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Steps In Negotiating

VIEWS: 4 PAGES: 11

									International Negotiations
         An Interactive Approach

     RC Hoffman, Salisbury University
                                Purpose

This PDW will demonstrate a a negotiation
  exercise that can be conducted in a normal
  class period. Typically the class will have
  been exposed to a brief lecture on the topic,
  but it can also be used to introduce the topic.

We will learn by doing or at least brief exposure
 to the method.



   AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University
              IB Negotiation Exercise


 You will be assigned a negotiating Role
 Plan your exercise (5 mins)
 Negotiate with your opposing team, see
  Role assignment sheet (10 min.)
 Complete questionnaire
 Debrief
 Results of Negotiations


  AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University
                         STEP 1:PLANNING
N
e
g   S                    STEP 2: BUILDING THE
o   t                       RELATIONSHIP
t   e
I   p                  STEP 3: EXCHANGING
a   s               INFORMATION/FIRST OFFER
t
I
o                         STEP 4: PERSUASION
n

                         STEP 5: AGREEMENT



    AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University
          Stages of Negotiations

                              3
                                      4
         High
                          2
 Importance      1                3

                     2                    4
                                              Japanese
                 1                            USA
         Low
1= build rel.
2= info. exch.
3= persuasion            Time
4= agreement
    NEGOTIATION TACTICS

 Promise                                       Commitment
 Threat                                        Self disclosure

 Recommendation                                Question

 Warning                                       Command

 Reward                                        No

 Punishment                                    Interrupting

 Normative appeal



    AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University
   Negotiating Styles
BEHAVIOR AMERICAN    JAPANESE   BRAZILIAN

Silent        3.5       5.5         0
periods/30

Conversa-     10.3     12.6        28.6
tional
overlaps/30

Facial        3.3       1.3        5.2
Gazing/10

Touching/      0         0         4.7
30
 Successful Negotiators
 Consider more                               More  flexible
  outcomes                                    few irritating
 Focus on                                     phrases
  common                                      fewer counter
  ground                                       proposals
 Long run view



  AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University
                      Results

Issues            Country       Company

Ownership & Mgt


Facilities

Employment

Exports

$$$

Other
  Negotiations Feedback                   Section: 2
                          (Sample data)


                                 Country       Company

Planned goals                    1.75 (1-2)    2.50 (1-5)
How to discuss                   2.75 (1-4)    2.50 (1-4)
Anticipate others                1.25 (1-2)    2.25 (1-4)
Get know other side              3.00 (1-4)    4.00 (3-5)
Made Compromises                 2.75 (1-5)    3.50 (2-4)
Satisfied with outcomes          3.25 (1-5)    3.50 (2-5)


        1- SA, 2 – A, 3 – N, 4 – D, 5 - SD
                 INTERNATIONAL
                  NEGOTIATION
 More  complex than domestic
  negotiations
 Differences in national cultures
  and differences in political, legal,
  and economic systems often
  separate potential business
  partners

  AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

								
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