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Negotiation skill

Presented by
Eng. Haytham Deyab

Agenda
1-Why do we negotiate?
• CONFLICT of interests
• Controlling the occurrence of conflicts
• How to manage the conflicts of interest
• Barging is not a Negotiation
2-What Is the Negotiation?
• Negotiation fields
• The Negotiation Approach.
• Strategic keys of a successful negotiation
3-How Do we Negotiate?
Š The Negotiation Process
• The Win-Lose Negotiation (Negotiation tactics)
• Negotiation Strategic Actions
4- Who will Negotiate?
• Are you a good negotiator?
• Personality.
• The Negotiation team social style matrix
5- Where do we negotiate?
• location
6- When do we negotiate ?
• Timing
.(‫ ﻣﺘﻲ ﻻ ﻳﺘﻔﺎوض اﻟﻤﺴﻠﻢ ؟ )اﻟﺜﻮاﺑﺖ اﻟﺨﻤﺴﺔ‬.١
.‫ اﺱﻠﺤﺔ اﻟﻤﻔﺎوض اﻟﻤﺴﻠﻢ‬.٢

conflicts

Negotiation
1-Why do we negotiate?

„ CONFLICT of interests

What is causing the conflicts of interests:


A person want to maximize his benefits and prevent, the other
party benefits.

9.2% of management time is


spent dealing with conflicts
among employees.
Controlling the occurrence of conflicts
‫آﻴﻔﻴﺔ اﻟﺴﻴﻄﺮة ﻋﻠﻲ ﻣﺴﺒﺒﺎت اﻻﺥﺘﻼف‬
Circumstances
‫اﻟﻈﺮوف اﻟﻤﺤﻴﻄﺔ‬

Internal Barrier ‫ﻣﻮاﻧﻊ داﺥﻠﻴﺔ‬ external Barrier ‫ﻣﻮاﻧﻊ ﺥﺎرﺟﻴﺔ‬


Attitude,Values, believes,cultures Task,Group norms ,Physical locations

Entry state of participants


‫ﻃﺮﻳﻘﺔ اﻟﺘﻌﺎﻣﻞ ﻣﻊ ﺑﺪاﻳﺔ اﻻﺥﺘﻼف‬
The person ability to deal constructively with the conflict.

Ability to resist the stress Ability to control the behavior Communication skills

How to manage the conflicts of interest


High importance

3 Smoothing 4 Confronting
‫واﺟﻪ و ﺕﺼﺪي و ﺕﺤﺪي‬
R ‫اﻟﺘﻬﺪﺋﺔ و اﻟﻤﻼﻃﻔﺔ‬ Problem solving nego.
E ‫اﻟﺤﻔﺎظ ﻋﻠﻲ اﻟﻌﻼﻗﺔ اهﻢ ﻣﻦ اﻻهﺪاف‬ Risky move
L 5
A Compromising
T 1 If time constraints you may
Lose some relation and goals
Forcing ٢
I Withdrawing ‫اﻻﺟﺒﺎر و اﻟﻘﻮة‬
O ‫اﻻﻧﺴﺤﺎب و اﻟﺘﺮاﺟﻊ‬
N Win – lose nego.
Avoid The conflict
low importance

low importance Goals High importance


Lots of love !

Smoothing Withdrawing
‫اﻟﺘﻬﺪﺋﺔ و اﻟﻤﻼﻃﻔﺔ‬ ‫اﻻﻧﺴﺤﺎب و اﻟﺘﺮاﺟﻊ‬
‫اﻟﺤﻔﺎظ ﻋﻠﻲ اﻟﻌﻼﻗﺔ اهﻢ ﻣﻦ اﻻهﺪاف‬ Avoid The conflict

Communication
Communication
skills
skills ‫ﺕﻄﺒﻴﻘﺎت ﻣﻦ اﻟﺴﻨﺔ اﻟﻨﺒﻮﻳﺔ اﻟﺸﺮﻳﻔﺔ‬
‫‪Barging is not a Negotiation‬‬

‫‪. Negotiation‬‬ ‫)‪Positional Barging.(Arguing‬‬


‫•اﻟﺘﻔﺎوض ﻳﺮﺕﻜﺰ ﻋﻠﻲ اهﺪاف ﻣﺤﺪدة و‬ ‫اﻟﺠﺪال‬
‫ﻋﻤﻠﻴﺔ اﻟﺘﺄآﻴﺪ اﻟﻤﺴﺘﻤﺮ ﻋﻠﻲ اﺱﺘﺤﺎﻟﺔ وﺟﻮد وﺟﻬﺔ ﻧﺘﺎﺋﺞ ﻣﺘﻮﻗﻌﺔ‪.‬‬
‫•ﻳﻌﺘﻤﺪ ﻋﻠﻲ رﻏﺒﺔ اﻟﻄﺮﻓﻴﻦ ﻟﻠﻮﺹﻮل اﻟﻲ‬ ‫ﻧﻈﺮ اﺥﺮي او ﺡﻞ ﺱﻮي ﻣﺎ ﺕﻘﺪﻣﺔ اﻧﺖ‪.‬‬
‫ﻋﻤﻠﻴﺔ اﻟﺪﻓﺎع اﻟﻤﺴﺘﻤﺮ و ﻋﺪم أﻳﺠﺎد ﻣﺴﺎﺡﺔ اﺕﻔﺎق‪.‬‬
‫اﺕﻔﺎق ﻣﺮﺽﻲ و ﻋﺎدل و داﺋﻢ‪.‬‬
‫‪Accept one side losses to reach‬‬ ‫• ﻻ ﺕﺆدي اﻟﻲ ﻧﺘﺎﺋﺞ‪.‬‬
‫ﺕﻘﺒﻞ اﻟﺘﻀﺤﻴﺎت ﻟﻠﻮﺹﻮل اﻟﻲ ‪agreement.‬‬
‫اﻟﻬﺪف‬ ‫• اذا آﺎن اﻟﻬﺪف هﻮ ﻣﺠﺪ ﺵﺨﺼﻲ‬
‫•ﻳﺒﻨﻲ ﻋﻠﻲ دراﺱﺔ و ﻋﻠﻢ ﺑﺎﻟﻤﻮﻗﻒ‬ ‫• ﻣﻀﻴﻌﺔ ﻟﻠﻮﻗﺖ و اﻟﺠﻬﺪ‬
‫اﻟﺘﻔﺎوﺽﻲ و ﻣﻮﻗﻒ اﻟﺨﺼﻢ‪.‬‬
‫•ﻳﻮﺟﺪ ﻣﺴﺎﺡﺔ اﺕﻔﺎق ﻣﺴﺒﻘﺔ‪.‬‬ ‫• آﻠﻤﺎ آﺎن اﻟﻤﻮﻗﻒ ﺑﻌﻴﺪا ﻋﻦ اﻟﻤﻨﻄﻘﻴﺔ و‬
‫ﻣﺴﺎﺡﺔ اﻻﺕﻔﺎق ادي اﻟﻲ ارﺕﻔﺎع ﺕﻜﻠﻔﺔ‬
‫اﻟﺤﻞ‪.‬‬
‫• ﺕﺪﻣﺮ و ﺕﻔﺴﺪ اﻟﻌﻼﻗﺔ اﻟﺸﺨﺼﻴﺔ‪.‬‬
2-What Is the Negotiation?
Negotiation is a fact of life.
A process of influencing behavior.
‫ﻋﻤﻠﻴﺔ اﻟﺘﺄﺙﻴﺮ ﻋﻠﻲ اﻟﺴﻠﻮك و اﻟﺘﺼﺮف ﻟﻠﻄﺮف اﻻﺥﺮ‬
A process of changing the terms of a
relationship.
.‫ﻋﻤﻠﻴﺔ ﺕﻐﻴﻴﺮ ﻃﺒﻴﻌﺔ و ﺵﺮوط وﻗﻮاﻋﺪ اﻟﻌﻼﻗﺔ‬
„ Negotiation happens because some
resources become scarce.

2-1 Negotiation fields


‫ﻣﺠﺎﻻت اﻟﺘﻔﺎوض‬
Business Negotiation.
Political Negotiation.
Social Negotiation.
Religious Negotiation.
Technical Negotiation.
Military Negotiations.
2-2 - The
‫ﺕﻘﺪﻳﺮ ﻣﺸﺎﻋﺮ اﻻﺥﺮﻳﻴﻦ‬
Negotiation Approach

Lose-win Win-win
constructive

Lose-lose Win-lose
destructive

‫اﻟﺜﻘﺔ ﻓﻲ اﻟﻠﺔ و اﻟﺜﻘﺔ ﻓﻲ اﻟﻨﻔﺲ و اﻟﺸﺠﺎﻋﺔ‬

Win-Win Or No Deal
2-3 Strategic keys of a
successful negotiation ‫ﺵﺮوط‬
‫اﻟﺘﻔﺎوض اﻟﻨﺎﺟﺢ‬

PRAM

Plans
Relationships
Agreements
Maintenance
‫اﻟﺘﺨﻄﻴﻂ ‪Plans‬‬

‫‪1.‬‬ ‫ﺡﺪد اهﺪاﻓﻚ‬


‫‪2.‬‬ ‫ﺕﻮﻗﻊ اهﺪاف اﻟﻄﺮف اﻻﺥﺮ‬
‫‪3.‬‬ ‫ﺡﺪد اﻟﻤﺴﺎﺡﺎت اﻟﻤﺸﺘﺮآﺔ ﻟﻼﺕﻔﺎق‬
‫‪4.‬‬ ‫اﻗﺘﺮح ﺡﻠﻮل‬

‫‪Relationships‬‬

‫ﻧﺸﺎﻃﺎت و اهﺘﻤﺎﻣﺎت ﻣﺸﺘﺮآﺔ ‪1.‬‬


‫ﻣﺮﺡﻠﺔ ﺑﻨﺎء اﻟﺜﻘﺔ ‪2. Build trust‬‬
‫‪Agreements‬‬

‫‪1.‬‬ ‫ﺕﺄآﺪ ﻣﻦ اهﺪاف اﻟﻄﺮف اﻻﺥﺮ ﺑﻮﺽﻮح‬


‫‪2.‬‬ ‫ﺡﺪد ﺕﻤﺎﻣﺎ و ﺑﺪﻗﺔ اﻟﻨﻘﻂ اﻟﺘﻲ ﺕﻢ اﻻﺕﻔﺎق ﻋﻠﻴﻬﺎ‬
‫‪3.‬‬ ‫‪ .‬ﺡﺪد ﺕﻤﺎﻣﺎ و ﺑﺪﻗﺔ اﻟﻨﻘﻂ اﻟﺘﻲ اﺥﺘﻠﻔﻨﺎ ﻋﻠﻴﻬﺎ‬
‫‪4.‬‬ ‫اﻗﺘﺮح ﺡﻠﻮل ‪Propose win-win solutions.‬‬
‫ﻋﻤﻠﻴﺔ ﻟﻠﻄﺮﻓﻴﻦ‬

‫‪Maintenance‬‬
‫ﺕﻮﺙﻴﻖ اﻻﺕﻔﺎق‪1. .‬‬
‫ﺹﻴﺎﻧﺔ ‪2. Maintain the Relationship by:‬‬
‫اﻟﻌﻼﻗﺎت‬
‫•‬ ‫‪Keeping in contact.‬‬
‫•‬ ‫اﻋﺎدة اﻟﺘﺄآﻴﺪ ﻋﻠﻲ اﻟﺜﻘﺔ اﻟﻤﺘﺒﺎدﻟﺔ‬
3-How Do we Negotiate?
‫آﻴﻒ ﺕﺘﻔﺎوض؟‬

3-1 Negotiation process


Wither win –win(constructive) or win-lose(destructive)

A- Pre negotiation
B- Negotiation process
Debating
Proposing
Closing.

C- Post negotiation
Closing
Agreement
Bargaining

Proposing
Pre negotiation

A- Pre Negotiation
Communication.

Relationship building

Understand the others perspectives


B-The Negotiation Process
o Debating
„ Two parties talk about their causes.‫ﻳﺒﺪاء آﻞ ﻃﺮف ﻓﻲ اﻟﺤﺪﻳﺚ ﻋﻦ اﻻﺱﺒﺎب‬
• Let the other party to present his case first.
• During presentation of other party, negotiator should Listen
actively

o Proposing
„ Each party offers proposals.
„ The give and take starts.
„ Use min-max Strategy

Closing.
„ Unbalanced agreement will bring them back to the negotiation
table.‫اﻻﺕﻔﺎﻗﺎت اﻟﻐﻴﺮ ﻋﺎدﻟﺔ ﻟﻦ ﺕﻨﻬﻲ اﻟﺘﻔﺎوض‬
„ If conflict continues:
Š look for interests not positions. ‫اذا اﺱﺘﻤﺮ اﻻﺥﺘﻼف ﻓﻲ اﻟﻨﻘﺎط اﻟﻤﺤﺪدة رآﺰ ﻋﻠﻲ‬
‫اﻻهﺘﻤﺎﻣﺎت ﻣﺮة أﺥﺮي‬
Š move to setting new timetables to discuss the remaining points
after going home and reviewing their positions in details.

What if you the process get stuck?

BATNA
Best Alternative To a Negotiated Agreement
•Breaking big problems and
conflicts into small
segments
•Not using and dealing with
“It is not NEGOTIABLE”.

.‫ﻓﺮق ﺑﻴﻦ اﻻﺡﺘﻴﺎﺟﺎت اﻟﻔﻌﻠﻴﺔ و اﻟﻤﻔﺘﻌﻠﺔ ﻟﻠﻄﺮف اﻻﺥﺮ‬


(‫اﻗﺘﺮح ﺡﻠﻮل ﻟﺘﻨﻔﻴﺬ ﻃﻠﺒﺎﺕﻚ )ﻋﻠﻲ اﻋﺘﺒﺎر ان ﻃﻠﺒﺎﺕﻚ ﺱﻬﻠﺔ اﻟﺘﻨﻔﻴﺬ‬
Ask for reasons
Use packaging
Be strong on the problem, reasonable on
people.
Agree to disagree.
Get into procedures about the next
step.
C- Post Negotiation
Communication,feedback and
transparency
ƒ“I Understand …”

ƒRemember:

Understanding
Does Not Mean
Agreement!

3-2
The Win-Lose Negotiation
Negotiation tactics.
‫‪stress‬ﺽﻐﻂ ﻋﻠﻲ اﻟﻄﺮف اﻻﺥﺮ‬ ‫ﺕﻜﺘﻴﻜﺎت اﻟﻌﺪاﺋﻴﺔ اﻟﻤﻔﺎﺟﺌﺔ‬

‫زﻳﺎدة اﻻﺟﻬﺎد و إرﺑﺎك اﻟﺨﺼﻢ‬ ‫ﺵﻞ اﻟﻘﺪرة ﻋﻠﻲ اﻟﺘﻔﻜﻴﺮ و ﻃﺮح ﺑﺪاﺋﻞ اﻟﺤﻞ‬

‫هﺰ اﻟﺜﻘﺔ ﻓﻲ اﻟﻨﻔﺲ‬

‫ﻓﺮض اﻟﺤﻞ ﻣﻦ ﻃﺮف واﺡﺪ ﻋﻠﻲ ﺡﺴﺎب اﻟﻄﺮف اﻻﺥﺮ‬

‫اﻟﻬﺠﻮم اﻟﻌﺪاﺋﻲ اﻟﻤﻔﺎﺟﺊ‪Aggressive opener‬‬


‫ﻳﺄﺥﺬ وﺽﻊ ﻣﺘﺤﻔﻆ ﻟﻔﺘﺮ ﻃﻮﻳﻠﺔ ‪Long pauser‬‬
‫‪Good Guy Bad Guy.‬‬
‫ﻳﺴﺨﺮ ﻣﻨﻚ‪Mocker‬‬
‫اﻟﻤﺴﺘﺠﻮب ‪Interrogator‬‬
‫ﻳﻔﺮض ﻃﻠﺒﺎﺕﺔ آﺄﻧﻬﺎ ﻣﺴﻠﻤﺎت و ﺡﻘﺎﺋﻖ ‪Uncle reasonable‬‬
‫اﻟﺘﺪﺡﺮج ﺥﻄﻮة ﺥﻄﻮة ﺕﺼﺎﻋﺪﻳﺎ ﺑﺎﻟﻄﻠﺒﺎت ﺑﻌﺪ اﻻﺕﻔﺎق‪Lowball.‬‬
‫ﻳﺒﻌﺚ اﻟﻴﻚ ﺹﺪﻳﻖ آﻮاﺱﻄﺔ ﻟﻠﻀﻐﻂ‪Emotional outbursts.‬‬
‫اﻟﺘﻬﺪﻳﺪ اﻟﻤﻘﻨﻊ ﺑﺎﺱﺘﺨﺪام ﻣﻌﻠﻮﻣﺎت ﺱﻴﺌﺔ ﻋﻨﻚ‪Browbeating.‬‬
‫‪Time pressure.‬‬
‫‪Positional pressure tactics‬‬
3-2-A
There are 3 steps to defend yourself:
1- Recognize the tactics raise.
2- Raise the issue explicitly. ‫اذآﺮ ﺕﺼﺮف‬
‫اﻟﺨﺼﻢ ﺑﻮﺽﻮح و ﺵﺠﺎﻋﺔ‬
3- Question the tactics legitimacy ‫ﺕﺴﺎءل‬
‫ﻋﻦ ﺵﺮﻋﻴﺔ هﺬا اﻟﻔﻌﻞ‬
WIN-WIN OR NO DEAL

3-2- B Refusal skills


Clear Unclear
1. Illegal. 1. My intuition tells
me to say no.
2. Inappropriate. 2. I am not sure.
3. It will hurt other 3. The right option
people. dose not exist.
4. I will not be able to 4. I have changed my
keep my word. mind.
‫اﻟﻘﺎﻧﻮن ‪Go to the international law or agreements.‬‬
‫اﻟﺪوﻟﻲ‬

‫ﺕﻄﺒﻴﻘﺎت ﻣﻦ وﺡﻲ اﻻﺑﻄﺎل‬

‫إن اﻟﺘﺎرﻳﺦ ﻟﻴﺪﻟﻞ ﻋﻠﻰ أن اﻟﻬﺰﻳﻤﺔ اﻟﻨﻔﺴﻴﺔ آﺎﻧﺖ اﻟﺴﺒﺐ اﻷﺱﺎﺱﻲ ﻓﻲ اﻧﻬﺰام‬
‫اﻟﺠﻴﻮش اﻟﻌﺴﻜﺮﻳﺔ‪ ،‬وﻟﻤﺎ أرﺱﻞ ﺱﻌﺪ ﺑﻦ أﺑﻲ وﻗﺎص رﺽﻲ اﷲ ﻋﻨﻪ رﺑﻌﻲ ﺑﻦ‬
‫ﻋﺎﻣﺮ ﻟﻴﻔﺎوض ﻗﺎﺋﺪ اﻟﻔﺮس رﺱﺘﻢ دﺥﻞ رﺑﻌﻲ ﺑﺜﻴﺎﺑﻪ اﻟﺮﺙﺔ ورﻣﺤﻪ وﺑﻐﻠﺘﻪ ﻋﻠﻰ‬
‫رﺱﻢ ﻓﻲ إﻳﻮاﻧﻪ وﺑﻴﻦ ﺡﺮاﺱﻪ وﺟﻨﺪﻩ‪ ،‬ودارت ﻣﻔﺎوﺽﺎت ﻗﺬﻓﺖ اﻟﺮﻋﺐ ﻓﻲ ﻗﻠﺐ‬
‫رﺱﺘﻢ وآﺎن ﺑﺪاﻳﺔ ﻟﻬﺰﻳﻤﺔ اﻟﻔﺮس‪ ،‬إذ ﺱﺄل رﺱﺘﻢ رﺑﻌﻴًﺎ ﻓﻘﺎل ﻟﻪ‪ :‬ﻣﺎ اﻟﺬي ﺟﺎء‬
‫ﺑﻜﻢ؟ ﻓﻘﺎل رﺑﻌﻲ ﺑﻜﻞ ﺛﻘﺔ‪' :‬اﷲ اﺑﺘﻌﺜﻨﺎ ﻟﻨﺨﺮج اﻟﻨﺎس ﻣﻦ ﻋﺒﺎدة اﻟﻌﺒﺎد إﻟﻰ‬
‫ﻋﺒﺎدة رب اﻟﻌﺒﺎد‪ ،‬وﻣﻦ ﺟﻮر اﻷدﻳﺎن إﻟﻰ ﻋﺪل اﻹﺳﻼم‪ ،‬وﻣﻦ ﺿﻴﻖ اﻟﺪﻧﻴﺎ إﻟﻰ‬
‫ﺳﻌﺔ اﻟﺪﻧﻴﺎ واﻵﺧﺮة‘ وﺥﺎف رﺱﺘﻢ وأﻳﻘﻦ أﻧﻪ ﻟﻦ ﻳﺴﺘﻄﻴﻊ أن ﻳﻜﺴﺐ اﻟﺠﻮﻟﺔ ﻣﻊ‬
‫هﺬا اﻟﺼﻨﻒ ﻣﻦ اﻟﺒﺸﺮ‪ ،‬وﺹﺪق رﺱﻮل اﷲ ﺹﻠﻰ اﷲ ﻋﻠﻴﻪ وﺱﻠﻢ اﻟﺬي ﻳﻘﻮل‪:‬‬
‫'وﻧُﺼﺮت ﺑﺎﻟﺮﻋﺐ ﻣﺴﻴﺮة ﺵﻬﺮ'‬
‫اﻟﺜﻘﺔ ﻓﻲ اﷲ‬

‫اﻟﺜﻘﺔ ﻓﻲ اﻟﻨﻔﺲ‬

‫اﻟﻌﻠﻢ اﻟﻜﺎﻣﻞ ﺑﻤﻮﻗﻔﻚ و ﻣﻮﻗﻒ اﻟﻄﺮف اﻻﺥﺮ‬

‫ﻋﺪاﻟﺔ اﻟﻘﻀﻴﺔ‬

‫اﻻهﺘﻤﺎم ﺑﺎﻻﺵﺨﺎص و ﻟﻴﺲ اﻟﻤﻮﻗﻒ‬

‫ﺕﺤﻘﻴﻖ اﻓﻀﻞ ﻧﺘﺎﺋﺞ ﻣﻤﻜﻨﺔ ﻃﺒﻘﺎ ﻟﻈﺮوف اﻟﺰﻣﺎن و اﻟﻤﻜﺎن‬

‫‪٣-٣ Negotiation Strategic Actions‬‬


„ Allies ‫اﻟﺘﺤﺎﻟﻒ‬ go for agreement.

„ Opponents ‫ﺥﺼﻢ‬ Rebuild relationship.


„ Bedfellows ‫ﻋﻼﻗﺔ ﻋﻤﻞ ﻣﺮﺕﺒﻄﺔ ﺑﻌﻘﻮد ﻓﻘﻂ ﻣﻊ ادﻧﻲ درﺟﺔ ﻣﻦ اﻟﺜﻘﺔ‬

„ ask what they want from you

„ Fence Sitters ‫ﺟﺎﻟﺲ ﻋﻠﻲ ﺡﺪود اﻟﺜﻘﺔ و اﻻﺕﻔﺎق‬

Š state your position, ask where they stand, provide


information

„ Adversaries ‫اﻋﻠﻲ درﺟﺎت اﻻﺥﺘﻼف و اﻟﺨﺼﻮﻣﺔ‬

Š state your vision, go for PRAM

4- Who will Negotiate?


Are you a good negotiator?
‫‪4-1 Personality‬‬
‫•اﺟﻤﺎﻟﻲ اﻟﻤﻮاﻗﻒ و اﻻﻓﻜﺎر اﻟﺘﻲ ﻳﺘﺒﻨﺎهﺎ اﻟﻔﺮد و اﻟﺘﻲ ﺕﺆدي اﻟﻲ ﺡﺴﻦ‬
‫اﻻﻧﻔﻌﺎل ﺙﻢ اﻟﺘﻔﺎﻋﻞ و اﻟﺘﺄﺙﻴﺮ ﻓﻲ اﻟﺒﻴﺌﺔ اﻟﺨﺎرﺟﻴﺔ‬
‫‪•Personality = f (inheritance , environment,‬‬
‫)‪situation‬‬
‫?‪What's Your Personality Type‬‬
‫ﻳﺘﻢ ﺹﻨﻊ ‪Excellent negotiator are made, not born.‬‬
‫اﻟﻤﻔﺎوض و ﻻ ﻳﻮﻟﺪ‬
‫اﻟﻤﻔﺎوض اﻟﻨﺎﺟﺢ هﻮ أﻧﺴﺎن ﻳﺘﻮاﺹﻞ ﻣﻊ اﻟﻤﺠﺘﻤﻊ وﻻ ﻳﻨﻌﺰل ‪.‬‬
‫ﻗﺎﺑﻞ ﻟﻠﺘﻐﻴﺮ و اﻟﺘﺸﻜﻞ ﻣﻊ اﻟﻤﺘﻐﻴﺮات اﻟﺨﺎرﺟﻴﺔ ﺑﺪون اﻻﺥﻼل ﺑﺎﻟﺜﻮاﺑﺖ‪.‬‬
‫„‬‫‪You are not a negotiator unless you have the ability‬‬
‫‪and the authority to change the terms.‬‬

‫‪4-2 The Negotiation team‬‬


‫‪social style matrix.‬‬
‫اﻟﻤﻮاﻗﻒ اﻻﺟﺘﻤﺎﻋﻴﺔ اﻟﺸﺨﺼﻴﺔ ﻟﻔﺮﻳﻖ‬
‫اﻟﺘﻔﺎوض‬
Assertive
‫ﺟﺎزم و ﻳﺤﺐ اﻟﺤﺰم‬
•‫ﻳﻬﺘﻢ ﺑﺘﺤﻘﻴﻖ ﻃﻤﻮﺡﺎﺕﻪ اﻟﺸﺨﺼﻴﺔ ﻋﻠﻲ ﺡﺴﺎب‬ Collaborating‫اﻟﻤﺘﻌﺎون‬
‫اﻵﺥﺮﻳﻦ‬
•look for a win – lose agreement. have the motivations, skill, to really dig into
an issue or a problem and explore all
possible solutions.
‫اﻟﻤﺘﻨﺎﻓﺲ‬Competing
Uncooperative
Compromising Cooperative

•they refuse to address the conflict at all. • ‫ﻳﻬﺘﻢ ﺑﺘﺤﻘﻴﻖ اهﺪاف اﻵﺥﺮﻳﻦ ﻋﻠﻲ ﺡﺴﺎب ﻧﻔﺴﺔ او ﺵﺮآﺘﻪ‬
•they do not strive for any agreement •lose – win agreement

‫ﻳﺘﺠﻨﺐ و ﻳﺘﻔﺎدي اﻟﻤﻮاﺟﻬﺔ‬Avoiding Accommodating‫اﻟﻤﺠﺎﻣﻞ اﻟﻠﻴﻦ‬


Unassertive

Team Selection criteria

Team selection and management.


Š Team members.
Š Team cooperation.
Š Team management.
Š Leadership.
5- Where do we negotiate ?
Choose a convenient locations.

6- When do we negotiate ?
Negotiation timing.
‫ﻣﺘﻲ ﻻ ﻳﺘﻔﺎوض اﻟﻤﺴﻠﻢ ؟‬

‫ل َﻣ ﱠﺮ ٍة‬ ‫ل َوهُﻢ َﺑ َﺪؤُو ُآ ْﻢ َأ ﱠو َ‬‫ج اﻟ ﱠﺮﺱُﻮ ِ‬ ‫ﺥﺮَا ِ‬ ‫ن َﻗﻮْﻣًﺎ ﱠﻧ َﻜﺜُﻮ ْا َأ ْﻳﻤَﺎ َﻧ ُﻬ ْﻢ َو َهﻤﱡﻮ ْا ِﺑ ِﺈ ْ‬ ‫ﻻ ُﺕﻘَﺎ ِﺕﻠُﻮ َ‬
‫َأ َ‬
‫ﻦ {اﻟﺘﻮﺑﺔ‪١٣‬‬ ‫ﺸ ْﻮ ُﻩ إِن آُﻨﺘُﻢ ﻣﱡ ُﺆ ِﻣﻨِﻴ َ‬ ‫ﺨَ‬ ‫ﻖ أَن َﺕ ْ‬ ‫ﺡﱡ‬ ‫ﺸ ْﻮ َﻧ ُﻬ ْﻢ ﻓَﺎﻟّﻠ ُﻪ َأ َ‬
‫ﺨَ‬‫َأ َﺕ ْ‬
‫ن أَن َﻳ ْﺄ َﻣﻨُﻮ ُآ ْﻢ َو َﻳ ْﺄ َﻣﻨُﻮ ْا َﻗ ْﻮ َﻣ ُﻬ ْﻢ ُآﻞﱠ ﻣَﺎ ُر ﱡد َو ْا ِإﻟَﻰ ا ْﻟ ِﻔ ْﺘ ِﻨ ِﺔ ُأ ْر ِآﺴُﻮ ْا‬ ‫ﻦ ُﻳﺮِﻳﺪُو َ‬ ‫ﺥﺮِﻳ َ‬ ‫نﺁَ‬ ‫ﺠﺪُو َ‬ ‫ﺱ َﺘ ِ‬
‫•} َ‬
‫ﺚ‬
‫ﺡ ْﻴ ُ‬ ‫ﺨﺬُو ُه ْﻢ وَا ْﻗُﺘﻠُﻮ ُه ْﻢ َ‬ ‫ﺴَﻠ َﻢ َو َﻳ ُﻜ ﱡﻔ َﻮ ْا َأ ْﻳ ِﺪ َﻳ ُﻬ ْﻢ َﻓ ُ‬ ‫ِﻓ ِﻴﻬَﺎ َﻓﺈِن ﱠﻟ ْﻢ َﻳ ْﻌ َﺘ ِﺰﻟُﻮ ُآ ْﻢ َو ُﻳ ْﻠﻘُﻮ ْا ِإَﻟ ْﻴ ُﻜ ُﻢ اﻟ ﱠ‬
‫ﺱ ْﻠﻄَﺎﻧًﺎ ﱡﻣﺒِﻴﻨًﺎ {اﻟﻨﺴﺎء‪٩١‬‬ ‫ﻋَﻠ ْﻴ ِﻬ ْﻢ ُ‬
‫ﺟ َﻌ ْﻠﻨَﺎ َﻟ ُﻜ ْﻢ َ‬ ‫ِﺙ ِﻘ ْﻔ ُﺘﻤُﻮ ُه ْﻢ َوُأ ْوﻟَـ ِﺌ ُﻜ ْﻢ َ‬

‫اﻟﺜﻮاﺑﺖ اﻟﺨﻤﺴﺔ‬
‫ﻻ ﺕﻔﺎوض ﻋﻠﻲ‪:‬‬
‫اﺱﺎﺱﻴﺎت اﻟﻌﻘﻴﺪة‪.‬‬ ‫„‬

‫ﺡﻔﻆ و ﺹﻴﺎﻧﺔ اﻟﻨﻔﺲ‪.‬‬ ‫„‬

‫ﺡﻔﻆ و ﺹﻴﺎﻧﺔ اﻟﻌﻘﻞ‪.‬‬ ‫„‬

‫ﺡﻔﻆ و ﺹﻴﺎﻧﺔ اﻟﻌﺮض‪.‬‬ ‫„‬

‫ﺡﻔﻆ و ﺹﻴﺎﻧﺔ اﻟﻤﺎل و اﻻرض‪.‬‬ ‫„‬


‫ﻣﻮﻗﻒ رﺱﻮل اﻟﻠﺔ ﺹﻠﻲ اﻟﻠﺔ ﻋﻠﻴﺔ وﺱﻠﻢ ﻣﻦ‬
‫أﺑﻮ ﻃﺎﻟﺐ‬
‫ﺑﻌﺚ أﺑﻮ ﻃﺎﻟﺐ اﻟﻲ رﺱﻮل اﷲ ﺹﻠﻲ اﷲ ﻋﻠﻴﺔ وﺱﻠﻢ ﻳﻔﺎوﺽﻪ ﻟﺘﺮك‬
‫أﻣﺮ اﻟﺪﻋﻮة اﺱﺘﺠﺎﺑﺔ ﻟﺘﻬﺪﻳﺪ ﻗﺮﻳﺶ ﻟﻪ و ﻗﺎل ﻟﻪ ‪ :‬ﻳﺎ اﺑﻦ أﺥﻲ ان‬
‫ﻗﻮﻣﻚ ﻗﺪ ﺟﺎؤﻧﻲ ‪ ،‬ﻓﻘﺎﻟﻮا ﻟﻲ آﺬا و آﺬا ‪ ،‬ﻓﺄﺑﻖ ﻋﻠﻲ وﻋﻠﻲ ﻧﻔﺴﻚ و‬
‫ﻻ ﺕﺤﻤﻠﻨﻲ ﻣﻦ اﻻﻣﺮ ﻣﺎﻻ اﻃﻴﻖ‪ ،‬ﻓﻈﻦ رﺱﻮل اﷲ ﺹﻠﻲ اﷲ ﻋﻠﻴﺔ‬
‫وﺱﻠﻢ ان ﻋﻤﺔ ﺥﺎذﻟﺔ و أﻧﺔ ﺽﻌﻒ ﻋﻦ ﻧﺼﺮﺕﻪ‪ ،‬ﻓﻘﺎل ‪ :‬ﻳﺎﻋﻢ و اﷲ ﻟﻮ‬
‫وﺽﻌﻮا اﻟﺸﻤﺲ ﻓﻲ ﻳﻤﻴﻨﻲ و اﻟﻘﻤﺮ ﻓﻲ ﻳﺴﺎري ﻋﻠﻲ ان اﺕﺮك هﺬا‬
‫اﻻﻣﺮ – ﺡﺘﻰ ﻳﻈﻬﺮﻩ اﷲ او اهﻠﻚ ﻓﻴﻪ ﻣﺎ ﺕﺮآﺘﻪ‪ ،‬ﺙﻢ اﺱﺘﻌﺒﺮ و ﺑﻜﻲ و‬
‫ﻗﺎم ‪ ،‬ﻓﻠﻤﺎ وﻟﻲ ﻧﺎداة أﺑﻮ ﻃﺎﻟﺐ ﻓﻠﻤﺎ اﻗﺒﻞ ﻗﺎل ﻟﺔ‪ :‬أذهﺐ ﻳﺎ اﺑﻦ أﺥﻲ‬
‫ﻓﻘﻞ ﻣﺎ أﺡﺒﺒﺖ ‪ ،‬ﻓﻮ اﷲ ﻻ أﺱﻠﻤﻚ ﻟﺸﻰء أﺑﺪا‬

‫اﺱﻠﺤﺔ اﻟﻤﻔﺎوض اﻟﻤﺴﻠﻢ‬


‫اﻟﻤﺮﺟﻌﻴﺔ اﻟﻤﺘﻤﺜﻠﺔ ﻓﻲ اﻟﻘﺮان اﻟﻜﺮﻳﻢ و اﻟﺴﻨﺔ اﻟﻨﺒﻮﻳﺔ اﻟﺸﺮﻳﻔﺔ و‬
‫ﺕﻄﺒﻴﻘﺎت اﻟﺼﺤﺎﺑﺔ و اﻟﺘﺎﺑﻌﻴﻦ‪.‬‬
‫اﻟﺘﺨﻄﻴﻂ اﻟﻌﻤﻴﻖ و اﻟﺘﺤﻮط ﻣﻦ آﻞ اﻟﺠﺒﻬﺎت‪.‬‬
‫دراﺱﺔ اﻟﺨﺼﻮم دراﺱﺔ ﺵﺎﻣﻠﺔ واﻋﻴﺔ ﻣﺴﺘﻨﺪة اﻟﻲ اﻟﺨﺒﺮاء ﻓﻲ آﺎﻓﺔ‬
‫ﻣﺠﺎﻻت اﻟﺤﻴﺎة) آﺎن ﻟﻠﺮﺱﻮل ﺹﻠﻲ اﻟﻠﺔ ﻋﻠﻴﺔ وﺱﻠﻢ ﻋﻴﻮن ﺕﺄﺕﻴﺔ‬
‫ﺑﺎﻻﺥﺒﺎر(‪.‬‬
‫اﻻﺥﺬ ﺑﺎﻻﺱﺒﺎب اﻟﻤﺸﺮوﻋﺔ ﻟﻠﻮﺹﻮل اﻟﻲ اﻻهﺪاف‪.‬‬
‫اﻟﻤﺸﻮرة اﻟﺪاﺋﻤﺔ ﻣﻦ اهﻞ اﻻﺥﺘﺼﺎص و اﻟﺨﺒﺮة و ﻋﺪم اﻻﻏﺘﺮار‬
‫ﺑﺎﻟﺮئ اﻟﻮاﺡﺪ و ﻋﺪم ﻣﺮاﺟﻌﺔ اﻟﻤﻮﻗﻒ ﻟﺘﺤﺪﻳﺪ اوﺟﺔ اﻟﻘﺼﻮر‬
‫وﻣﺤﺎوﻟﺔ اﻟﻌﻼج اﻟﺴﺮﻳﻊ‪.‬‬
‫اﻟﺮﺟﻮع اﻟﻲ اﻟﺤﻖ ﺥﻴﺮ ﻣﻦ اﻟﺘﻤﺎدي ﻓﻲ اﻟﺒﺎﻃﻞ‪.‬‬
References:
Getting to yes : Roger Fisher
Group theory and group skills:allyn and bacon
How to win friends and influence people: dale
carnegie.
Strengthen Professional Negotiation Skills
through Emotional motional Intelligence ( (EI)
By:Charles J. Wolfe Associates, LLC
Deferent Internet reading lectures.
(‫اﻟﺮﺡﻴﻖ اﻟﻤﺨﺘﻮم )ﺑﺤﺚ ﻓﻲ اﻟﺴﻴﺮة اﻟﻨﺒﻮﻳﺔ‬

go vern m e n t em p lo y e e