Groupdynamic

Prof. Paulo Antônio Almeida, M.Sc. - Junho 2015

https://www.facebook.com/psicologopauloalmeida

Theory andpractice

Getting to YES! Author: W. Ury

• Separate the PEOPLE from the Problem

• Focus on INTERESTS, not in POSITIONS

• OPTIONS create win-win

• INSIST ON CRITERIA OBJECTIVES

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Negotiation Author: Marcio Miranda

7 Steps

1. Preparation

2. Opening

3. Exploration

4. Presentation

5. Clarification

6. Final action

7. Control and Evaluation

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Negotiation 7 Steps

1. Preparation: (OUT THE OTHER POSSIBLE AGREEMENTS)

Initial planning:

• History of relations between the parties; list real ideals and

goals (desired maximum and minimum required);

• needs, motivations and expectations of the other party;

• Concession designs (the most important should be done

last);

• solution to conflicts and deadlocks, set the date for the next

step.

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Negotiation 7 Steps

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2. Opening: (GOOD RELATIONSHIP BETWEEN THEPARTIES)Create a climate conducive to negotiation = let theother the will (small talk).Set goal and mutual benefit and how the parts work

Negotiation 7 Steps

3. Exploration: (DISCOVER THE INTEREST OTHER PARTY)

• Raise the expectations and needs of the other, the next step = show howour ideas, products and services meet the interests of the other negotiator.= LISTENER -when more we listen, the more information we will have.

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4. Presentation: (EFFECTIVE COMMUNICATION)Based on the information you just gave me I would ....= expose its proposal to the other and make thedescription of the products, services or ideas = sell theirfish

5.Clarificação: (OPTIONS FOR AGREEMENT)Something I said was not clear enough? - Answer theobjections; accept the reasoning of others andanticipate, raising potential questions;

Negotiation 7 Steps

6. Final Action: (CONVINCE THE OTHER PARTY BEING TREATED WITHJUSTICE)

Business closure: watch out for signs of acceptance of his proposal: letthe reversible proposal; present options, advantages anddisadvantages; propose a date for demonstration or business closure

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7. Control and Evaluation: (FINAL COMMITMENT:practical and realistic promises of each part)Control what was agreed: costs, terms andconditions; take steps to comply with thenegotiated; compare expected to held in thenegotiation, concessions and analyzeconsequences and make notes and observationsfor the next negotiation.

Practice - Dynamics - Guidelines

Divide the group into 3 1. Appraisers group: They will make the role of investors who will have to pick a winner 2. Laboratory group AIDS? 3. Group Laboratory CANCER Objective: To win business confidence to invest in their products and services Rating: negotiation skills: planning; dialogue; posture win-win; active listening; ability to ask questions; empathy; opening for future negotiations.

Practice - Dynamics –divide the group into 2 Evaluators will investor role.

• Cancer laboratory

• They found a cure for cancer

• They need money to produce and distribute the product

• goals:

• Convince the investor to choose their business model to apply the financial resources

• AIDS laboratory

• They discovered the AIDS cure

• They need money to produce and distribute the product

• goals:

• Convince the investor to choose their business model to apply the financial resources

Practice - Dynamics –

• Cancer laboratory

• Metrics to measure:

• Ability to ask questions

• Hear the other party

• Raise investor interests

• Present the best trading proposal

• Introduce a social responsibility proposal

• AIDS laboratory

• goals:

• Ability to ask questions

• Hear the other party

• Raise investor interests

• Present the best trading proposal

• Introduce a social responsibility proposal

Obrigado!pauloalmeida@marketing500.com.brwww.marketing500.com.br