions
     • In case of Problems
       • Renegotiate the terms
       • Lawsuit
       • Ask for a Referee

5. Colombian negotiation Style

   • Traditional-Distributive
     • Bargaining
     • win-lose
     • the sacrifice of one of the parties
     • very emocionals
     • Negotiation styles changes by subcultres
     • Trust

6. Japanese

   • cultural background and tradition
     • Confucianism
     • concept of face
     • non-verbal communication
     • very rational
     • really care about the image other people have of them
     • Puntualiy
       • Business cards
   • Long term Goals relationship
     • long time negotiation
     • Loyalty
   • Rational and seducer type
     • a win-win conclusion

7. French Style

   • Culture
     • Individualism
     • long-term relationships
     • arrogant
   • how to do business with them
     • build trust and respect
     • show respect and interest for the French culture
     • non-verbal communication
       • Eyes looking
       • hand gesture
     • correct your pronunciation and grammar
     • Power distance
     • Uncertainty avoidance
   • hierarchy
     • status
     • Standars
     • education level

8. Chinnese

   • CUlture
     • Philosophy / religion
       • Confucianism
         • hierarchy
         • Relationship between people
       • Taoism
         • life in harmony with nature
         • finding the equilibrium between ying and yan
       • Budism
         • with people’s immortal world
         • Espirituality
     • Their image
     • 8 elements of negotiation
       • Guanxi
         • persona conexions
       • Zhongjian Ren
         • The intermediary
       • Shehui Degnji
         • Social Status
       • Renji Hexie
         • Interpersonal Harmony
       • Zhengti Guannian
         • Holistic Thinking
       • Jiejian
         • Thrift
       • Mianzi
         • Face/Social Capital
       • Chiku Nailao
         • Endurance, Relentless, eating bitterness, enduring labor
   • Negotiation
     • long-term relationships
     • TRUST
     • Barganing