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CHAPTERONE1.1WhatisNegotiation?1.2WhyNegotiation?1.3TheImportanceofNegotiation1.4Characteristicsofnegotiation1.5Negotiators1.6Translators(Interpreters)1.7Tipsofsuccessfulnegotiations1.7Tipsofsuccessfulnegotiations1.8TypesofNegotiations1.9StagesofnegotiationsChapterTwo2.1GameTheoryandNegotiation2.2FairTheoryandNegotiation2.3“BlackBox”TheoryandNegotiation2.4InformationTheoryandNegotiation2.5EthicTheoryandNegotiationChapterThree3.1Competitiveorhardstyleofnegotiation3.2Collaborativestrategy:3.3Sharingstrategy3.4.Accommodativeorself-sacrificingstrategy3.5Controllingstrategy3.6AvoidingstrategyChapterFourTheSixStepApproachPreparingfornegotiationStepTwoDevelopingastrategyTheSecondStepofNegotiationFiveNegotiatingStylesDeterminingYourNegotiatingStyleProfileDeterminingYourNegotiatingStyleProfileHowtoPreparefortheFirstMeetingBACKTheThirdStepofNegotiationOpeningthenegotiationExample(1)SettingtheagendaExample(2)BACKTheFourthStepofNegotiationGettingInformationTestingargumentsandpositionsHowtouseadjournments?BACKTheFifthstepofNegotiationHowtoTradeConcessionsSolvingProblemswithinGroupsBreakingdeadlocksHowtobreakdeadlocksMovingtowardsagreementsBODYLANGUAGEINNEGOTIATIONBACKTheSixthStepofNegotiationFormulatingagreementGamesnegotiatorsplaySecuringimplementationReviewingyournegotiatingexperienceHowtosetyourbargingobjectiveDistributivebargainingExample(3)Assessingtheotherside’scaseAssessingrelativestrengthsandweaknessesStepone:PreparingforNegotiation1.GettingInformationCollectinginformationHowtocollectinformationofthetargetparty.Howmuchdoyouwanttoknow?Usuallythemoreinformationyoucollect,thebetter,but,sometimesintheactualmarket,differentsituationyouarefacing,thenegotiationisdifferent,Sotowhatdegreeyouwanttoinvestigate,howmuchyouwanttoknowisdifferent.Thewaytoinvestigate:1.Internet2.Publications2.Publications2.Publications2.Publications2.Publication2.PublicationsChapterFive5.1MajorAspectsofInter-culturalNegotiationCultureislearned.Cultureisshared.Cultureiscompelling.Cultureisinterrelate
