TAKING INITIATIVE

MURAT GÜLEÇ UYGAR ŞİRİN

ONUR İYİİŞM. DİNÇER DABAK

WHAT IS INITIATIVE?

Power or right to take an action

Ability to take action and make decision without waiting for someone to tell you what to do.

Obtaining information is a vital part of taking

initiative”

Information; is the heart of the the matter can unlock the door to the vault called

success affects our appraisal of reality and the

decision that we make

If we are fully informed aboutsubject, we can achieve the desired result easily…

Information in Negotiation

“Starting negotiations without information is akin to start battle without adequate

supplies of bullets and shells”

Information in Negotiation Information is the key to negotiatinginformation about;

the other party, their attidues, concerns, timing, quality…

Information in Negotiation

We need not just information about the subject matter or any dispute etc. but also our ‘opponent’ or ‘Partner’

to find the opponent’s bottom offer and bring it down further(weakening the other side)

to clarify your own’s demands in such a way that the opponent will see them as realistic and inevitable

(strengthening your own position)

The tactical exchange of information has two purposes

information changes over time and it is continuous concept

we have to follow the information continuously

Information search must be done over

Subject Relationship Timing Purpose

Recourse Dispute Administration Follow-up

Lack of Information Information gathering about the other

side should be done correctly and completely.

If there is a lack of information, this situation can cause many disadvantages for us.

TAKING INITIATIVETake the first step in an undertaking, esp. one that encouragesMeans not leaving the opponents intensions realized or take the advantage. Reading the opponents false and or even real intensions and outsmarting with superior tactics

CHARACTERISTICS OF THIS TACTICOne-sidedOne party forces the negotiationAggressive, competitiveGoals rather than interestsNot for the optimal, to be better as much as possible

BEFORE TAKING INITIATIVEFirst of all, check on your own sense of self-respect and know that you're as worthy as the other side (TOS)Use your leadership. Take the initiative by doing these things before the other side does;

BEFORE TAKING INITIATIVEclarify your objectives, outline the issues relevant to those objectives, identify potential problems, handle challenges to your position, suggest solutions in the direction of your objectives

Be alert to the ways TOS may try during the negotiation

pretending they have the authority to sign the contract when they don't

Cornering you to accept their proposal by saying; “it is one of the few chances left, if not

the last, to keep you from a worse situation”

Sweeping you off your feet with impressive credentials based on past performance to get you to sign

Doing you small favors for free, only to play on your sense of obligation later on when they ask you to concede on major items in their proposal

When to take the initiative?

At the point of a deadlockTo maneuver a concessionTo strengthen our positionTo weaken the other partyIf other party negotiates too softlyIf we do know much more about other party

Sometimes gaining initiative may become useless

If we know little about the other partyIf the negotiation goes like a “win-win”If the concessions are enoughNegotiate to cooperate not to competeFor long-term not for a short one!

INTERVIEWER CASE

STEP 1: KNOW THE ENEMY

STEP 2: DISARMING THE ENEMY

Step 1:KNOW THE ENEMY An applicant should wish to present

himself and his capabilities in a way that appeal to the interviewer.

Intelligent questions related to the information already obtained is a part of the tactic.

Step 2: DISARMING THE ENEMY Knowing that the other party has

certain arguments that are likely to be used does not mean we should simply prepare defenses to the arguments.

If we use the facts first we may be able to negate their value.

This is a method of media interviewers

If they are trying to focus on an error or misjudgement yet know the interviewee has some good news with which their otherwise penetrating enqiry can be blunted.

Example

They grab the inititative mention it first like: ‘now mr. X I know u are going to say that your environmental record for last sixty years has been exemplary but the fact remains that this pollution is extremely damaging to everyoone and worrying to you

Example

Mr İyiiş already prepare a comment ‘ I must stress that in sixty years of industrial production this is the first time my orgaznization involved in a pollution problem’ Now sounds somewhat ridicilious.

In response he might do better to try and regain initiative in turn.

Example

AFTER TAKING INITIATIVE

If you are successful

AFTER TAKING INITIATIVE

If you are not

THANKS FOR YOUR ATTENTION!