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Presentatie Onderhandelen

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Intern vertrouwelijk

Negotiation Toolkit

1

1.

Preparation 2. Rules and

Procedures 3. Exploration

4. Bargaining

5. Decision

Making 6.

Constituency 7. Implementation

Preparation (70% Of the Negotiation Process)

→ Content

→ Own Mandate

→ Other parties’ Mandate(s)

→ Rules of the game (procedures etc.)

Harvard Principles (win-win)

→ Separate the people from the problem

→ Focus on Interests, not Positions

→ Explore different options (and define a BATNA)

→ Find objective criteria

Positions

Interests

Needs

Negotiations on Positions: Inflexible, zero-sum, focus on winning Interest-based negotiations: flexible, creative, focus on problem-solving Negotiation on Needs: respect, identity, security, etc. (without it, interest based negotiation is not possible) focused on the needs of the negotiatior

Be tough but friendly!

Understand before seeking to be understood Ask Questions and check Assumptions What is their ‘get’?’

Allow for dignified retreats (don’t score points)!

Don’t screw people:

remeber the shadow of the future Compete

Avoid Accomodate

Collaborate Compromise

Self-Interest

Importance Relationship

Referenties

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