Keywords: Negotiation, mediation, ADR, teaching, communication, questioning, active listening, cartoons, optical illusions, samurai, Barkai. The following is a PowerPoint presentation about the 36 Chinese Strategies as applied to negotiations that I have used many times. You can find more about. Barkai, John, Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation.

Author: Dushakar Fesida
Country: India
Language: English (Spanish)
Genre: Medical
Published (Last): 7 May 2015
Pages: 423
PDF File Size: 7.53 Mb
ePub File Size: 9.37 Mb
ISBN: 490-9-91198-878-5
Downloads: 26282
Price: Free* [*Free Regsitration Required]
Uploader: Duzuru

This is a no-win. The deal was that the customer would pay full price for all the ammunition used, but only if they lost. To prevent this kind of escalation, negotiators must be aware of their tendency to justify past actions and must constantly evaluate the costs and benefits of continuing along the same lines. John Barkai William S.

Negotiation Handout – University of Hawaii

The negotiation process, in part, is how each side shapes the perception of their power in the mind of the other. You stress goals that are unimportant to you and then give them up for concessions from the other side that are important to you.

We think you have liked this presentation. Am I worthy of love? ESTP Good at on-the-spot problem solving.

Share buttons are a little bit lower. How can we fix things going forward? What influences can they bring to bear on this negotiation? Faced with negotiations that require both competition and cooperation, as most do, we think only of the competitive aspects. Don’t appear desperate for the deal Invent options for mutual gain Seek objective criteria Act confident and informed “Split the difference” only when it is to your advantage Flinch.

Related Articles (10)  21 WAPPING LANE BROCHURE PDF

“Cultural Dimension Interests, the Dance of Negotiation, and Weather Fo” by John Barkai

Failed negotiations may produce anything from minor inconveniences to nuclear holocaust. Not interested in subjects they see no use for, but can apply themselves when necessary, Like to organize and run activities. In summary, the five steps of what the author calls “breakthrough negotiation” are: Why don’t you start us off in the right direction?

What are you willing to give?

Your nonverbal communication you can add the verbal too says “That is much too much! So do the opposite: Relationships Matter Pawnbrokers, like lawyers, develop reputations and depend on relationships to succeed. If you were doing things over again, what would you do differently? So, suspend your reaction by naming the game.

“Teaching Negotiation and ADR: The Savvy Samurai Meets the Devil” by John Barkai

Our discussion always seems to come back to?. They each take half the orange, and end up with a very small glass of juice for one sister and a very small cake for the other. Skilful in finding logical reasons for what they want. Always doing something nice nehotiation someone.

Related Articles (10)  CARTILLA FONETICA PDF

Respect your way to Yes. Risks of opening demands: This Professor John Barkai – Negotiations p. Do you mind putting that in writing? Delaney October 21, Can we talk about this? In your best Brando I’m going to make you an offer you can’t refuse.

Like solving problems with logic and analysis. Information negotoation power – get as much as possible.

They use these techniques to gather information from their opponent. Johnson, James Monroe, Harry S. This has the effect of setting the perceived or apparent bargaining range. Do you have the power? Truth is found usually in the middle. For example, a retailer may be willing to cut the price if payment is made in cash–especially, in some cases, if you don’t ask for a receipt or other negoitation the IRS might find of interest.