Negotiation skills for students
Über den Vortrag
Der Vortrag „Negotiation skills for students“ von Michael Schmitz ist Bestandteil des Kurses „Becoming a successful student“. Der Vortrag ist dabei in folgende Kapitel unterteilt:
- Negotiation or Bargaining?
- Assertiveness required
- Bill of Rights
- Great negotiation results
- BATNA: Your treshold
- Principle-based negotiation
- P1 - Separate the people from the problem
- P2 - Focus on interests, not positions
- P3 - Invent opportunities for mutual gain
- P4 - Insist on using objective criteria
- Cheap tricks and tactics
- Rule #1
- Perfect preparation
- Additional skills
Quiz zum Vortrag
What is the difference between negotiating and bargaining?
- In a negotiation the discussion is quite complex. You go deeper into the topic than in a bargain. A bargain only addresses one dimension of a topic and no real arguments to sustain a position are brought forward.
- In a negotiation the discussion is quite simple. You go less deep into the topic than in a bargain. A bargain addresses multiple dimensions of a topic and real arguments to sustain a position are brought forward.
- In a bargain the discussion is quite complex. You go deeper into the topic than in a negotiation. A negotiation only addresses one dimension of a topic and no real arguments to sustain a position are brought forward.
- In a negotiation the discussion is quite complex. You go deeper into the topic than in a bargain. A bargain only addresses one dimension of a topic but real arguments to sustain a position are brought forward.
What characterizes the style of communication called assertiveness?
- Everybody has the same rights.
- Respect is shown towards other people.
- Pressure is created.
- Rights are not expressed properly.
- Opinions are not expressed.
What is a good negotiation result?
- It covers interests, is fair and durable.
- It does not damage relationships.
- It is efficient.
- It was quickly reached.
What is BATNA?
- It is the best alternative if the discussion fails and ends without an agreement. A party should generally not accept a worse resolution than its BATNA.
- It is the worst alternative if the discussion fails and ends without an agreement. A party should generally not accept it.
- It is the ideal result of a negotiation. A party should generally not accept a worse resolution than its BATNA.
- It is the ideal result of a negotiation. A party should generally not accept a different resolution than its BATNA.
What is necessary in order to focus on the interests of all parties and emphasize conflict management and resolution in a negotiation?
- The people and the problem are physically and mentally separated.
- The focus is on the interests and not on the positions.
- Opportunities for mutual gain are invented and objective criteria are used.
- The people are seated next to each other instead of in front of each other.
- Opportunities to escape the discussion at any time should be provided.
If the other party makes use of cheap tricks, I should …
- talk about it.
- enjoy the show.
- use the same tricks on them.
- request a break.
- break off the discussion.
In preparation for a negotiation you should not …
- prepare a fixed contract.
- outline your BETNA.
- map expected interests.
- prepare questions.
Stonewalling is …
- a refusal to communicate or to cooperate by withholding information or refusing to give additional information on a topic.
- the reference to a third party. The person you negotiate with claims to not have the authority to make the decision.
- silence which is created by the other party to make you feel insecure and nervous.
- an excuse or reason to tire the other party by drawing the process out.
One person of the other party agrees to sign the deal if somebody takes care of the additional work which is created by this deal for this particular person. How should you react?
- You should give nothing in response and simply smile.
- “Yes, this is something you should take care of.”
- “I’ll do that.”
- You should apologize for the extra amount of work.
In a negotiation the other party claims several times to not have the authority to make a decision. Therefore, they need to talk to the boss first before continuing. What is the best approach to this trick?
- “I thought we were negotiating about this but I have the feeling that maybe you do not have the authority to get the right deal out of this for both of us. Therefore, I would like to call your boss directly and negotiate with him.”
- “Yes, of course, I understand that you need to talk to your boss first in order to make a decision.”
- “I thought we were negotiating about this but I have the feeling that maybe you do not have the authority to get the right deal out of this for both of us. Therefore, I would like you to make an appointment with me and your boss in the next few weeks.”
- “Yes, I understand that you would prefer to talk to your boss first in order to make a decision but can't you make an exception just this once? I am sure your boss will understand.”
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Dozent des Vortrages Negotiation skills for students
Michael Schmitz
Michael Schmitz ist der Gründer von Artefact Consulting und führt Trainings für Universitäten und Firmen weltweit durch. Neben seiner Tätigkeit als Trainer und Dozent ist er Buchautor von "Elitestudent - Wie werde ich besser als der Durchschnitt" und Geschäftsführer eines Netzwerks für Elitestudenten (Elitestudent-Deutschland.de). Vor seiner Selbstständigkeit hat er für die Deutsche Bank in Frankfurt und London gearbeitet und war mit globalen Managementaufgaben und Bankenintegrationsprojekten beschäftigt. Michael Schmitz schloss seine Studien an der Rotterdam School of Management und der Norwegian School of Economics and Business Administration in Bergen mit einem Master of Science in International Management und einem weiteren Master, dem CEMS Master in International Management, ab. Er hat einen Bachelor of Science in International Business von der Universität Maastricht und der BI Norwegian School of Management in Oslo.Kundenrezensionen
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Auszüge aus dem Begleitmaterial
... Alternative (BATNA) 5. Principle based negotiations (Harvard Approach) 1.Separate people from the problem 2. Focus ...
... your mind, make mistakes, and be responsible for them. Be independent of the goodwill of others before coping with them, be illogical in making decisions, say „I don‘t ...
... not positions „I need that orange.“ „I would ...
... pigs? Create formulas, decide on objective sources. ...
... The Ape Exchange Refer to third ...
... their positions 6. Prepare questions: What would you love to know? What do they need / love to ...
... in teams 2.Preparing negotiations in teams 3.International negotiations / ...
