Business Negotiation

Designed by Tao 2014Directed by Nancy 2014

What is negotiation?Could it be taught?

BORN As a good negotiator

What is negotiation?Negotiation in Chinese could be originated from …

談判談判 交渉 Negotiatus

ARGUMENTRoger

Fisher and William

Ury

Lax and Sebnius

Gerard I. Nierenber

g

Amos Tversky

Mutual Gain from a Process or Solution

Process of

communication

Hierarchy

of Interest

To

persuade,

to

compromise

Development

ANCIENT GREEK 500 AD 1500 AD

Richard Lionhearted

Su Qin, Su Dai, Zhangyi

ALL SIDES OF

NEGOTIATION

Buy or sell a product or service

Applying for a new job or position Trying to gain a promotion

Persuading others to cooperate

Setting or meeting budgets

Breaking or avoiding a serious impasse

ALL SIDES OF NEGOTIATION

Investigating a problem with an important personWorking on tasks with colleagues, supervisors, and subordinates

Settling work-rule violations

Bargaining with management or a union representatives

ISSU

E

MARKETING BUDGET

OVER BUDGET NIGHTMARE OF

ENDORESMENT AND PUBLIC REPLATION DEPARTMENT

SPORTS

MARKETING

MKT

NIKE CHINA

CUSTOMS FAIRS IS UNPREDICTIBLE

VALUE OF YOUTH PLAYER IS UNPREDICTIBLE

CAN COPE WITH

BRAND

MARKETING

?PROBLEM SOLUTION ACCOUNT RECEIVABLE CONTROL ACCOUNT

MISMATCHING THE DETAILED ACCOUNT

REASON: DIFFERENT UNDERSTANDING UPON

THE CUT OFF DATE OF SALES REBATE:

APPLICATION SUMMIT DATE OR GRANTING DATE

SOLUTION

H. M. DryadTony is 50 years old, and has been in business for over 30 years. He lived in Waterlooville, which located to the south of Hampshire county. In year 2003, he finished his automobile service business and successfully got the offer from Sodexho with title of Housekeeper. Sodexho is sub-contractor for accommodation and hospitality service. All those famous Navy bases under Minister of Defence are run by Flagship. Then, Flagship will outsource part of its business to Sodexho.

1

H. M. Dryad

Shirley, Sylvia, Chris, Yvone, Mandy, Michelle, Tom, Vivian, Lee, Natalie and Maria

Southwick House: 18Garden: 42 Orchard: 51 Lake: 60

1

H. M. DryadYOUR

SOLUTION ?As Shirley stepped down to be team member only, Tony need to find the new one with LIMITED recourse.

Tony may need to UPGRADE service quality to fight back those complain. How could those actions been ACCEPTED by each party?

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LECTURER NOTES It is easy to say “everything…every one” But in

fact, how? This cliché has TWO meanings :

READY to ENTER INTO a negotiation,

and to PLAN and arrange a negotiation.

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LECTURER NOTES Back to Tony’s solution. Which person to

be selected is NOT KEY to this case, Tony must take fully consideration upon

the personal NEED. And to match his chip against individual need. In this level, all candidate could be put into proposal, provided with sufficient terms and conditions. Tony also need to arrange the whole negotiation plan.

Moreover, Tony organised several negotiation to many relevant party to let his proposal pass. Each party agree with the proposal for upgrading service quality provided that their interest is harmless within the plan.

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LECTURER NOTES Moreover, Tony ORGANISED SEVERAL negotiation to many relevant parties to let his proposal pass. Each party agree with the proposal for upgrading service quality provided that their interest is

not COMPROMISED within the plan.

?

SOMETHING NOT NEGOTIABLE

We have discussed lots of scenario that could be considered as negotiation. So…

Is there something really NOT

negotiable

Please do not think about sovereign only.

NEGOTIATION VS MANAGEMENT

In the field of management or to monitoring human behaviours, there is still some scenario

is NOT Suitable for

negotiation.

Lawsuit : CA2006