Conduct of the Negotiation

1
Conduct of the Negotiation

• Communication Problems
• Tools and Tactics
• Negotiation Practices
• Negotiation Ethics

2
Communication Problems

• Technical Vocabulary
• Judgmental
• Certainty
• Controlling
• Superiority
• Indifference
• Undiplomatic
• Attention Span

3
Art of Listening

• Truly Hear
• Understand
• Their Perspective
• Hear What Isnt Said

4
Non-Verbal Communication

• Arms Crossed
• Head Position
• Eye Contact
• Squirming
• Facial Expressions
• Others

5
Tools and Tactics

• Where and When
• With Whom
• Rehearsal
• Power
• Concessions
• Silence
• Deadlines

• Caucus/Breaks
• Side Bargaining
• Multiple Sessions
• Post Mortem

6
Ethics and Negotiation

• People Respond to Fairness
• They Resist Unfair Treatment
• Unethical Behavior Has More Impact Than Ethical
  Behavior - On Both Parties

7
Unethical Practices

• Selective Disclosure
• Exaggeration
• Misrepresentation
• Deception
• False Threats
• Price Increases
• Shortages
• False Promises
• Delivery Dates

8
Getting to NO

• Unethical Behavior
• Playing Win-Lose
• Walk Away Point
• Doesnt Make Business Sense
• Conflicting Philosophical Goals

9
Global Sourcing Communication

• Understanding the True Barriers
• Speaking
• Reading and Writing
• Slang and Colloquialisms
• Two Word Verbs
• Vocabulary
• Conversational
• Business
• Technical

10
Global Sourcing Communication

• Translators
• Local
• At Destination
• Types
• Translating Written Materials
• Business Cards and Titles

11
International Negotiation

• Age, Gender
• Status, Authority
• Formality
• Numbers and Team Composition
• Professionalism
• Yes and No

• Silence
• Subtleties
• Deadlines
• Cultural Respect
• On Being Alone