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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.

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This rule also does not require exclusion when the evidence is offered for another purpose, such as proving bias or prejudice of a witness, negativing a contention of undue delay, or proving an effort to obstruct a criminal investigation or prosecution. Similarly, while purchasing goods is usually thought of in win-lose terms, another approach is sometimes possible.

Ah, I’d say communication skills. Possible interests Cuban Missile Crisis. He leaves the room and his partner, the good-guy, takes over and apologizes for the other guy’s behavior. The same is true for settlements of lawsuits. How do you negotiaton things to be between the two of you?

No one should have to go through something like that. Usually the concessions made are offered in return for concessions from the other side. Risks of opening demands: Who is more powerful and what is the source of that power?


After all, the other side may be ready to cave in. Don’t assume that their wants are the same as yours. Finally, when third parties are trying to get others to compromise, they should strive to frame suggestions in ways that show what both sides will gain from a settlement. Responsive lo praise and criticism. Behind the counter displaying used watches, he kept a stack of high-end begotiation magazines with glossy advertisements for expensive barkkai.

Negotiation Handout – University of Hawaii

How are they getting along now during the negotiation? What do you know about their negotiating style?

There comes a time in some negotiations, like in sales, when one negotiator thinks it is advantageous to prevent neyotiation other side from exploring alternatives, getting more information, or having second thoughts. These interests might be met more creatively if better understood. Can you live with this? Can you get me more information before I decide?

Our customers usually thought they did well, were treated with respect, and had some fun bargaining with the pawnbroker. I’m open to suggestions.

You know what, we are both right. He argues so much He has such strong convictions She thinks she knows it all He is so conceited She too easygoing He’s so stingy She spends negotiatio much money He’s too rigid She can never sit still She’s too emotional. Open-ended Question Probe for Feelings What negotiatiom you think is one of the most important skills for negotiators? National Center for State Courts. During bargaining, she deadlocks on the first issue, but then concedes.


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

The more outrageous your first offer, the more likely that what you ‘really’ want looks like a compromise. If they don’t know what “win-win” means, they won’t be negotiating that way. Registration Forgot your password?

Tend to undertake too much, then somehow get it done. Positions are the “What” that the negotiators want. Not interested in subjects they see no use for, but can apply themselves when necessary, Like to organize and run activities.

Shift to a Learning Conversation.

Would this solve our problems? The Positive No replaces the three common approaches to the power-versus-relationship dilemma: