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Negotiating International Business Transactions

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Negotiating International Business Transactions Professor Bobbi McAdoo Hamline University School of Law Slides adapted from Chris Guthrie Adversarial Negotiation ... – PowerPoint PPT presentation

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Title: Negotiating International Business Transactions


1
Negotiating International Business Transactions
  • Professor Bobbi McAdoo
  • Hamline University
  • School of Law
  • Slides adapted from Chris Guthrie

2
Adversarial Negotiation
  • Theory
  • Negotiation is a zero-sum game in which the gains
    one side receives are obtained at the expense of
    the other side.
  • Strategy
  • Accumulate as many gains as possible

3
Common Tactics in Adversarial Negotiation
  • Extreme opening offers
  • Limited disclosure of information
  • Small concessions made only as necessary
  • Commitment (sometimes feigned) to positions

4
Problem-Solving Negotiation
  • Theory
  • Negotiation is a collaborative problem-solving
    exercise in which the parties try to work
    together to devise creative agreements.
  • Strategy
  • Achieve a wise, efficient, amicable agreement

5
Problem-Solving Negotiation
  • Four Primary Tactics in Problem-Solving
    Negotiation
  • Separate people from the problem
  • Focus on interests, not positions
  • Consider a variety of options
  • Insist on outcomes tied to objective criteria

6
SKILLS
  • Listening
  • Asking
  • Inventing
  • Referencing

7
Getting Past No William Ury
  • Theory
  • Negotiators can unilaterally convert a zero-sum
    negotiation into a collaborative problem-solving
    exercise
  • Strategy
  • Make partners out of your adversaries

8
Getting Past No William Ury
  • Five Primary Tactics
  • Go to the balcony
  • Step to the other side
  • Change the game
  • Help the other side say yes
  • Use your power to educate

9
Key Negotiating With Skills
  • Pause rather than react
  • Ask problem-solving questions re interests,
    options, objective criteria
  • Invite the other side to criticize your ideas and
    offer his/her own
  • Build agreement where possible (even if only
    about how to conduct the negotiation)
  • Ask reality-testing questions re alternatives to
    agreement
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