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International Negotiation Skills
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Contents
Introduction
Part1
Five analyses
Structural
Strategic
Process
Behavioral
Integrative
Part2
Further questions
Activity
Divorce case
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Introduction
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Five analyses of Negotiation
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Introduction
Common Elements in the Analysis of the Negotiation Process
Common Understanding of Negotiation Process
5 Approaches displays different ways of talking about the same phenomenon, same questions, parameters presented from different angles and under different names
Different approaches reenforce and build on each other¡¯s analysis
NO single dominant analytical approach to negotiation
¡°a process of combining conflicting positions into a common position, under a decision rule of unanimity, phenomenon in which the outcome is determined by the process¡±
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1. Structural Analysis
What is Strategic analysis
Asymmetry & Symmetry situations
Tactics
Team pres¡¦(»ý·«)
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he structural equality of power between the 2 parties¡±
Tactics
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Structural Analysis
All these tactics are acts of (attempted) power and acceptance of a given offer
Tactics operate on current offers, expectations, outcomes to be obtained without negotiation (security points)
Alter contingent value of current offers relative to the other 2 points of comparison (expectations and security points)
Identify certain procedures (¡°fractionate¡± or ¡°trade off) or atmospherics (¡°trust¡± or ¡°confidence¡±) that facilitate the basic process
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2. Strategic Analysis
What is Strategic analysis
Limitation of Assumptions
Asymmetry as a solution
Movement
Limitations
Implication
Team presentation/ 2012 IBE
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Strategic Analysis
Negotiations can be described as Matrices
Outcomes are determined by the relative array of values to the parties.
Symmetrical models
Prisoner¡¯s Dilemma Game & Chicken Dilemma Game
1. What is Strategic Analysi