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June 2012

"Working Together”. Practical Insights for Effective Cooperation . June 2012. “The Art of Negotiation?”. Что. Как. Negotiation Manuals. Negotiation Thinking. ™. The capability to understand and design effective negotiation process in a complex environment.

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June 2012

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  1. "Working Together” Practical Insights for Effective Cooperation June 2012

  2. “The Art of Negotiation?”

  3. Что Как

  4. Negotiation Manuals

  5. Negotiation Thinking ™ The capability to understand and design effective negotiation process in a complex environment

  6. Are we Rational Negotiators?

  7. We are not rational..! ..because we never have the same information..! And even when we have the same information…

  8. Fundamental Attribution Error B (Behavior)= D(Disposition)xS(Situation) When we judge/ asses the behavior of others – we tend to attribute it to character (disposition). When we judge/ asses our behavior – we tend to attribute it to the situation.

  9. Information Interpretation Conclusion

  10. Reality Check Perception of Reality

  11. The Genetic Mapof Negotiation Based on the Harvard Model of “Seven Elements”

  12. The Genetic Map RELATIONSHIP INTERESTS ALTERNATIVES OPTIONS CRITERIA COMMITMENT

  13. Interests Positions Interests Positions are what I say I want, interests are why I want that.

  14. Alternatives Potential outcomes available to you without consent of other party Better Better Worse Worse

  15. The Genetic Map RELATIONSHIP INTERESTS ALTERNATIVES OPTIONS CRITERIA COMMITMENT

  16. Relationship

  17. The Genetic Map RELATIONSHIP INTERESTS ALTERNATIVES OPTIONS CRITERIA COMMITMENT

  18. Modes of Negotiations Confrontation Cooperation Interests

  19. Confrontation Take it or leave it (Power oriented); Low level of information sharing; Low reliance on relationship; Short term gains. Interests

  20. Cooperation Information sharing; Joint definition of corporate interest; Strong reliance on long term relationships. Interests

  21. Power in Negotiation

  22. "Working Together” Practical Insights for Effective Cooperation cristalm@nest-consulting.net

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