01 = Negoatiation - a concept
“NEGOTIATION as a concept”
a special course for the future negotiators
Zulherry
Coverage of discussion
•
•
•
•
•
Terminology of Negotiation;
Definition of negotiation;;
Kind of negotiations;
Steps of negotiation;
Teknik negosiasi
Terminology of Negotiation
• Negotiation
• Musyawarah
• Urung rembuk
• Similarities:
• communication
Pengertian negosiasi
Elements:
• para pihak (two parties; multi-parties);
• komunikasi dua arah (language, Ethics,
attitudes (body language), personal profile
(parties/mediator/conciliator), (verbal and nonverbal);
• Kepentingan / kekuasaan (substantial matter of
negotiation);
• Promoting some ultimate and useful values and
principles: like Justice, sustainability, truth,
reciprocal
• kesepakatan / konsensus (mutual agreement).
One of the greatest stumbling blocks to
understanding other peoples within or
without a particular culture is the tendency to
judge others’ behavior by our own standards
Two party negotiation
• Same (intra) culture:
ex.: Mitsubishi & Fuso (japanese culture)
• Different (inter) cultures
negotiation between Garuda &
Airbus (culture of Indonesia and Europe) to
buy (hire) passenger airplane.
Multi-parties negotiation
• Multi parties
• Multi cultures
• Each party has different backgroun and national
interests
• A common interest: protection of environment;
negotiation for reducing global warming
• Need a special trick/method for negotiation;
• Requires a special plan and strategy for conflict
management;
ex.: the WTO Uruguay Rounds
Jenis negosiasi
• Dalam satu jenis budaya hukum;
• Dalam dua jenis budaya hukum;
• Dalam dua banyak budaya hukum (PBB, EU,
ASEAN)
• Objek kepentingan dalam satu yurisdiksi;
• Objek kepentingan dalam dua atau lebih
(multi-yurisdiksi);
• Negoasiasi komersial & non-komersial;
• Negosiasi kontraktual & non-kontraktual.
Teknik negosiasi (TN)
• TN yang kompetitif:
1. posisi;
2. keras → alot
• TN yang kooperatif;
a. Lunak
b. kepentingan
• TN yang bertumpu pada posisi;
• TN yang bertumpu pada kepentingan;
a. Teknik Negosiasi yg bersifat lunak;
b. Teknik Negosiasi yg bersifat keras.
Positional based negotiation
Soft (easy)
>
< Hard (difficult)
Principle negotiation
or
Interest based negotiation
Tahap negosiasi (Fisher & Ury)
1.
introduction-creating trust and structure;
2. Fact finding and isolation of
issues;
3. Creation of options and alternatives;
4. Negotiation and decision
making;
5. Clarification and writing of a plan;
6. Legal review and processing;
7. Implementation, review and revision.
Frank Acuff, in How to Negotiate Anything With
Anyone Anywhere Around the World, offers six steps
to direct the “ways” and “means” of negotiating:
• 1. Orientation and fact finding – learning about
the organization of the host nation, history of
similar negotiations, and individual styles of the
counterparts.
• 2. Resistance – as long as there is resistance,
there is interest, knowing the source of the
resistance allows you to work on overcoming
the host nation objections.
• 3. Reformulation of strategies – gaining new data requires reassessment of earlier strategies.
• 4. Hard bargaining and decision making – concentrate on
determination of real objectives. This is the time to invent
options for neutral gain that will result in a win-win outcome.
• 5. Agreement – work out the details of the negotiation and
ensure understanding. Negotiators ratify the agreement with
their respective sides.
• 6. Follow-up – This sets the stage for the next negotiation and
enhances relationship building.
Pihak ke
3
Pihak I
Lebih banyak bertindak
selaku fasilitator
MEDIASI
Pihak II
secara aktif membantu
menemukan penyelesaian
sengketa
KONSILIASI
Dimuat dalam klausula contract/perjanjian:
1. Mediasi / konsiliasi;
2. Arbitrase;
3. Pengadilan (court)
Hibrid process
• Negotiation (P to P)
• + mediation (P1 P2)
• +adjudication (judges)
Med-arb
• Mediation and arbitration
• Mediation first;
• If Med. Fails, the same neutral then
serve as an arbitrator and issuein a
final and binding decision;
• Advantage: efficiency
see: Goldberg et.all (Dispoute resolution: negotiation,
mediation and other processes, 1992, p.226)
Arbitration clause
“All disputes under this agreement
shall be settled through arbitration
under commercial arbitration rules
of the stockholm Chamber of
Commerce”
(Fox, 147)
An example of formal negotiation
bedankt
•
•
•
•
•
•
Mercy buque
Shie shek
Tarimo kasi
Syukran
Chamsya abita
arigato
a special course for the future negotiators
Zulherry
Coverage of discussion
•
•
•
•
•
Terminology of Negotiation;
Definition of negotiation;;
Kind of negotiations;
Steps of negotiation;
Teknik negosiasi
Terminology of Negotiation
• Negotiation
• Musyawarah
• Urung rembuk
• Similarities:
• communication
Pengertian negosiasi
Elements:
• para pihak (two parties; multi-parties);
• komunikasi dua arah (language, Ethics,
attitudes (body language), personal profile
(parties/mediator/conciliator), (verbal and nonverbal);
• Kepentingan / kekuasaan (substantial matter of
negotiation);
• Promoting some ultimate and useful values and
principles: like Justice, sustainability, truth,
reciprocal
• kesepakatan / konsensus (mutual agreement).
One of the greatest stumbling blocks to
understanding other peoples within or
without a particular culture is the tendency to
judge others’ behavior by our own standards
Two party negotiation
• Same (intra) culture:
ex.: Mitsubishi & Fuso (japanese culture)
• Different (inter) cultures
negotiation between Garuda &
Airbus (culture of Indonesia and Europe) to
buy (hire) passenger airplane.
Multi-parties negotiation
• Multi parties
• Multi cultures
• Each party has different backgroun and national
interests
• A common interest: protection of environment;
negotiation for reducing global warming
• Need a special trick/method for negotiation;
• Requires a special plan and strategy for conflict
management;
ex.: the WTO Uruguay Rounds
Jenis negosiasi
• Dalam satu jenis budaya hukum;
• Dalam dua jenis budaya hukum;
• Dalam dua banyak budaya hukum (PBB, EU,
ASEAN)
• Objek kepentingan dalam satu yurisdiksi;
• Objek kepentingan dalam dua atau lebih
(multi-yurisdiksi);
• Negoasiasi komersial & non-komersial;
• Negosiasi kontraktual & non-kontraktual.
Teknik negosiasi (TN)
• TN yang kompetitif:
1. posisi;
2. keras → alot
• TN yang kooperatif;
a. Lunak
b. kepentingan
• TN yang bertumpu pada posisi;
• TN yang bertumpu pada kepentingan;
a. Teknik Negosiasi yg bersifat lunak;
b. Teknik Negosiasi yg bersifat keras.
Positional based negotiation
Soft (easy)
>
< Hard (difficult)
Principle negotiation
or
Interest based negotiation
Tahap negosiasi (Fisher & Ury)
1.
introduction-creating trust and structure;
2. Fact finding and isolation of
issues;
3. Creation of options and alternatives;
4. Negotiation and decision
making;
5. Clarification and writing of a plan;
6. Legal review and processing;
7. Implementation, review and revision.
Frank Acuff, in How to Negotiate Anything With
Anyone Anywhere Around the World, offers six steps
to direct the “ways” and “means” of negotiating:
• 1. Orientation and fact finding – learning about
the organization of the host nation, history of
similar negotiations, and individual styles of the
counterparts.
• 2. Resistance – as long as there is resistance,
there is interest, knowing the source of the
resistance allows you to work on overcoming
the host nation objections.
• 3. Reformulation of strategies – gaining new data requires reassessment of earlier strategies.
• 4. Hard bargaining and decision making – concentrate on
determination of real objectives. This is the time to invent
options for neutral gain that will result in a win-win outcome.
• 5. Agreement – work out the details of the negotiation and
ensure understanding. Negotiators ratify the agreement with
their respective sides.
• 6. Follow-up – This sets the stage for the next negotiation and
enhances relationship building.
Pihak ke
3
Pihak I
Lebih banyak bertindak
selaku fasilitator
MEDIASI
Pihak II
secara aktif membantu
menemukan penyelesaian
sengketa
KONSILIASI
Dimuat dalam klausula contract/perjanjian:
1. Mediasi / konsiliasi;
2. Arbitrase;
3. Pengadilan (court)
Hibrid process
• Negotiation (P to P)
• + mediation (P1 P2)
• +adjudication (judges)
Med-arb
• Mediation and arbitration
• Mediation first;
• If Med. Fails, the same neutral then
serve as an arbitrator and issuein a
final and binding decision;
• Advantage: efficiency
see: Goldberg et.all (Dispoute resolution: negotiation,
mediation and other processes, 1992, p.226)
Arbitration clause
“All disputes under this agreement
shall be settled through arbitration
under commercial arbitration rules
of the stockholm Chamber of
Commerce”
(Fox, 147)
An example of formal negotiation
bedankt
•
•
•
•
•
•
Mercy buque
Shie shek
Tarimo kasi
Syukran
Chamsya abita
arigato