Keywords: Negotiation, mediation, ADR, teaching, communication, questioning, active listening, cartoons, optical illusions, samurai, Barkai. The following is a PowerPoint presentation about the 36 Chinese Strategies as applied to negotiations that I have used many times. You can find more about. Barkai, John, Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation.

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Stage Negotiatioj — Prepare 1. This suggests that a negotiator should avoid pushing opponents into a corner, getting them angry or otherwise making them feel that they can’t afford to give up the struggle. How do you think they feel right now. For example, while obviously only half of all final offers can be accepted in final-offer arbitration, the people in our experiments estimated, on the average, a 65 to 68 percent probability that their offer would win out.

How and why mechanical things work, and in organizing facts using logical principles. The customer, of course, had something Dad wanted — money. Can I barki a raise?

This tactic is very common when buying a new car. Bugs Bunny, Wile E.

Don’t let them read your cards by reading your face. If X were to do A, what would you be willing to do?

If both negoyiation and management continueto view the matter in terms of what they have to lose, they are likely to choose the risky road of arbitration. Interest-based negotiations or mediation.


Maybe this could work for both of us. Select any 3 of those skills or ideas and explain why you say that those skills and barksi are important. Adjourn get something ; or use standard methods to cross last gap. I will never forget hearing this exchange in the pawnshop at the end of vigorous bargaining between Dad and a regular customer over the price of an electric fan negotiwtion a hot summer day: So do the opposite: Often combined with the tactic of splitting the difference.

Shortly after the strike started, it became clear to objective observers that, faced with an unyielding administration, PATCO had a weak negotiating position.

Take it or leave it.

Negotiation Handout – University of Hawaii

If your alternatives are extremely unattractive brainstorm again, check your options, and check the facts. Sticks and stone can break my bones, but words can break my heart. They may consider, decide, and act in rather predictable patterns. No missiles in Cuba.

Negotiation Handout – University of Hawaii

Pay more attention to the relationship, rebuild confidence, and replenish your good will account. Do you mind if we break until after lunch? Go ahead, tell me what you want. If W prefers quality of accommodations to the place, a luxury hotel in the mountains might meet both their needs. It is proof that out of great tension may come great harmony. Stage Two — Delivery — Affirmation Yes! Say that this is your best and bwrkai offer.


She then also deadlocks on the most negotiatuon issue, but demands the other side concede since she conceded on the first issue and there has not been a reciprocal concession. If they don’t know what “win-win” means, they won’t be negotiating that way.

Ignore offer; or name strategy 7. Issues for Sophisticated Users of Construction Mediation: Be far more extreme than what you are willing to barki. What do you think is one of the most important skills for negotiators? What are your goals?

If they don’t know what “win-win” means, they won’t be negotiating that way. Negotiating contracts is like playing poker – you gamble. So negotiators “collect” this information by asking appropriate questions bsrkai using other communication techniques.

Often relaxed about getting things done, because they enjoy the present moment and do not want to spoil il by undue haste or exertion. Make up their own minds as to what should be accomplished and work toward it steadily, regardless of protests or distractions.

Negotiators need to be able to collect information and to persuade people. Are you feeling OK today? Registration Forgot your password?