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Negotiatio محاضرة عن مهارات التفاوض

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محاضرة عن مهارات التفاوض للمستشار أيمن شاش
رئيس الاستئناف
Negotiation skills

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Negotiatio محاضرة عن مهارات التفاوض

  1. 1. 5-1 Negotiation skills Lecture judge - Ayman Shash President of the Court of Appeal ‫التفاوض‬ ‫مهارات‬ ‫عن‬ ‫محاضرة‬ ‫شاش‬ ‫أيمن‬ /‫مستشار‬ ‫التستئناف‬ ‫محكمة‬ ‫رئيس‬ @YMAN SHASH
  2. 2. @YMAN SHASH
  3. 3. 5-4 Negotiation The process of bargaining between two or more parties to reach a solution that is mutually acceptable @YMAN SHASH ‫عملية‬‫تفاوضية‬ ‫مساومة‬‫أكثر‬ ‫أو‬ ‫طرفين‬ ‫بين‬ ‫للطرفين‬ ‫مقبول‬ ‫حل‬ ‫إلى‬ ‫للوصول‬
  4. 4. @YMAN SHASH
  5. 5. 5-5 The Negotiation Process @YMAN SHASH Preparation ‫الجيد‬ ‫العداد‬
  6. 6. @YMAN SHASH ‫إليه‬ ‫التوصل‬ ‫تم‬ ‫ما‬ ‫علي‬ ‫بالموافقة‬ ‫إما‬ ‫التفاوض‬ ‫ينتهي‬ ‫التفاوض‬ ‫عملية‬ ‫وانتهاء‬ ‫الموافقة‬ ‫عدم‬ ‫أو‬
  7. 7. @YMAN SHASH ‫خطة‬ ‫إعداد‬ ‫أداء‬
  8. 8. Relationship-Building ‫العلقات‬ ‫بناء‬ @YMAN SHASH ‫بناء‬ ‫من‬ ‫لبد‬ ‫وجسور‬ ‫علاقات‬ ‫مبدئية‬ ‫تفاهم‬
  9. 9. @YMAN SHASH ‫بناء‬ ‫عملية‬ ‫بين‬ ‫الثقة‬ ‫الطرفين‬
  10. 10. @YMAN SHASH ‫بسيطة‬ ‫جمل‬ ‫استخدام‬ ‫فكرتك‬ ‫لتوضيح‬ ‫مثال‬ ‫استخدام‬ ‫مقارنة‬ ‫طريقة‬ ‫استخدام‬ Use simple sentences Use example to illustrate your idea Use comparative method
  11. 11. ‫المعلومات‬ ‫تبادل‬ @YMAN SHASH ‫المعلومات‬ ‫تبادل‬ ‫لستمرار‬ ‫حتمي‬ ‫أمر‬ ‫عملية‬ ‫ونجاح‬ ‫التفاوض‬
  12. 12. Persuasion @YMAN SHASH ‫القناع‬
  13. 13. The time limit @YMAN SHASH ‫يسرقك‬ ‫فقد‬ ‫الوقت‬ ‫من‬ ‫حزرك‬ ‫خذ‬ ‫ذات‬ ‫غير‬ ‫مناقشات‬ ‫ففي‬ ‫الوقفت‬ ‫أن‬ ‫وتكتشف‬ ‫الموضوع‬ ‫في‬ ‫أهمية‬ ‫قارب‬ ‫قد‬ ‫للتفاوض‬ ‫المحدد‬ ‫الوقت‬ ‫شيئا‬ ‫تنجفز‬ ‫ولفم‬ ‫النتهاء‬ ‫علفي‬ ‫أصبح‬ ‫فات‬ ‫مفا‬ ‫اذا‬ ‫وقفت‬ ‫فهناك‬ ‫لوقوع‬ ‫مجدي‬ ‫غير‬ ‫التفاوض‬ ‫بالفعل‬ ‫الخسارة‬
  14. 14. @YMAN SHASH ‫المفاوضات‬ ‫طاولة‬ ‫علي‬ ‫طرحت‬ ‫فرصا‬ ‫تترك‬ ‫ل‬ ‫منها‬ ‫الستفادة‬ ‫كيفية‬ ‫وادرس‬ ‫سريعا‬ ‫حللها‬ ‫التقطها‬
  15. 15. ‫التـــــفـــاق‬ @YMAN SHASH ‫الخير‬ ‫المرحلة‬ ‫التفاوض‬ ‫من‬ ‫هو‬ ‫الناجح‬ ‫التفاق‬ ‫الخير‬ ‫المرحلة‬ ‫التفاوض‬ ‫من‬ ‫هو‬ ‫الناجح‬ ‫التفاق‬
  16. 16. •1- Decide on your starting position and your "bottom line," or lowest point you will accept in the deal. @YMAN SHASH Ten Basic Steps ‫أن‬ ‫تسفتطيع‬ ‫التفي‬ ‫النقطفة‬ ‫هفي‬ ‫مفا‬ ‫قرر‬ ‫نقطة‬ ‫اقل‬ ‫هي‬ ‫وما‬ ‫التفاوض‬ ‫منها‬ ‫تبدأ‬ ‫النقطة‬ ‫هفي‬ ‫ومفا‬ ‫اليهفا‬ ‫تصفل‬ ‫أفن‬ ‫يمكفن‬ ‫بها‬ ‫تقبل‬ ‫أن‬ ‫الممكن‬ ‫من‬ ‫التي‬
  17. 17. 2-Consider the objectives and emotional motivation of the other party. @YMAN SHASH ‫والدوافع‬ ‫الهداف‬ ‫العتبار‬ ‫في‬ ‫خذ‬ ‫عاطفية‬ ‫أمور‬ ‫إلي‬ ‫تستند‬ ‫قد‬ ‫التي‬ ‫بأشياء‬ ‫يتمسك‬ ‫فقد‬ ‫الخر‬ ‫للطرف‬ ‫بالنسبة‬ ‫نننن‬‫لك‬ ‫ن‬‫ن‬‫نة‬‫تافه‬ ‫نكن‬‫ل‬ ‫تبدو‬ ‫ننن‬‫إ‬ ‫خاصة‬ ‫أهمية‬ ‫لها‬ ‫إليه‬
  18. 18. @YMAN SHASH
  19. 19. 3- Plan your sequence of proposals and possible counter- proposals. Open at the most you can reasonably ask for as this gives you room to negotiate. @YMAN SHASH ‫هناك‬ ‫اجعل‬ ‫دائما‬‫خطة‬‫ل‬‫و‬ ‫القتراحات‬ ‫من‬ ‫بك‬ ‫الخاص‬ ‫لتسلسل‬ . ‫المحتملة‬ ‫المضادة‬ ‫القتراحات‬ ‫معقول‬ ‫كن‬ ‫المكان‬ ‫وبقدر‬ ‫متفتحا‬ ‫كن‬‫معظم‬ ‫في‬‫طلباتك‬‫وهذا‬ ‫مجال‬ ‫لك‬ ‫يعطي‬‫أوسع‬‫للتفاوض‬.
  20. 20. 4-Prepare for the meeting by determining your own motives and objectives: Why are you negotiating? What do you expect to gain and why is it important to you? What do you think you will have to offer to achieve this? @YMAN SHASH ‫من‬ ‫جيدا‬ ‫للجتماع‬ ‫بالدعداد‬ ‫قم‬‫الخاصة‬ ‫الدوافع‬ ‫تحديد‬ ‫خل ل‬ :‫والدهداف‬ ‫بك‬ 1.‫؟‬ ‫التفاوض‬ ‫لماذا‬ 2.‫لك؟‬ ‫بالنسبة‬ ‫مهم‬ ‫دهو‬ ‫ولماذا‬ ‫لكسب‬ ‫تتوقع‬ ‫ماذا‬ 3.‫تعتقد‬ ‫ماذا‬‫لتقدمه‬ ‫لديك‬ ‫سيكون‬‫الجتماع‬ ‫بهذا‬‫لتحقيق‬ ‫ذلك؟‬
  21. 21. 5-Be prepared with information, facts, etc. Avoid going into any negotiation and coming across as either uninformed or unreasonably aggressive. @YMAN SHASH •، ‫الحقائق‬ ‫و‬ ‫بالمعلومات‬ ‫مستعدا‬ ‫كن‬ ‫ذلك‬ ‫إلى‬ ‫وما‬ ، ‫تكاليف‬ ‫أو‬ •‫و‬ ‫مفاوضات‬ ‫أي‬ ‫في‬ ‫الخوض‬ ‫تجنب‬ ‫دعدوانية‬ ‫أو‬ ‫جهل‬ ‫إما‬ ‫و‬ ‫دعبر‬ ‫القادمة‬ ‫معقو ل‬ ‫غير‬ ‫بشكل‬
  22. 22. 6-If the other party makes the first offer or proposal, this can allow you to gauge your response and set the parameters of the negotiation to your advantage. Though some experts suggest that your proposal be the first one on the table, this tactic can allow the other party to open at a point that is more favorable to you than you may have anticipated. @YMAN SHASH
  23. 23. @YMAN SHASH Planning Time management Self organisation Job planning ‫التخطيط‬ ‫الوقت‬ ‫إدارة‬ ‫الذاتي‬ ‫التنظيم‬ ‫العمل‬ ‫تخطيط‬
  24. 24. 7-Start by discussing a mutually agreed upon point of the negotiation — something both parties will readily say yes to. @YMAN SHASH
  25. 25. 8-When do propose a deal or an offer phrase as "I will do such-and-such for you, and you will do this for me." This establishes a position of confidence and authority. @YMAN SHASH
  26. 26. 9-Make your arguments and proposals incrementally and strategically. Avoid going immediately to your lowest point of acceptance, or bottom-line. @YMAN SHASH
  27. 27. 10-Know when it is time to close or break off discussion. If the other party is ready to close the deal, and it is acceptable to you, make it easy for them to do as little as possible by having everything ready to sign, etc. @YMAN SHASH
  28. 28. Everybody Wins With Effective Negotiation The ultimate goal of business negotiations is to produce two satisfied parties and to have paved the way for future negotiations when and where necessary. Having successfully completed negotiations it is tempting to think that it's all over once you and the other party have said, "Yes!" However, it isn't really "over" until it's over. That is, proper and effective closure is key to sealing a deal successfully. @YMAN SHASH
  29. 29. At the end “Go and win” @YMAN SHASH Thanks for your time

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