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  • Revision history of "From Getting To Yes: Introducing Principled Negotiation" - Peacebuilding
    New page Negotiation is an essential component of your life Weather you deal with your spouse over issues of common concern you discuss with your children over were to go on holidays you bargain Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php From Getting To Yes Introducing Principled Negotiation Views Page Discussion View source History Personal tools 91

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  • Pages that link to "From Getting To Yes: Introducing Principled Negotiation" - Peacebuilding
    Hide links Hide redirects The following pages link to From Getting To Yes Introducing Principled Negotiation View previous 50 next 50 20 50 100 250 500 Category ACTIVITY links Category NEGOTIATION links Contents links View previous 50 next 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Special WhatLinksHere Views Special Personal tools 91 105 69 17 Talk for this IP Log in create account

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  • Changes related to "From Getting To Yes: Introducing Principled Negotiation" - Peacebuilding
    logged in users Hide my edits Show new changes starting from 00 15 13 February 2016 Namespace all Main Talk User User talk Peacebuilding Peacebuilding talk Image Image talk MediaWiki MediaWiki talk Template Template talk Help Help talk Category Category talk Invert selection Page name Show changes to pages linked to the given page instead From Getting To Yes Introducing Principled Negotiation No changes on linked pages during the given

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  • From Getting To Yes: Introducing Principled Negotiation - Peacebuilding
    us I could think of going there earliest by April next year not before with all the things we have to do Besides the ticket is expensive and I don t think we can afford another such a trip this year No way If you don t want to see them just say it I will arrange the trip just for me and the kid And what about the kid Shouldn t he be at school at that time Why don t we use Easter holidays next year I could think of postponing this trip maximum to Christmas holidays this year and it goes on These two interactions between individuals are similar in that each side takes a position argues and defends it eventually each side makes concessions to the other in order to reach a compromise Roger Fisher and William Ury and generations of negotiators with them call this style of negotiation positional bargaining Any way or method of negotiation could be judged by three criteria its capacity to produce a wise agreement when this is possible its efficiency it shouldn t be too difficult and time consuming to reach agreement its capacity to improve the relationship between the parties or at least to not damage it For Fisher and Ury positional bargaining is likely to score poorly on all three When people argue over positions they have a tendency to dig in or radicalise their position to become defensive and identify themselves with their position The more they do this the more it is difficult to change their positions at the risk of loosing face By paying primary attention to their and the other side s position they tend to overlook the underlined concerns of the parties their interests or needs Thus producing a wise agreement can become very difficult Positional bargaining can be very inefficient too Consider the example of Sasa and Selma each of them has started from extremely low Sasa or high Selma offers knowing that if they will have to make concessions to the other side in order to reach agreement starting extreme will increase the possibility of having a final price closer to their satisfaction e g if I am Selma and my first offer is 2 000 I am more likely to reach agreement around 1 000 than if I start from 1 200 In other terms you are likely to start from a position extremely favourable to you you will stubbornly hold to it and try to deceive the other as to what you really want by making small concessions This is inefficient and it will probably take a lot of time and effort to reach agreement Consider now the second example with Anne and Michele This bargain over when to go to visit Anne s family can easily embitter them it looks like a contest of will and each of them reiterates what he she will or won t do It doesn t look like they are looking for a

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  • From Getting To Yes: Introducing Principled Negotiation - Peacebuilding
    Finland before the end of the year and November would be perfect for my mom But not for us I could think of going there earliest by April next year not before with all the things we have to do Besides the ticket is expensive and I don t think we can afford another such a trip this year No way If you don t want to see them just say it I will arrange the trip just for me and the kid And what about the kid Shouldn t he be at school at that time Why don t we use Easter holidays next year I could think of postponing this trip maximum to Christmas holidays this year and it goes on These two interactions between individuals are similar in that each side takes a position argues and defends it eventually each side makes concessions to the other in order to reach a compromise Roger Fisher and William Ury and generations of negotiators with them call this style of negotiation positional bargaining Any way or method of negotiation could be judged by three criteria its capacity to produce a wise agreement when this is possible its efficiency it shouldn t be too difficult and time consuming to reach agreement its capacity to improve the relationship between the parties or at least to not damage it For Fisher and Ury positional bargaining is likely to score poorly on all three When people argue over positions they have a tendency to dig in or radicalise their position to become defensive and identify themselves with their position The more they do this the more it is difficult to change their positions at the risk of loosing face By paying primary attention to their and the other side s position they tend to overlook the underlined concerns of the parties their interests or needs Thus producing a wise agreement can become very difficult Positional bargaining can be very inefficient too Consider the example of Sasa and Selma each of them has started from extremely low Sasa or high Selma offers knowing that if they will have to make concessions to the other side in order to reach agreement starting extreme will increase the possibility of having a final price closer to their satisfaction e g if I am Selma and my first offer is 2 000 I am more likely to reach agreement around 1 000 than if I start from 1 200 In other terms you are likely to start from a position extremely favourable to you you will stubbornly hold to it and try to deceive the other as to what you really want by making small concessions This is inefficient and it will probably take a lot of time and effort to reach agreement Consider now the second example with Anne and Michele This bargain over when to go to visit Anne s family can easily embitter them it looks like a contest of will and each of them reiterates

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  • View source - Peacebuilding
    pp 5 8 Note Alternatives to this process include You can merge the two handouts and have each sub group work on both obstacles and assets After the IV step of the process above described you can invite each group that has worked on emotions has obstacles to merge with a group that has worked on emotions as assets and invite them to share their findings Handout Emotions as Obstacles in Negotiation Emotions can be obstacles towards reaching a wise agreement in negotiation in at least 3 ways They can divert attention from substantive matters When you get upset it becomes more difficult to deal with the substance of the negotiation you are too busy dealing with your emotions The other side too will have to deal with your emotions The same goes when the other side gets upset she and you will have to deal with her emotions and you too Thus when emotions play both sides attention shifts from the substance at stake to protecting oneself and attacking the other They can damage a relationship Emotions can limit your capacity to think and act wisely When you get angry you may say or do something that damages the relationship In a split second you can destroy a relationship e g business friendship family that has been developed over years They can be used to exploit you When you feel an emotion it shows It is hard to maintain a poker face when anger happiness resentment or desire storm inside of you When you cannot control your emotions your words face or body language will tell what you feel to the other side And the other side may use this information to exploit you Your task Develop and articulate 3 examples that illustrate how emotions can be obstacles to reaching a wise agreement in negotiation Refer to one or more of the three ways described above Prepare to present your examples to the plenary Discuss and identify other ways emotions can be obstacles towards reaching a wise agreement in negotiation Prepare to present and sustain your results to the plenary Handout Emotions as Assets in Negotiation Emotions an help us achieve a wise agreement and improve relationship in negotiation in at least 3 ways Positive emotions can help meet substantive interests Positive emotions toward the other side can reduce fear and suspicion They can help you work side by side with the other focus together on the problems to solve and start looking at each other as colleagues more than adversaries With positive emotions you might feel the confidence and trust to try out new ideas without fearing that the other side will immediately take advantage of it You will listen better increasing your capacity to understand the other side s underlying interests thus increasing your potential to reach an agreement that is mutually satisfactory and stable Positive emotions can enhance a relationship A person to person interaction can become enjoyable With positive emotions towards the other you might

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  • Revision history of "Emotions as Obstacles and Assets" - Peacebuilding
    633 bytes New page Purpose To explore how emotions can be obstacles or assets in negotiation To generate examples of emotions as obstacles and assets in negotiation Time At least 45 min Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Emotions as Obstacles and Assets Views Page Discussion View source History Personal tools 91 105 69 17 Talk

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  • Pages that link to "Emotions as Obstacles and Assets" - Peacebuilding
    following pages link to Emotions as Obstacles and Assets View previous 50 next 50 20 50 100 250 500 5th Module How emotions play in negotiation links Category ACTIVITY links Category NEGOTIATION links Contents links View previous 50 next 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Special WhatLinksHere Views Special Personal tools 91 105 69 17 Talk for this IP Log in create

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