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EMOTIONALNEGOTIATION
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Which Inspires You ?(Why, When, What to Negotiate)
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WHAT ISNEGOTIATION
discussion aimed at reaching an agreement(OXFORD DICTIONARIES)
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Obstacles Solutions• __________________________
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LOSE-LOSEWIN-LOSE
WIN-WIN
NEGOTIATION STYLE
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KARAKTERISTIKLOSE-LOSE
• Tidak ada pihak yang mendapatkan apa yang mereka inginkan.
• Alternatif pilihan terbatas.
• Fokus pada posisi bukan pada tujuan.
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KARAKTERISTIKWIN-LOSE
• Hanya satu pihak yang mendapatkan apa yang mereka inginkan
• Alternatif pilihan terbatas.• Fokus pada kompetisi.
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KARAKTERISTIKWIN-WIN
• Semua pihak mendapatkan keinginannya
• Alternatif pilihan beragam.• Fokus pada tujuan.• Kesepakatan diakui
bersama.
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Which Inspires You ?(Negotiation Definition & Negotiation Styles)
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WHAT ISEMOTIONAL
connected with people's
feelings (= with the emotions)
causing people to feel strong
emotions
showing strong emotions, sometimes in a
way that other people think is
unnecessary
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Why ?
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WHAT ISEMOTIONAL NEGOTIATION
connected with people's feelings
discussion aimed at
reaching an agreement
DISCUSSION AIMED TO REACH AGREEMENT
THROUGH THE USE OF PEOPLE’S FEELINGS
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TRUST
RELATIONSHIP
SATIS-FACTION
(George H. Ross, 2010)
1. Pahami _________
2. Membangun tingkat__________ yg cocok
3. Membangun hubungan & _________
4. Membangun kepentingan yang ________
lawan
komunikasi
fleksibel
sama
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Which Inspires You ?(Emotional Negotiation)
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RESEPNEGOISASI
RENCANAKAN
EKSPLORASI
SINYAL
EKSPETASI
PENUTUPAN
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BATNABest Alternative to a Negotiated Agreement
Penawaran(Anda)
Asumsi permintaan
(lawan)
DAERAH NEGOSIASI
TERBAIK TERBURUK
TERBAIKTERBURUK
BATNA A
BATNA B
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EKSPLORASI
Bangun Iklim yang nyaman, yang memungkinkan iklim win-win berkembang
Galilah informasi sebanyak mungkin tentang lawan negosiasi anda
Ujilah asumsi anda dan lakukan klarifikasi kebutuhan anda dan lawan
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SINYAL- Memberi sinyal anda
siap bergerak maju
- Memberi respons
atas sinyal lawan dan
membangun
momentum
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EKSPETASI
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PENUTUPAN
Mengupayakan cara menutup negosiasiPilihan cara :a.Menyebutkan hal2 yg telah disepakati & menegaskan persetujuan (biasanya jika negosiasi dpt mencapai win-win)b.Menawarkan suatu pengandaian & meminta pendapat lawan
(biasanya jika negosiasi tidak tercapai : lose-lose atau lose-win)c.Menawarkan konsesi terakhir & meminta persetujuan
(biasanya jika negosiasi tidak tercapai : lose-lose atau lose-win)c.Menawarkan agar perbedaan yang masih tersisa disepakati untuk ditanggung bersama-sama (50:50). Dapat dipakai dalam semua bentuk negosiasi)
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Which Inspires You ?(Emotional Negotiation)
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