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    can be used both as a lens to understand what s happening in negotiation and as a lever to improve it Offline Fisher Roger Shapiro Daniel Beyond Reason Using Emotions as You Negotiate New York Viking Penguin 2005 Online The book s website contains useful teaching resources http www beyond reason net Emotions and Concerns This short article is a very concise summary of the ideas included in Fisher and Shapiro s book Activities you can use when working on these contents include Emotions in Negotiation This is a structured brainstorming excercise It starts in a classic way then participants are asked to identify what emotions they see as positive and which negative in negotiation A set of questions will then help you to boost a discussion Emotions as Obstacles and Assets The plenary gets divided in sub groups Half of the groups work on emotions as obstacles in negotiation the rest on emotions as assets All groups are distributed handouts with basic reference to Fisher and Shapiro s book to facilitate their work Their task is twofold 1 To develop and articulate 3 examples that illustrate how emotions can be obstacles towards reaching a wise agreement in negotiation 2 To discuss and identify other ways emotions can be obstacles towards reaching a wise agreement in negotiation Dealing with Emotions This activity has three objectives 1 To brainstorm ways of dealing with emotions in negotiation 2 To suggest that addressing concerns instead of dealing directly with emotions is a more effective way to use emotions in negotiation 3 To identify core concerns that generate emotions in negotiation Role Plays and Emotions This template can be applied to different role plays In essence volunteers role play scenarios involving negotiating skills Observers look at the interaction focusing on how emotions play in

    Original URL path: http://peacebuilding.caritas.org/index.php?title=5th_Module_-_How_emotions_play_in_negotiation&action=edit (2016-02-13)
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  • Revision history of "5th Module - How emotions play in negotiation" - Peacebuilding
    bytes New page Negotiation involves both people s head and gut Not just their interests but the very people are part of the negotiation with all their emotions Emotions can make obstacles to a mutu Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php 5th Module How emotions play in negotiation Views Page Discussion View source History Personal tools

    Original URL path: http://peacebuilding.caritas.org/index.php?title=5th_Module_-_How_emotions_play_in_negotiation&action=history (2016-02-13)
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  • Pages that link to "5th Module - How emotions play in negotiation" - Peacebuilding
    redirects The following pages link to 5th Module How emotions play in negotiation View previous 50 next 50 20 50 100 250 500 Negotiation Resource Kit Intro links Category NEGOTIATION links Category MODULE 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

    Original URL path: http://peacebuilding.caritas.org/index.php/Special:WhatLinksHere/5th_Module_-_How_emotions_play_in_negotiation (2016-02-13)
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  • 5th Module - How emotions play in negotiation - Peacebuilding
    and as a lever to improve it Offline Fisher Roger Shapiro Daniel Beyond Reason Using Emotions as You Negotiate New York Viking Penguin 2005 Online The book s website contains useful teaching resources http www beyond reason net Emotions and Concerns This short article is a very concise summary of the ideas included in Fisher and Shapiro s book Activities you can use when working on these contents include Emotions in Negotiation This is a structured brainstorming excercise It starts in a classic way then participants are asked to identify what emotions they see as positive and which negative in negotiation A set of questions will then help you to boost a discussion Emotions as Obstacles and Assets The plenary gets divided in sub groups Half of the groups work on emotions as obstacles in negotiation the rest on emotions as assets All groups are distributed handouts with basic reference to Fisher and Shapiro s book to facilitate their work Their task is twofold 1 To develop and articulate 3 examples that illustrate how emotions can be obstacles towards reaching a wise agreement in negotiation 2 To discuss and identify other ways emotions can be obstacles towards reaching a wise agreement in negotiation Dealing with Emotions This activity has three objectives 1 To brainstorm ways of dealing with emotions in negotiation 2 To suggest that addressing concerns instead of dealing directly with emotions is a more effective way to use emotions in negotiation 3 To identify core concerns that generate emotions in negotiation Role Plays and Emotions This template can be applied to different role plays In essence volunteers role play scenarios involving negotiating skills Observers look at the interaction focusing on how emotions play in negotiation and how participants have addressed or should address the core concerns that stimulate

    Original URL path: http://peacebuilding.caritas.org/index.php?title=5th_Module_-_How_emotions_play_in_negotiation&printable=yes (2016-02-13)
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  • 5th Module - How emotions play in negotiation - Peacebuilding
    how the power of concern can be used both as a lens to understand what s happening in negotiation and as a lever to improve it Offline Fisher Roger Shapiro Daniel Beyond Reason Using Emotions as You Negotiate New York Viking Penguin 2005 Online The book s website contains useful teaching resources http www beyond reason net Emotions and Concerns This short article is a very concise summary of the ideas included in Fisher and Shapiro s book Activities you can use when working on these contents include Emotions in Negotiation This is a structured brainstorming excercise It starts in a classic way then participants are asked to identify what emotions they see as positive and which negative in negotiation A set of questions will then help you to boost a discussion Emotions as Obstacles and Assets The plenary gets divided in sub groups Half of the groups work on emotions as obstacles in negotiation the rest on emotions as assets All groups are distributed handouts with basic reference to Fisher and Shapiro s book to facilitate their work Their task is twofold 1 To develop and articulate 3 examples that illustrate how emotions can be obstacles towards reaching a wise agreement in negotiation 2 To discuss and identify other ways emotions can be obstacles towards reaching a wise agreement in negotiation Dealing with Emotions This activity has three objectives 1 To brainstorm ways of dealing with emotions in negotiation 2 To suggest that addressing concerns instead of dealing directly with emotions is a more effective way to use emotions in negotiation 3 To identify core concerns that generate emotions in negotiation Role Plays and Emotions This template can be applied to different role plays In essence volunteers role play scenarios involving negotiating skills Observers look at the interaction focusing

    Original URL path: http://peacebuilding.caritas.org/index.php?title=5th_Module_-_How_emotions_play_in_negotiation&oldid=250 (2016-02-13)
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  • View source - Peacebuilding
    groups often state only one position It is usually difficult to negotiate compromises on positions Behind positions are multiple interests and focusing on interests allows negotiators more room to generate solutions acceptable to all parties 3 Invent options for mutual gain This requires creativity and the commitment to brainstorm options that will be acceptable to both parties In brainstorming negotiators need to separate the stage of evaluating options from the stage of generating options Both parties need to broaden the number of possible options and not search for just one option Both parties also need to think about options that will satisfy the interests of the other side 4 Insist on using objective or mutually acceptable criteria Often it is possible to identify several relevant standards or criteria by which parties can evaluate the fairness or acceptability of a negotiated agreement Negotiators can brainstorm criteria or standards in the same way as they brainstorm options Fisher and Ury also invented the concept of the BATNA This is a term that refers to the Best Alternative To a Negotiated Agreement An alternative is different than an option it refers to a possible course of action if you do not reach a negotiated agreement The BATNA functions as your bottom line as a negotiator and helps you determine whether or not negotiation is your best option In order to make a BATNA useful negotiators need to carefully analyse the costs and benefits of the BATNA and to evaluate costs and benefits of the negotiated agreement against those of the BATNA If individuals or groups think they can accomplish their bottom line using other methods e g like a strike violence legal options they will resort to those methods and not use a cooperative model of negotiation This model of negotiation is presented

    Original URL path: http://peacebuilding.caritas.org/index.php?title=Introduction_to_Principled_Negotiation&action=edit (2016-02-13)
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  • Revision history of "Introduction to Principled Negotiation" - Peacebuilding
    New page Negotiation is a basic way of getting what you want from someone else usually using verbal communication We all negotiate every day with a vendor at the market with our friends or r Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Introduction to Principled Negotiation Views Page Discussion View source History Personal tools 91 105 69

    Original URL path: http://peacebuilding.caritas.org/index.php?title=Introduction_to_Principled_Negotiation&action=history (2016-02-13)
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  • Pages that link to "Introduction to Principled Negotiation" - Peacebuilding
    The following pages link to Introduction to Principled Negotiation View previous 50 next 50 20 50 100 250 500 3rd Module Principled Negotiation links Category NEGOTIATION links Category HANDOUT 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 Navigation Homepage

    Original URL path: http://peacebuilding.caritas.org/index.php/Special:WhatLinksHere/Introduction_to_Principled_Negotiation (2016-02-13)
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