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International Negotiations

International Negotiations. An Interactive Approach RC Hoffman, Salisbury University. Purpose.

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International Negotiations

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  1. International Negotiations An Interactive Approach RC Hoffman, Salisbury University

  2. Purpose This PDW will demonstrate a a negotiation exercise that can be conducted in a normal class period. Typically the class will have been exposed to a brief lecture on the topic, but it can also be used to introduce the topic. We will learn by doing or at least brief exposure to the method. AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

  3. IB Negotiation Exercise • You will be assigned a negotiating Role • Plan your exercise (5 mins) • Negotiate with your opposing team, see Role assignment sheet (10 min.) • Complete questionnaire • Debrief • Results of Negotiations AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

  4. STEP 1:PLANNING N e g S o t t e I p a s t I o n STEP 2: BUILDING THE RELATIONSHIP STEP 3: EXCHANGING INFORMATION/FIRST OFFER STEP 4: PERSUASION STEP 5: AGREEMENT AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

  5. Stages of Negotiations 3 4 High 2 1 3 Importance 4 2 Japanese USA 1 Low 1= build rel. 2= info. exch. 3= persuasion 4= agreement Time

  6. Promise Threat Recommendation Warning Reward Punishment Normative appeal Commitment Self disclosure Question Command No Interrupting NEGOTIATION TACTICS AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

  7. Negotiating Styles

  8. Consider more outcomes Focus on common ground Long run view More flexible few irritating phrases fewer counter proposals Successful Negotiators AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

  9. Results

  10. Negotiations Feedback Section: 2 (Sample data) 1- SA, 2 – A, 3 – N, 4 – D, 5 - SD

  11. INTERNATIONAL NEGOTIATION • More complex than domestic negotiations • Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners AoM 2007 PDW: Interactive Teaching Methods in IB - RC Hoffman, Salisbury University

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