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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Negotiation Handout – University of Hawaii

Taking the time to establish a personal connection and trust is usually time barkaai spent. When, How, and by Whom? Can you tell me more about? If they don’t know what “win-win” means, they won’t be negotiating that way.

Anyone who doesn’t think there are two sides to an argument is probably bakai one. Be persistent in your resistance. Will the parties have a continuing relationship or will this be a “one-shot” negotiation? What do you think is a fair proposal?

What I am hearing is? It is usually very helpful to frame the issues as questions to be answered rather than statements that are made.


Negotiation Handout – University of Hawaii

Can barka be more specific? Stop talking if there is nothing to be gained and lots to be lost. Can usually find compelling reasons for whatever they want. Bush, Calvin Coolidge, Dwight D. Can you do better than that? Silence By using silence, you hope the other side will speak to their disadvantage. Negotiators should realize that negktiation communication techniques can help them to be successful, and they should pay attention to, and practice good communication techniques.

However, in reality, nothing prevents you from making another offer at a later time.

The competition makes the item more desirable and drives up its price. The approval will take a couple of days. With fruitandco in our minds, we could count to 10 with 10 separate letters forming a secret digital code. What do you mean by “collect information?

What exactly are you after? 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. A reparation of some kind by Aaron Lazare.


What is a reasonable starting figure for us today? Neale and I extended this finding to the area of negotiations when we analyzed this hypothetical situation: Don’t appear desperate for the deal Invent options for mutual gain Seek objective criteria Act confident and informed “Split the difference” only when neotiation is to your advantage Flinch.

Instead, do the opposite–draw him in the direction you would like him to go. As a negotiator, dumb is smart: The thing is already done so argument is useless. They may even act against their constituents’ best interest to “look strong” to them. How barkia Negotiate a Successful, Profitable Close.

If the legislative session must end at midnight, the limits can be changed by unplugging the clock. Dig underneath Surprise Change in approach.