Negotiations: Criteria for Achievement Measuring PREPARATIONPREPARATION ACHIEVEMENTACHIEVEMENT TO...
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Transcript of Negotiations: Criteria for Achievement Measuring PREPARATIONPREPARATION ACHIEVEMENTACHIEVEMENT TO...
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Negotiations: Criteria for Achievement MeasuringPR
EPARATION
ACHIEVEMENT
TO CONDUCT
OBSERVE
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Некоторые обще-принятые показатели успеха в переговорах
Some Common Measures of Success
• To achieve maximum concessions from another party
• To make other party to overstep its last line in negotiations
• Get the last cent out of the other party
• Remain equally dissatisfied
• To avoid conflict
• To make some deal whatsoever
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Интересы часто лежат под поверхностью
ЖеланияЦенности Наблюдения
ПредположенияРаны
ПотребностиУбеждения
Восприятие
Заключения
Позиции
Interests are not always seen at the surface
WishesValues Observations
AssumptionsWounds
DemandsConvictions
Perception
Conclusions
Position
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If “YES” If “NO”
INTERESTS
VARIANTS
CRITERIA
COMMUNICATIONRELATIONSHIP
COMMITMENTS ALTERNATIVES
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Переговоры: Критерии успеха
Negotiation: Criteria for Measuring Success
Agreement or result achieved:1. Better than our BAPA – the best ALTERNATIVE to potential
agreement
2. Satisfies INTERESTS: INTERESTS POSITIONS
• Our – good• Their – at least, acceptable• Others – at least, bearable
3. Does not leave any mutually profitable decisions: is one of the best VARIANTS among variety
4. Fair – parties consider the result to be rightful and reasonable with relation to objective CRITERIA
5. Provides well-planned, realistic and feasible OBLIGATIONS
6. Achieved by effective way – obvious efficient COMMUNICATION
7. Helps to establish good labor RELATIONS among parties
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Руководство по переговорам
Guidelines for Negotiation
Clarify INTERESTS , not positions
• Ask “Why?”, “Why not?”
• Focus on mutual interests, study diverse interests
• Advert to CRITERIA and new ALTERNATIVES in the case of competitive interests
Develop VARIANTS for achieving mutual benefit
• Divide processes of working up and taking decisions
• Develop possibilities by “brainstorming” – with no appraisals, obligations or ascribing ideas to particular people
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Руководство по переговорам (продолжение)
Guidelines for Negotiation(cont.)
Use CRITERIA for better capabilities assessment • Ask “Why is it fair?”• Advert to fair procedures
• Use a test of “counter effect” (how do you feel in
their place?)
Undertake OBLIGATIONS in the end of the process
• First discuss, then take a decision– No obligations before comprehensive
study of interests and variants• Think over how as well as what
• Make them feel they are involved into a result by involving them into the process
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Руководство по переговорам (продолжение)
Guidelines for Negotiation (cont.)
Determine your own Best Alternative to Potential Agreement (BAPA)
• Assess their BAPA
• Assess feasibility of both BAPA
Establish effective bilateral COMMUNICATION
• Listen carefully and ask questions
• Balance the support of interests and their studying
• Explain your views, explore their views
• Represent what you say taking into account what they will perceive
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Руководство по переговорам (продолжение)
Guidelines for Negotiation (cont.)
Separate people from problems
• Deal with RELATIONSHIPS and a subject of negotiations in a form they require
• Attack a problem, not people
• Use humane methods when dealing with human problems
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Rules for Negotiations1.Consent is not a necessity;- Inwardly, make up a goal
consisting of 7 elements.2. Perform your role but don’t play
it. 3. Keep your notes in secret.4. Avoid making new strong
arguments.