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Module 1
Principles of Collaborative Negotiations

1A Orientation
100202 The Art of Negation
Semester 2/2022
Mr. Songwut Burimjitt

Module 1

Principles of Collaborative Negotiation

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Module Outline:
1. Orientation
2. Negotiation: Definitions, Contexts, and Styles
3. Getting to Yes
4. Key Success Factors of Business Negotiations

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Module 1
Principles of Collaborative Negotiations

1B Negotiation: Definitions, Contexts, and Styles

100202 The Art of Negation
Semester 2/2022
Mr. Songwut Burimjitt

Negotiations: Definitions and Contexts

Definitions
 The process of discussing something with someone
in order to reach an agreement, or the discussions themselves:

Contexts
 Whether you're negotiating a multimillion-dollar deal, agreeing on your role in
a project, or simply persuading your colleagues to go for Chinese food for lunch,
effective negotiation skills can help you to motivate other people, get the best
results and improve profitability.

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Negotiation Styles:
Win-Lose, Compromising, and Collaborative

 Joey and Jenny are arguing over an orange. Joey might simply take the orange from Jenny
in a win-lose situation. Joey would then be satisfied but Jenny would be upset and
frustrated.

 If they focus on compromise, Joey and Jenny might decide to cut the orange in half. Their
effort to share means that each of them now has half of what they wanted, but neither is
fully satisfied.

 However, if Joey and Jenny spent some time talking to each other, they might find out that
Jenny wants the orange peel to make a cake. Joey, on the other hand, loves eating oranges
and doesn't want the peel. In this collaborative scenario, Joey and Jenny are both able to
achieve 100 percent satisfaction when they realize that Jenny can have all the peel and Joey
all the fruit.

Module 1
Principles of Collaborative Negotiations

1C Getting to Yes
100202 The Art of Negation
Semester 2/2022
Mr. Songwut Burimjitt

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Getting to Yes: Principled Negotiations

“Interests are more important than positions.”

Basic Principles
 Separate the people from the problem
 Focus on interests, not positions
 Generate options for mutual gain
 Insist on using objective criteria
In case of deadlocks:
 BATNA (Best Alternative to a Negotiated Agreement)
 Third Party or Mediator

Module 1
Principles of Collaborative Negotiations

1D Key Success Factors

100202 The Art of Negation
Semester 2/2022
Mr. Songwut Burimjitt

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Key Success Factors for Effective Negotiations

 Focus on Interests, not Positions

 Friendly
 Polite
 Honest
 Sincere
 Collaborative

END