Rules for managing

1. Understand the other culture

2. Understand own culture
3. Not being judgmental
4. Never assume
5. Body language awareness
6. Be active not passive (engaged)
7. Open mindedness
8. Direct communication
9. Adaptability
10. Respect for individual
11. Listening
12. Inclusion
13. Tolerance
14. Empathy
15. Understand the environment
16. Respect for opinions
17. Do research
18. Appreciate other culture

Subjectivism
There is more tan one way to interpret the world.

We are cognitive misers (miser es alguien que no quiere gastar en nada y en este
caso seria en su cerebro ) suffering from information overload.

What makes negotiation so hard?

Conflict of understanding
Independence
Conflict of interest

Distributive negotiation
Rationale that favors your request
Discrediting
Resistance to concessions
Prioritize
Strategic misrepresentation (poker)
Information
Concessions

Getting to yes – fisher patten

Tactics for capturing
Information
 Concessions
Win the preparation game
Be likable, friendly.
Ask questions (theres no garantie that the other side will tell you the truth but
you have to ask)
Don´t give away information ( you say i´m not prepared for answering that
question right now but it was a good one)
Discredit their claims
Try to discover their limits
Ask even if you know the answer just to now if they know it too
Know the alternatives, limits and your target
Always make resistance to concessions
Splitting the difference
Reciprocity
Sweeteners and wish-lists
Time pressure
Limited authority (manda a alquien que no tenga mucha autoridad y despues
recibilo vos)
Concessions are painfull ( no hay que darlas tan facilmente)

When to be tough?
When theres no competition ( the only one in town)
Time limit

Making wise tradeoffs

Creating value from difference
Prioritize
Packaging
Provisional agreements
Trial and error process

Two key reasrch findings

Most people negotiate in a business to capture value through competitive
processes
Most business negotiation situations are actually cooperative

Steps in integrative process

1. preparation
2. q
3. ask questions
4. indentufy common interest

the nice strategy:

1. be nice first
 2. simple,
3. forgives
4. maintain retialiate

when cooperation is possible to be sure that they will accomplish its part of the deal
1. the other side
2. repeated interaction
3. membership
4. complexity
5. implemented

focus on interest, not positions

interest: area of concern

positions: preferred solution to an interest
option: possible solution.

Non-direct listening
Rules:
1. shut up
2. listen with your whole body
a. use all your senses
b. focus
3. don´t interrupt
4. don´t offer solutions and don´t define problems
5. don´t change the subject/ don´t ask questions (o a minimum)
6. wait out pauses
7. mirroring
a. validate feelings
b. last idea that was stated
8. suspend evaluation

High level of self Contending Problem solving

concern

Low level of self Inaction Yielding

concern
Low level of High level of
concern for others concern for others

Bases of power
Leaders have to show respect, have to care about others
 High respect to Buddy Ethical leadership
others

Low respect to Ineffective Bully (steve jobs)

others
Low responsibility High
responsibility

You need to build a emotional connection with the other part (oxytocin) (rapport)

1. Harm/care
2. Fairness/ reciprocity
3. ingroup/loyalty
4. Authority/social order
5. Liberty/oppression

Passionate commitment to the truth

Criteria for true and false beliefs