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Today’s Topics feedback. [last class: preparation and beginning the negotiation] Setting an agenda (if necessary) Making your own interests/positions clear In the US, speaking deductively and ‘directly’ but also being careful with your language - PowerPoint PPT Presentation
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Today’s Topics feedback[last class: preparation and beginning the
negotiation]
Setting an agenda (if necessary) Making your own interests/positions clear
In the US, speaking deductively and ‘directly’ but also being careful with your language
Understanding the other’s interests/positions Active listening, follow-up questions
Setting an agenda
In what situations is this important? What to include in setting an agenda?
Objectives/goals of the negotiation Specific points to cover during that time How much time you have Roles – who will be doing what Procedure – what should be covered first, etc.
More deductive, explicit, ‘spelled out’ approach
What problems can arise if no agenda? No clear common sense of direction Roles ambiguous or forgotten Tendency to jump to problems first, without
establishing big picture Getting caught off guard by underlying
assumptions about agendas
What went wrong?
No warm-up No clarification of agenda No clarification of each other’s interests or
positions before actual negotiation Okus group cedes to Levian ‘agenda’, and in
an irritated way Threat by Sean
exercise
Establishing positions/making your points Taking the time to present and listen to each
others’ proposals before deciding on solutions
Note: This is often an iterative process, however. In other words, discussing solutions may lead to new or amended proposals
Video
What went wrong?
Andrew is unprepared – and also not deductive – with regard to the Okus proposal
He also has bad delivery/connection to audience.
Sean jumping to (and demanding) solutions before exploring mutual interests: very ‘positional’ (in Getting to Yes terms)
Being clear about what you want or think …politely Being clear:
When it is time to present your position/interests, get to your main points quickly, and provide supportive information after (deductive way).
Use highlighting and clarifying phrases if necessary (see handout)
Being polite: Invite feedback, be inclusive Balance indirectness and directness of language
Clarifying everyone’s interestsWhy is it important to take the time to do this?
minimizes the risk of misunderstandings and hasty decisions
Shows respect and concern for them Allows you the time to better develop
arguments to respond to their needs
What went wrong?
Everyone has own agenda, no common direction
Not much real listening going on No one working together, even teams No one leading an effort to keep focus Negative tone, body language
How to do this?
Active listening to others body language, verbal ‘backchannels’ asking questions to better understand both the big
picture and the details, the facts and the feelings
Try not to ‘fake it’!
Clarifying and explaining yourself
video
What went right
Clear evidence of real listening Francoise asking ‘on topic’ questions that
elicit further information and clarification Karen manages interruptions politely but
clearly so that focus is maintained Karen and Andrew working as a team
HO & EX
Practice: clarifying/active listening Remember your persuasive presentation topic
In pairs, you will take turns listening to the arguments of the other person on their topic (each person 10 minutes). E.g: “I would like to convince you that you should buy a
Stanford coffee mug…” The listener will ask different kinds of active listening
questions, and the speaker will clarify and explain further. Listener: ask at least 5 questions.
You should NOT actually negotiate or make counter-arguments yet in this exercise.