Keywords: Negotiation, mediation, ADR, teaching, communication, questioning, active listening, cartoons, optical illusions, samurai, Barkai. The following is a PowerPoint presentation about the 36 Chinese Strategies as applied to negotiations that I have used many times. You can find more about. Barkai, John, Cultural Dimension Interests, the Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation.

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“Cultural Dimension Interests, the Dance of Negotiation, and Weather Fo” by John Barkai

Put yourself in Mr. Tell me more about that. What do you truly want? This rule does not require the exclusion of an apology or other statement that acknowledges or implies fault even though contained in, or part of, any statement or gesture excludable under this rule. Registration Forgot your password? John Barkai William Baroai.

On second thought, I’ll settle for a few minutes. Johnson, James Monroe, Harry S. Speaker corrects inaccurate active listener. Likely to be honored and followed for their clear convictions as to how best to serve the common good INTJ Usually have original minds and great drive for their own ideas and purposes.


Published by Barkqi Powell Modified over 3 years ago. Let me get back to you on that. If your alternatives are extremely unattractive brainstorm again, check your options, and check the facts.

Instead of haggling about each issue separately, see if one of you cares more about the restaurant and the other more about the movie.

Think in terms of interests Classify the type of negotiation: Push your opponent to make a decision by a certain time limit. baarkai

Keep your counterpart in the dark about your strategy and your stake in the deal. Both you and the opposing side should be analyzed. An inexpensive place on a isolated beach may fit the needs of both.

Of course I am. What do you think we should do? Am I worthy of love? What I am hearing is? As a negotiator, to ask for a concession: If the opening demand is too low, you lose the possibility of a more favorable settlement. Make up their own minds as to what should be accomplished and work toward it steadily, regardless of protests or distractions. Dad did not put the nylon stockings on display, despite the fact that most women wanted them.


The pattern of concessions sends a message.

Concessions given in rapid succession early on may signal risk aversion or desperation. It defuses the competitive spirit. ENTJ Hearty, frank, decisive, leaders in activities Usually good in anything that requires reasoning and intelligent talk, such as public speaking Are usually well informed and enjoy adding to their fund of knowledge. At every turn the strategy calls on you to choose the path of indirection. Assume and ask Qs to confirm Ask.

H likes a quiet, peaceful vacation; W likes the beach because of all the activity.

I believe this comes from our highly competitive society. The competition makes the item more desirable and drives up its price.

Negotiation Handout – University of Hawaii

Get four weeks vacation and spend two at the mountains and two at the seashore. Positions are the “What” that the negotiators want. Brainstorm a variety of plan B’s. Soda Pops and Reciprocity Reciprocity works. Would you consider making any concessions?