The art of negotiation - iman aguendich
5747 mots
23 pages
EnglishPrepared by :
AGUENDICH Iman
Institut Supérieur de Commerce et d’Administration des Entreprises 3rd year – Normal Cycle
The Art of Negotiation Preparation – Techniques - Language
Outline
Introduction
I- Defining negotiation
II- Preparing for negotiations
III- Negotiation techniques
IV- Language of negotiations
V- Case study : negotiation for the Free Trade Agreement between USA and Morocco
Conclusion
References
Introduction Like it or not, you are a negotiator. Whether in family or business dealings, people reach many decisions through negotiation. You haggle with the cattle buyer for an acceptable price for your steers. You discuss with farm help the wages you are willing to pay them and the quality of work you expect in return. You dicker with the equipment salesman for a new piece of machinery. And you negotiate the terms of your latest operating note with your lender. Negotiation is a fact of life. In fact, it occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life.
I. Defining negotiation In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. The parties acknowledge that there is some conflict of interest between them and think they can use some form of influence to get a better deal, rather than simply taking what the other side will voluntarily give them. They prefer to search for agreement rather than fight openly, give in, or break