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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Answer a question with a question to avoid giving away information needlessly. Although we are all familiar with the saying, “Let the buyer beware,” we seem to have difficulty putting it into practice. After serious contemplation, I have come to this conclusion Baraki never saw an instance of one or two disputants convincing the other by argument. No one should have to go through something like that. The greatest remedy for anger is delay.

That’s why they make shirts in different colors.

A small concession asked for at the end of a negotiation is called a “nibble. How will what you are asking for meet your needs? Both you and the opposing side should be analyzed. Your proposal should clarify and strengthen your position, while respecting the interests of the other positively.

What do you negktiation

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“Cultural Dimension Interests, the Dance of Negotiation, and Weather Fo” by John Barkai

There comes a time in some negotiations, like in sales, when one negotiator thinks it is advantageous negotiaion prevent the other side from exploring alternatives, getting more information, or having second thoughts. Stay true to your Yes. Negotiators use this psychology be suggesting ngotiation the opportunities are quite limited. Conversation in the United States is a competitive exercise in which the first person to draw a breath is considered the listener.

What can you do?

Cafe Church 2 nd November This is a no-win. We think you have liked this presentation. Your relationship with other lawyers, including opposing counsel, is important for your long term success as a negotiator. If they don’t know what “win-win” means, they won’t be negotiating that way.

Now, I know that you must concede at least something. If you want to lift yourself up, lift up someone else.

Negotiation Handout – University of Hawaii

It’s always like this kid. Too much causes damage to people and property Too little creates a dry, barren landscape devoid of life and color. Is that the best you can do?

Your opponent, however, may stall, not yet convinced of the benefits of agreement. Ask “how” they will negotiate.

Dad needed a code to keep the bottom line secret from varkai but clear to him and those of us who worked in the shop. The higher authority is never present, and of course says “No deal” on those terms. How do you think they feel right now. The pattern of concessions sends a message.


Continue to respect them. I have never been hurt by anything I didn’t say. So negotiators “collect” this information by asking appropriate questions and using other communication techniques. A planning chart can be used to help you in the planning.

If both labor and management continueto view the matter in terms of what they have to lose, they are likely to choose the risky road of arbitration. If the opening demand is too low, you lose the possibility of a more favorable settlement.

Professor John Barkai – Negotiations p. Would this solve our problems? The other side, reading the concession pattern, may mistakenly conclude the conceder has reached his bottom line. If two or more issues are in disputes, the negotiators may be able to do a series of trade-offs.

List ideas without evaluating them.