001 = Negoatiation - a conceptprint
“NEGOTIATION as a concept”
Zulherry
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
Principle negotiation
or
Interest based negotiation
(difficult)
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 Acuf, 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 re-assessment 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)
Types of negotiation
process:
•
•
•
•
•
Direct Negotiation (P to P)
Mediation (P1 P2)
Arbitration (P1 P2)
Adjudication (P1 P2)
Minitrial (P1 P2)
Hybrid: Med-arb
• Mediation and arbitration
• Mediation first;
• If Med. Fails, the same neutral then
serve as an arbitrator and issue in a
final and binding decision;
• Advantage: efficiency
see: Goldberg et.all (Dispute 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)
Arbitration clause in KSO Agreement
“Kedua belah pihak sepakat dan setuju bahwa
setiap
perselisihan
yang
tidak
dapat
diselesaikan berdasarkan ayat 18.1, akan
diajukan ke arbitrase berdasarkan ketentuan
Badan Arbitrase Nasional Indonesia (BANI),
berdasarkan kesepakatan para pihak, atau bila
tidak ada kesepakatan bersama secara tertulis,
akan diselesaikan berdasarkan ketentuan
arbitrase
dari International Chamber of
Commerce di Jenewa oleh satu atau beberapa
arbiter yang ditunjuk sesuai dengan ketentuan
badan tersebut”
Tarimo kasih
•
•
•
•
•
•
Chamsya abita
Shie shek
Bedank
Mercy buque
Arigato
syukran
Zulherry
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
Principle negotiation
or
Interest based negotiation
(difficult)
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 Acuf, 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 re-assessment 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)
Types of negotiation
process:
•
•
•
•
•
Direct Negotiation (P to P)
Mediation (P1 P2)
Arbitration (P1 P2)
Adjudication (P1 P2)
Minitrial (P1 P2)
Hybrid: Med-arb
• Mediation and arbitration
• Mediation first;
• If Med. Fails, the same neutral then
serve as an arbitrator and issue in a
final and binding decision;
• Advantage: efficiency
see: Goldberg et.all (Dispute 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)
Arbitration clause in KSO Agreement
“Kedua belah pihak sepakat dan setuju bahwa
setiap
perselisihan
yang
tidak
dapat
diselesaikan berdasarkan ayat 18.1, akan
diajukan ke arbitrase berdasarkan ketentuan
Badan Arbitrase Nasional Indonesia (BANI),
berdasarkan kesepakatan para pihak, atau bila
tidak ada kesepakatan bersama secara tertulis,
akan diselesaikan berdasarkan ketentuan
arbitrase
dari International Chamber of
Commerce di Jenewa oleh satu atau beberapa
arbiter yang ditunjuk sesuai dengan ketentuan
badan tersebut”
Tarimo kasih
•
•
•
•
•
•
Chamsya abita
Shie shek
Bedank
Mercy buque
Arigato
syukran