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NEGOTIATION (COHEN, 2004) - Coggle Diagram
NEGOTIATION (COHEN, 2004)
PREPARATION/BEGINNING
WHAT IS NEGOTIABLE? Pride and status, sovereignty and human rights.
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OPENING MOVES: Adoptions of a supplicant posture, asume the moral high ground, principles before detail?
THE OPENING STAGE OF TALKS: Convincing, tactically or explicity, persuasion, axiomatic-deductive, affective-intutitive, verbally or non verbally, formally or informally.
MIDDLE GAME 1 & 2
*TACTICS AND PLAYERS: Language, time, authority, negotiation, confidence, openness and possitive connotations.
US: Bargaining, highly legalistic and compromise, bureaucratic operating procedures, more discretion, checks and balances, paternalistic habits, presidential power.
MIDDLE EAST: Uncertain, do not bargain.
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*SOUND, SIGNALS AND SILENCE: Persuasive arguments: Logical case, facts, mutual interest, foreseeable consequences, equity, points of law, rights.
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Different cultures, inductively, deductively, emotionally.
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THE RECLUCTANCE TO SAY NO: Contrasting/different language, dislike of negative, haggle.oply, read between the lines.
DIRECTNESS VS INDIRECTNESS: High context cultures: Indirect: Straight talking, evasiveness, insincerity.
NON VERBAL COMMUNICATION: Facial expressions, gestures, body contact, use of space, costume, ceremony and sensitive to sign and symbol.
END GAME
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DECISIONS MADE ABOUT THE AGREEMENT: Q (?): Nature, scope, finality of contracts.
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POSSIBLE STRATEGIES: Bypassing obstacles, raising the level of talk, changing the framework of negotiation, exercising coercive power.
ON TRADE MATTERS: Deregulation, liberalization, pressure tactics and common trate.
IF: Credible, removed connotations of high sovereign principle, appropriate, proportionate, resolution.
PRESSURE TO SETTLE: Bound is important, negotiating resources and assumptions of the group.
Underestimation glacial bureaucratic procedures, impatience to settle, superpower vulnerability.
PREVENTING SURPRISES/ INTERCULTURAL COMMUNICATION (HALL,1959)
LOW CONTEXT: Direct/verbal, linear, rational, future-oriented, open disagreement. Ex: Europe, North America, Australia and NZ.
HIGH CONTEXT: Indirect/non-verbal, circular, intuitive, past-oriented, avoid disagreement. Ex: Asia, South America, Africa and Middle East.