PDF ENH 2203 Principals of Negotiation - Sinai University

ENH 2203 Principals of Negotiation Lec 1 Dr. Mohy Soliman Fattouh Lecturer of Civil Engineer Faculty of Engineering sinaiuniversity.net @Sinaiunieg [email protected]...

ENH 2203 Principals of Negotiation Lec 1 Dr. Mohy Soliman Fattouh Lecturer of Civil Engineer Faculty of Engineering sinaiuniversity.net @Sinaiunieg [email protected] www.su.edu.eg  Learning Objectives Understand the basics of verbal and nonverbal ENH 2203 communication. Understand the basic negotiation processes. Understand the basic tactics of negotiations. Recognize and respond to the “dirty tricks”. Know the difference between the problem-solving and competitive approaches. Identify the personal characteristics of the successful negotiator. @Sinaiunieg [email protected] www.su.edu.eg  ‫‪Sinai University‬‬ ‫‪Principals of Negotiation‬‬ ‫‪Faculty of Engineering‬‬ ‫‪ENH 2203‬‬ ‫أنواع االتصـــال‬ ‫االتصال الشفوي‬ ‫االتصال غير اللفظي‬ ‫االتصال الكتابي‬ ‫‪ ‬يقوي روح التعاون والصداقة‪.‬‬ ‫‪ ‬يوضح ردود الفعل العكسية‪.‬‬ ‫‪ ‬يسهل الرجوع إلية لتحديد المسئوليات‪.‬‬ ‫‪ ‬يزيل التوتر والضغوط‪.‬‬ ‫‪ ‬مؤثر في الروح المعنوية للموظفين‬ ‫‪ ‬يوثق المعلومات لالستفادة منها في‬ ‫‪ ‬يشجع على تبادل االسئله ولذلك فهو‬ ‫حيث أن األفعال تتحدث بصوت أعلى‬ ‫المستقبل‪.‬‬ ‫فعال في تقريب المفاهيم‪.‬‬ ‫من الكلمات‪.‬‬ ‫‪ ‬يضمن نقل بعض المعلومات لعدد كبير‬ ‫‪ ‬يسرع عملية تبادل األفكار والمعلومات‬ ‫‪ ‬له أثره البالغ لدى الموظفين ذوي‬ ‫من العاملين‪.‬‬ ‫و اآلراء فهو يوفر الوقت والجهد‪.‬‬ ‫الكفاءات و الثقافة العالية‪.‬‬ ‫مثل‪:‬‬ ‫مثل‪:‬‬ ‫مثل‪:‬‬ ‫‪ ‬اإليماءات‬ ‫‪ ‬التقارير‪ ،‬المذكرات‬ ‫‪ ‬المقابالت الشخصية‬ ‫‪ ‬تعبيرات الوجه‬ ‫‪ ‬المنشورات‪ ،‬الشكاوي‬ ‫‪ ‬المكالمات التلفونية‬ ‫‪ ‬السكوت‪ ،‬الغضب‪ ،‬االنفعال‬ ‫‪ ‬اللوحات البيانية‬ ‫‪ ‬اللجان واالجتماعات والمؤتمرات‬ ‫‪ ‬السالم باليد‬ ‫‪ ‬وسائل اإليضاح البصرية‬ ‫‪ ‬المحاضرات‬ ‫‪ ‬االبتسامة‬ ‫‪ ‬مجالت الحائط‬ ‫‪@Sinaiunieg‬‬ ‫‪[email protected]‬‬ ‫‪www.su.edu.eg‬‬  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 :‫االتصــال الكتابي‬ )‫يعتبر االتصال الكتابي من أبرز االتصاالت الرسمية سواء بالطرق التقليدية الدارجة (على الورق‬ ‫استخداما في منشآت‬ ً ‫ ومن أبرز أنواع االتصال الكتابي األكثر‬.‫أو بالطرق الحديثة اإللكترونية‬.‫والتقارير ووثائق االجتماعات‬، ‫الرسائل الخارجية‬، ‫المذكرة الداخلية‬:‫األعمال‬ Negotiation Definition Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organization they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 Specific forms of negotiation are used in many situations: A. International affairs, B. The legal system, government, C. Industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 Stages of Negotiation In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation. For example, in a work situation a meeting may need to be arranged in which all parties involved can come together. The process of negotiation includes the following stages: 1) Preparation, 2) Discussion, 3) Clarification of goals, 4) Negotiate towards a Win-Win outcome, 5) Agreement, and 6) Implementation of a course of action @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 1) Preparation Before any negotiation takes place: A. a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. B. Setting a limited time-scale can also be helpful to prevent the disagreement continuing, and this stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 In the work example above, this would include: A. knowing the ‘rules’ of your organization, B. to whom help is given, C. when help is not felt appropriate and D. the grounds for such refusals. Your organization may well have policies to which you can refer in preparation for the negotiation. Undertaking preparation before discussing the disagreement will help to avoid further conflict and unnecessarily wasting time during the meeting. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 2) Discussion During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. Key skills during this stage include questioning, listening and clarifying. Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification. It is extremely important to listen, as when disagreement takes place it is easy to make the mistake of saying too much and listening too little. Each side should have an equal opportunity to present their case. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 3) Clarifying Goals From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. It is helpful to list these factors in order of priority. Through this clarification it is often possible to identify or establish some common ground. Clarification is an essential part of the negotiation process, without it misunderstandings are likely to occur which may cause problems and barriers to reaching a beneficial outcome. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 4) Negotiate Towards a Win-Win Outcome This stage focuses on what is termed a 'win-win' outcome where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. A win-win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal. Suggestions of alternative strategies and compromises need to be considered at this point. Compromises are often positive alternatives which can often achieve greater benefit for all concerned compared to holding to the original positions. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 5) Agreement Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered. It is essential to for everybody involved to keep an open mind in order to achieve an acceptable solution. Any agreement needs to be made perfectly clear so that both sides know what has been decided. 6) Implementing a Course of Action From the agreement, a course of action has to be implemented to carry through the decision. @Sinaiunieg [email protected] www.su.edu.eg  Sinai University Principals of Negotiation Faculty of Engineering ENH 2203 Failure to Agree If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. This avoids all parties becoming embroiled in heated discussion or argument, which not only wastes time but can also damage future relationships. At the subsequent meeting, the stages of negotiation should be repeated. Any new ideas or interests should be taken into account and the situation looked at afresh. At this stage it may also be helpful to look at other alternative solutions and/or bring in another person to mediate. @Sinaiunieg [email protected] www.su.edu.eg THANK YOU For any questions feel free 14 to contact me by mail [email protected] Dr. Mohy S Fattouh Assoc. Prof., Civil Engineering Dept. @Sinaiunieg [email protected] www.su.edu.eg