UC01202 Kemahiran Berunding

NAME NO. MATRIC

CHIN WEI RONG BS12110088

MUHAMMAD FIRDAUS BP12110184

ELLYSHA ASTIN ANAK SIRAI BK12110073

LETICIA RIA ARAN BK12110153

MOHD FIRDAUS B MAT NOOR BP12110161

MOHAMMAD MAHDI B MOHD ABD KADIK BP12110185

ZHANG XUECHEN BB10170888

SITI AZIRAH RUMSANI BA12160621

Pensyarah: Prof. Madya Dr. Andreas Totu

Negotiation SkillNegotiation Skill

Distributive Negotiation

1.   little cooperation

2.  what I gain is what you lose

3.   win-lose

Integrative Negotiation

1.  strong cooperation

2.   mutual gain

3.   win-win

Characteristics of Integrative Negotiation

• It focus on commonalities rater than differences• It attempt to address needs and interest, not

positions• It commit to meeting the needs of all involved

parties• Exchange information and ideas• Invent options for mutual gain• Use objective criteria for standard of

performance

4 Major Steps in the IN

• Identify and define the problem• Understand the problem and bring

interests and needs to the surface• Generate alternative solution to the

problems• Evaluate those alternatives and select

among them

Alternative Solution : Integrative

Negotiation Expand the Pie 把蛋糕做大，增加资源Logroll 互助Use Nonspecific Compensation 使用不同（物质）形态的补偿

Cut the Costs for Compliance 降低顺从（服从）成本

The Bridge Solution 搭架桥

1. Expand the Pie

• 把蛋糕做大，增加资源• Membuatkan kek menjadi besar, menambahkan

sumber• Change the frame of the negotiation from win-lose

game to win-win scenario where both sides can benefit more by working together on mutual benefits.(“zero-sum” to “variable-sum”)

• When one person gets more of the pie it is clear that the other person gets less. If both parties work together to get a bigger pie, they both have more with the same percentage division.

Expand the Pie How can both parties get what they are

demanding? Is there a resource shortage? How can resources be expanded to meet the

demands of both sides? Example: Husband & wife who are negotiating about holidays and the ability to take time off work reframe the situation as “getting away together” and end up with a decision that when one goes away on business the other will go along too.

2. Logroll

• 互助• Saling membantu• Negotiation exchange that involves making

negotiation concessions or the ‘trading-off’ of issues so as to maximise on each sides' value. So you will offer the other side something that they value more than you, in exchange for gaining something from them that you value more than they do.

LogrollWhat issues are of higher and lower priority to me?What issues are of higher and lower priority to the

other?What are things that would be inexpensive for me to

give and valuable for the other to get that might be used in logrolling?

Example : The salesman seems interested in his client's watch, and he is willing to exchange his laptop with the client, which the laptop worth nothing to him, but the watch, while the client willing to exchange too as he thinks salesman’s laptop are far more valuable than his watch.

3. Use Non-specific Compensation

• 使用不同（物质）形态的补偿• Menggunakan bentuk pampasan yang lain

(material/benda)• One party receives it’s objectives, while the other

party is “paid off” or compensated for yielding or accommodating. The first party, for example, might receive the desired immediate outcome white the second or other party will receive a benefit of similar value on later on

What are the other party’s goals and values?

Use Non-specific CompensationWhat could I do for the other side that would

make them happy and have them allow me to get my way on the key issue?

What are things that would be inexpensive for me to give and valuable for the other to get that might be used as nonspecific compensation?

Example : Supervisor buying free lunch for the customers as the compensation which helps to ease the feelings of the customers where they mad at the flight delayed problem.

4. Cut the Costs for Compliance• 降低顺从（服从）成本• Mengurangkan kos pematuhan• For a party in a conflict, a solution may involve

“costs” (economic, cuts, suffering, harm such as loss of face or reputation). By mutual agreement, a settlement might be found whereby one party achieves his/her objectives and the other party gains reduced costs.

Cut the Costs for Compliance What risks and costs does my proposal create

for the other? What can I do to minimize the other’s risks and

costs so that they would be more willing to go along?

Example : The antique seller trying to cut down the price of the antique as the buyers can’t afford this amount, $10,000 dollars, it is too expensive. In the end, they both agreed on the price after a consideration on his/her negotiator’s needs.

5. The Bridge Solution

• 搭架桥• Penyelesaian Jambatan• This involve a situation where by parties invent

new options that meet all their respective needs.• Bridging often requires fundamental

reformulation of the problems in conflict.What are the other’s real underlying needs?What are my own real underlying needs?

The Bridge Solution

What are the higher and lower priorities for each of us in our underlying needs?

Can we invent a solution that meets both sides’ relative priorities and their underlying needs?

Example : The pregnant lady needs help, she needs to deliver her baby, people really wants to help her, but they have no idea, and the steward cannot touched her as it is forbidden, and the passenger had no knowledge in this thing, came out with a solution, where guys turns around and let the girls do the delivery.