Enviar pesquisa
Carregar
Torcthumbnail4 gettingtoyes-091014122718-phpapp01
•
1 gostou
•
853 visualizações
A
amit65in
Seguir
Getting to Yes or No
Leia menos
Leia mais
Negócios
Tecnologia
Denunciar
Compartilhar
Denunciar
Compartilhar
1 de 18
Baixar agora
Baixar para ler offline
Recomendados
Negotiations - extracts from course by George J. Siedel
Negotiations - extracts from course by George J. Siedel
Dmitryus
Thenegotiationprocess
Thenegotiationprocess
Anwarmohamed
Negotiation Ch 1 Introduction [Sav Lecture]
Negotiation Ch 1 Introduction [Sav Lecture]
Fan DiFu, Ph.D. (Steve)
Negotiation sessions final
Negotiation sessions final
Rahul Agarwal
Integrative versus distributive negotiation
Integrative versus distributive negotiation
Patricia Maguet
Strategy and Tactics of Integrative Negotiation[Sav Lecture]
Strategy and Tactics of Integrative Negotiation[Sav Lecture]
Fan DiFu, Ph.D. (Steve)
Negotiation
Negotiation
Jacob Joby
Negotiation and its strategies
Negotiation and its strategies
Dattatreya Reddy Peram
Mais conteúdo relacionado
Mais procurados
Negotiation in Employee Relations
Negotiation in Employee Relations
parags06
Negotiation Skills Updated
Negotiation Skills Updated
Mahmoud
The art of negotiation
The art of negotiation
Frank De Lannoit
BA225 Week two chapter 3 ppt
BA225 Week two chapter 3 ppt
BealCollegeOnline
BA225 Week two chapter 2 ppt
BA225 Week two chapter 2 ppt
BealCollegeOnline
201negotiation
201negotiation
btecexpert
2011.02.negotiation.rosario 01
2011.02.negotiation.rosario 01
Stephan Langdon
Negotiation skills
Negotiation skills
Prashant Dedhia
Negotiation Lewecki Ch 3 Integrative Negotiations [sav lecture]
Negotiation Lewecki Ch 3 Integrative Negotiations [sav lecture]
Fan DiFu, Ph.D. (Steve)
Negotiation ppt
Negotiation ppt
Chandan Gpta
International Negotiation 03
International Negotiation 03
Stephan Langdon
Neg us 2011.03
Neg us 2011.03
Stephan Langdon
International Negotiation 03 Sabana
International Negotiation 03 Sabana
Stephan Langdon
Negotiation: International Cross Cultural [SAV lecture]
Negotiation: International Cross Cultural [SAV lecture]
Fan DiFu, Ph.D. (Steve)
Warner Brothers Negotiation Presentation
Warner Brothers Negotiation Presentation
Victoria Pynchon
Negotiation Styles In Purchasing
Negotiation Styles In Purchasing
Jon Hansen
Negotiation Skill
Negotiation Skill
Naresh Sen
Negotiation strategy and tactics
Negotiation strategy and tactics
Lisa Luper
Negotiation
Negotiation
Moch Kurniawan
5 quick steps to win win negotiation
5 quick steps to win win negotiation
Mohammed Gamal
Mais procurados
(20)
Negotiation in Employee Relations
Negotiation in Employee Relations
Negotiation Skills Updated
Negotiation Skills Updated
The art of negotiation
The art of negotiation
BA225 Week two chapter 3 ppt
BA225 Week two chapter 3 ppt
BA225 Week two chapter 2 ppt
BA225 Week two chapter 2 ppt
201negotiation
201negotiation
2011.02.negotiation.rosario 01
2011.02.negotiation.rosario 01
Negotiation skills
Negotiation skills
Negotiation Lewecki Ch 3 Integrative Negotiations [sav lecture]
Negotiation Lewecki Ch 3 Integrative Negotiations [sav lecture]
Negotiation ppt
Negotiation ppt
International Negotiation 03
International Negotiation 03
Neg us 2011.03
Neg us 2011.03
International Negotiation 03 Sabana
International Negotiation 03 Sabana
Negotiation: International Cross Cultural [SAV lecture]
Negotiation: International Cross Cultural [SAV lecture]
Warner Brothers Negotiation Presentation
Warner Brothers Negotiation Presentation
Negotiation Styles In Purchasing
Negotiation Styles In Purchasing
Negotiation Skill
Negotiation Skill
Negotiation strategy and tactics
Negotiation strategy and tactics
Negotiation
Negotiation
5 quick steps to win win negotiation
5 quick steps to win win negotiation
Destaque
Negotiationskills2
Negotiationskills2
bwn678
Business Analytics
Business Analytics
amit65in
Articulo actividad tutor nixon
Articulo actividad tutor nixon
Magda Gomez
Getting To Yes
Getting To Yes
JeanKrieger
Premium Outsourced GC Services: Manage the Intangible
Premium Outsourced GC Services: Manage the Intangible
Patrick Michael
Negotiations
Negotiations
pr4s80122
Destaque
(6)
Negotiationskills2
Negotiationskills2
Business Analytics
Business Analytics
Articulo actividad tutor nixon
Articulo actividad tutor nixon
Getting To Yes
Getting To Yes
Premium Outsourced GC Services: Manage the Intangible
Premium Outsourced GC Services: Manage the Intangible
Negotiations
Negotiations
Semelhante a Torcthumbnail4 gettingtoyes-091014122718-phpapp01
Torc Thumbnail 4 Getting To Yes - Negotiating Agreement Without Giving In
Torc Thumbnail 4 Getting To Yes - Negotiating Agreement Without Giving In
Torc Consulting Group
Ppt on negotiation in india
Ppt on negotiation in india
Dr vijay Srivastava
Negotiation
Negotiation
Muhammad Ahmed
Advanced Negotiation Communication & Presentation Skills
Advanced Negotiation Communication & Presentation Skills
Asia Master Training آسيا ماسترز للتدريب والتطوير
Negotiation & Conflict Management - Presentation Slides
Negotiation & Conflict Management - Presentation Slides
Asia Master Training آسيا ماسترز للتدريب والتطوير
Negotiation in the field of business.pptx
Negotiation in the field of business.pptx
Jamakala Obaiah
Negotiating for project success
Negotiating for project success
Cadence Management Corporation
Negotiation
Negotiation
University
Negotiation skills
Negotiation skills
Imtiyaz Shaikh
Negotiation Reflection
Negotiation Reflection
Jill Turner
INFLUENCE AND NEGOTIATION
INFLUENCE AND NEGOTIATION
André Harrell
Negotiation
Negotiation
Faiza Khalique
Negotiation
Negotiation
Aanya Kumar
Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"
BuyerZone
Negotiation
Negotiation
Ara Karapetyan
Negotiating Skills
Negotiating Skills
Ashit Jain
Making the Deal.pptx
Making the Deal.pptx
TatendaGutu
negotiation.pptx
negotiation.pptx
ssuserdf29f0
negotiation.ppt
negotiation.ppt
YustaSimwita1
Types of negotiation.pptx
Types of negotiation.pptx
AstikTripathi4
Semelhante a Torcthumbnail4 gettingtoyes-091014122718-phpapp01
(20)
Torc Thumbnail 4 Getting To Yes - Negotiating Agreement Without Giving In
Torc Thumbnail 4 Getting To Yes - Negotiating Agreement Without Giving In
Ppt on negotiation in india
Ppt on negotiation in india
Negotiation
Negotiation
Advanced Negotiation Communication & Presentation Skills
Advanced Negotiation Communication & Presentation Skills
Negotiation & Conflict Management - Presentation Slides
Negotiation & Conflict Management - Presentation Slides
Negotiation in the field of business.pptx
Negotiation in the field of business.pptx
Negotiating for project success
Negotiating for project success
Negotiation
Negotiation
Negotiation skills
Negotiation skills
Negotiation Reflection
Negotiation Reflection
INFLUENCE AND NEGOTIATION
INFLUENCE AND NEGOTIATION
Negotiation
Negotiation
Negotiation
Negotiation
Takeaways from the international bestseller: "Getting to Yes"
Takeaways from the international bestseller: "Getting to Yes"
Negotiation
Negotiation
Negotiating Skills
Negotiating Skills
Making the Deal.pptx
Making the Deal.pptx
negotiation.pptx
negotiation.pptx
negotiation.ppt
negotiation.ppt
Types of negotiation.pptx
Types of negotiation.pptx
Último
Personal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric Bonilla
EricBonilla13
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BBPMedia1
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
Lviv Startup Club
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
Thailand Board of Investment North America
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
Winbusinessin
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
NathanielSchmuck
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access
Trauma Training Service for First Responders
Trauma Training Service for First Responders
BPOQe
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
HajeJanKamps
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Charles Cotter, PhD
ISONIKE Ltd Accreditation for the Conformity Assessment and Certification of ...
ISONIKE Ltd Accreditation for the Conformity Assessment and Certification of ...
ISONIKELtd
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
dlewis191
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
believeminhh
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
Borderless Access
Intellectual Property Licensing Examples
Intellectual Property Licensing Examples
amberjiles31
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Stephan Koning
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
JemalSeid25
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
AnhNguyen97152
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
APCO
Amazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the company
fashionfound007
Último
(20)
Personal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric Bonilla
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
BCE24 | Virtual Brand Ambassadors: Making Brands Personal - John Meulemans
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
Trauma Training Service for First Responders
Trauma Training Service for First Responders
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
PDT 89 - $1.4M - Seed - Plantee Innovations.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
ISONIKE Ltd Accreditation for the Conformity Assessment and Certification of ...
ISONIKE Ltd Accreditation for the Conformity Assessment and Certification of ...
Team B Mind Map for Organizational Chg..
Team B Mind Map for Organizational Chg..
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
The Vietnam Believer Newsletter_MARCH 25, 2024_EN_Vol. 003
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
Intellectual Property Licensing Examples
Intellectual Property Licensing Examples
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Building Your Personal Brand on LinkedIn - Expert Planet- 2024
Introduction to The overview of GAAP LO 1-5.pptx
Introduction to The overview of GAAP LO 1-5.pptx
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Amazon ppt.pptx Amazon about the company
Amazon ppt.pptx Amazon about the company
Torcthumbnail4 gettingtoyes-091014122718-phpapp01
1.
Torc Thumbnail #
4 Getting to YES - Negotiating Agreement Without Giving In © Torc Consulting Group
2.
Getting to YES:
Negotiating Agreement Without Giving In Getting to YES: Negotiating Agreement Without Giving In by Roger Fisher, William Ury & Bruce Patton. © Torc Consulting Group
3.
Getting to YES:
Negotiating Agreement Without Giving In According to Fisher & Ury any method of agreement may be fairly judged by three criteria: 1. 2. 3. It should produce a wise* agreement if agreement is possible It should be efficient It should improve or at least not damage the relationship between parties *A wise agreement can be defined as one which meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account. © Torc Consulting Group
4.
Getting to YES:
Negotiating Agreement Without Giving In Positional Bargaining – where each side takes a position, argues for it and makes concessions to reach a compromise – does not produce agreements which meet the three criteria. © Torc Consulting Group
5.
Getting to YES:
Negotiating Agreement Without Giving In To support the case against positional bargaining they state: Arguing over positions produces unwise agreements Arguing over positions is inefficient Arguing over positions endangers an ongoing relationship Where many parties are involved, positional bargaining leads to more complex negotiations Any negotiation primarily concerned with the relationship runs the risk of producing a sloppy agreement. © Torc Consulting Group
6.
Getting to YES:
Negotiating Agreement Without Giving In The Principled Negotiating Approach is designed to address and meet the three criteria and involves the following steps: 1. 2. 3. 4. People – Separate the people from the problem Interests – Focus on interests, not positions Options – Generate a variety of possibilities before deciding what to do Criteria – Insist that the result be based on some objective standard © Torc Consulting Group
7.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Separating the People from the Problem Every person involved in dispute resolution has two interests: a) b) in the substance - our own interests in the problem in interpersonal relationships When relationships become entangled with the problem, negotiations can fail or not produce a fair and robust outcome. © Torc Consulting Group
8.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Separating the People from the Problem – contd. The people side of negotiations can be addressed by: Clarifying perceptions Allowing emotions to be expressed Maintaining clear communications Separating people from the problem allows parties to deal with the human aspect in parallel with addressing the problem on its merits. © Torc Consulting Group
9.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Focus on Interests, Not Positions Your position is something you have decided on, your interests are what caused you to so decide. It is important to build a picture of your own and of the various interests of those other parties involved in the negotiations. Interests can be identified by asking Why? and Why Not? as distinct from What? © Torc Consulting Group
10.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Focus on Interests, Not Positions cont/d Establish the legitimacy of your interests and demonstrate that you appreciate the other party interests Present your interests before outlining your proposals. Don’t overlook basic human needs e.g. security, economic wellbeing, a sense of belonging, recognition, control over one’s life. © Torc Consulting Group
11.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Invent Options For Mutual Gain In negotiations the four major obstacles that inhibit the inventing of options are: Premature judgement Searching for a single answer The assumption of a fixed pie Thinking that ‘solving their problem is their problem’ © Torc Consulting Group
12.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Invent Options For Mutual Gain To generate creative options you need to: Separate the act of inventing options from the act of judging them Try to broaden options Search for mutual gains Invent ways to make their decisions easy © Torc Consulting Group
13.
Getting to YES:
Negotiating Agreement Without Giving In Principled Negotiating Approach Insist on Using Objective Criteria Develop objective criteria based on fair standards or fair procedures. Open the discussion on objective criteria by: Framing each issue as a joint search for objective criteria Reason and be open to reason as to which standards are most appropriate and how they should be applied Never yield to pressure, only to principle. © Torc Consulting Group
14.
Getting to YES:
Negotiating Agreement Without Giving In On the question of pressure a refusal to yield except in response to sound reasons is an easier position to defend –publicly and privately –than is a refusal to yield combined with a refusal to advance sound reasons. © Torc Consulting Group
15.
Getting to YES:
Negotiating Agreement Without Giving In What if they are more powerful? Develop a BATNA – Best Alternative to a Negotiated Agreement In preparation for negotiations it is necessary to develop the alternatives against which to measure a proposal against. Also try to develop the other party’s BATNA. Whether you should or should not agree on something in a negotiation depends entirely on the attractiveness to you of the best available alternative The better your BATNA, the greater your power. © Torc Consulting Group
16.
Getting to YES:
Negotiating Agreement Without Giving In What if the other side won’t play to the same rules and insist on attacking your proposals and maximising their gains? Continue to concentrate on the merits rather than positions Rather than resisting their force, seek out and discuss the principles underlying the other side’s positions Consider using a third party to mediate © Torc Consulting Group
17.
Getting to YES:
Negotiating Agreement Without Giving In What if the other negotiator uses dirty tricks? Recognise the tactic explicitly Question the tactic, not their personal integrity Insist on using objective criteria As a last resort – turn to your BATNA and leave the negotiations © Torc Consulting Group
18.
Getting to YES:
Negotiating Agreement Without Giving In For further information, please contact: Tony Roe Torc Consulting Group 4 Lower Pembroke Street Dublin 2 Ph : +353-1-6623020 tr@torc.ie © Torc Consulting Group
Baixar agora