Negotiation Techniques and Strategies

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Negosiasi terintegrasi adalah jenis negosiasi yang mana?

  • Saling menguntungkan
  • Saling kerugian
  • Menguntungkan satu pihak
  • Menguntungkan kedua belah pihak (correct)

Apa yang harus dilakukan sebelum negosiasi?

  • Menolak tawaran lawan
  • Menawar harga
  • Mengakhirkan negosiasi
  • Mengumpulkan informasi dan menentukan tujuan (correct)

Gaya negosiasi kompetitif adalah gaya yang mana?

  • Menghindari, takut konflik
  • Asertif, orientasi tujuan (correct)
  • Kooperatif, orientasi hubungan
  • Akomodatif, memuaskan orang lain

Taktik negosiasi ' anchoring' adalah?

<p>Menawar harga yang tinggi (A)</p> Signup and view all the answers

Apa yang penting dalam negosiasi lintas budaya?

<p>Memahami perbedaan budaya dan nilai (B)</p> Signup and view all the answers

Apa tujuan dari negosiasi?

<p>Menguntungkan kedua belah pihak (A)</p> Signup and view all the answers

Match the following negotiation strategies with their descriptions:

<p>Competitive strategy = Berfokus pada mencapai tujuan individu, seringkali dengan mengorbankan pihak lain Collaborative strategy = Berfokus pada mencari hasil yang saling menguntungkan Principled negotiation = Mengambil jalan tengah untuk mencapai kesepakatan Emotional intelligence = Mengelola emosi sendiri dan merespons emosi pihak lain</p> Signup and view all the answers

Match the following negotiation phases with their descriptions:

<p>Preparation = Mencari informasi dan menentukan tujuan sebelum negosiasi Opening = Membuka negosiasi dengan tawaran awal dan counteroffer Bargaining = Mencari kesepakatan dengan melakukan konsesi dan kontra-konsesi Closing = Mengakhiri negosiasi dengan kesepakatan atau jalan buntu</p> Signup and view all the answers

Match the following negotiation skills with their descriptions:

<p>Active listening = Mendengar dan memahami kebutuhan dan kekhawatiran pihak lain Effective communication = Berbicara dengan jelas, singkat, dan hormat Emotional intelligence = Mengelola emosi sendiri dan merespons emosi pihak lain Creative problem-solving = Mencari solusi yang saling menguntungkan</p> Signup and view all the answers

Match the following negotiation tactics with their descriptions:

<p>Anchoring = Membuat tawaran awal untuk menentukan nada negosiasi Concession making = Mengurangi posisi untuk mencapai kesepakatan Time pressure = Menciptakan kesan urgency untuk mencapai kesepakatan Good guy/bad guy = Menggunakan tim untuk bernegosiasi dengan salah satu pihak mengambil posisi keras dan lainnya mengambil posisi lebih lunak</p> Signup and view all the answers

Match the following negotiation challenges with their descriptions:

<p>Cultural differences = Menghadapi perbedaan norma dan gaya komunikasi budaya Power imbalance = Bernegosiasi dengan pihak yang memiliki lebih banyak kekuatan atau sumber daya Emotional obstacles = Menghadapi emosi seperti marah, takut, atau kecemasan selama negosiasi Information asymmetry = Bernegosiasi dengan informasi yang tidak lengkap atau tidak seimbang</p> Signup and view all the answers

Match the following negotiation types with their descriptions:

<p>Distributive negotiation = Satu pihak memperoleh keuntungan dan pihak lain kehilangan Integrative negotiation = Kedua pihak bekerja sama untuk mencapai hasil yang saling menguntungkan Competitive strategy = Berfokus pada mencapai tujuan individu Principled negotiation = Mengambil jalan tengah untuk mencapai kesepakatan</p> Signup and view all the answers

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Study Notes

Definition and Importance of Negotiation

  • Negotiation: a communication process between two or more parties to reach a mutually beneficial agreement
  • Importance: essential in personal and professional settings, helps build relationships, resolve conflicts, and achieve goals

Types of Negotiation

  • Distributive negotiation: one party's gain is at the expense of the other (e.g., buying a car)
  • Integrative negotiation: collaborative, finding a mutually beneficial solution (e.g., business partnership)
  • Principled negotiation: focuses on interests, not positions; separates people from the problem

Negotiation Strategies

  • Pre-negotiation:
    • Research and prepare
    • Identify goals, limits, and alternatives
  • During negotiation:
    • Active listening
    • Ask open-ended questions
    • Make a strong first offer
    • Use time to your advantage
  • Concession strategies:
    • Separate issues, not people
    • Make small concessions
    • Use objective criteria
    • Be willing to walk away

Negotiation Styles

  • Competitive: assertive, goal-oriented
  • Collaborative: cooperative, relationship-oriented
  • Avoidant: passive, conflict-averse
  • Accommodating: yielding, people-pleasing
  • Compromising: finding a middle ground

Negotiation Tactics

  • Anchoring: making an extreme initial offer to set the tone
  • Bait and switch: offering something desirable, then taking it away
  • Good guy/bad guy: using a team to play on emotions
  • Take it or leave it: presenting a "final" offer

Cross-Cultural Negotiation

  • Understand cultural differences in communication styles and values
  • Be aware of nonverbal cues and body language
  • Adapt to different negotiating styles and expectations

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