Negotiation Process
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This document discusses the negotiation process. It begins by asking what is negotiated - the answer is people. It discusses the interests, motivations, fears and concerns people bring to negotiations. It then lists some common mistakes in negotiations such as forgetting invisible issues and making premature commitments. The document outlines some key negotiation skills like understanding interests. It concludes that a good negotiation process satisfies all interests, produces the best decision, and has clear commitments, and that negotiation is ultimately about people.
Negotiation Process
- 1. Course: Management Negotiation Process What do we negotiate? Nestor F. Santos nestorfa@buffalo.edu
- 2. Negotiation Process 1. What do we negotiate? 2. Mistakes during negotiations 3. Negotiation Skills 4. Conclusion
- 3. Negotiation Process 1. What do we negotiate? Governments? Agencies? PEOPLE Big Business, small? Cities? Photographer: Rob Melnychuk From: www.gettyimages.com
- 4. Negotiation Process Interests Motivations Fears Tricks Family Religious Feelings Concerns From: www.gettyimages.com
- 5. Negotiation Process 2. Mistakes during negotiation 1. Choosing instead to sum 2. Forget the invisible issues involved 3. Do not give importance to legitimacy (Justice, legality, equity) 4. Premature commitments 5. Assume that we must choose between relationship and substance
- 6. Negotiation Process 3. Negotiation Skills INTERESTS INTERESTS
- 7. Negotiation Process 4. Conclusion 1. A good negotiation´s process should: 1. Satisfies the interests at maximum 2. The final decission It´s the best option 3. The commitments are clear and operational 2. The process it´s always about People