TOPIC

DATE 1.

Qustien-l

tan neqotiatian Hd ts raccs.

Explain thu

bandis
and_ bttemktint to suaeh o
canricating
slealue a
Mutally klnthicial ayeneht ox

Canltick? Sh ahy negbtation, jaukes deek to olign.

needa a midale
thliy cnteAast, OH

guDund that datisis cueenk iniolud

kundanertal aspeot af odijolonuy
busines, ard euenytlay itaoetans.

olemerts
unueud in
the negatiatinn, each tuith sboctie itueata

neecs, ositions.

2Shtest and aitians- ach axty has undubing.

intuusto Aakans o. ard poaitins!

Mtal daasnent- ha aim is to RHh a.

consersus'that katisfis all pastiis_ nuoluod to

u omnicatian - ociue megotiationN satias on

conwnwnicatiok od tiue liatonig
 TOPIC DATE
2:

Stages nleqotation kx00%,

Rrebauatiow and hlanning

anbyo need,

t atx
athen. uneuudion ohout the athew
iRshanau' and þototial
sbiectiue and winin ateeptable auteomMes.
Uhdloxtad the cantrt ord conthaint..

2. einng Qu0wd Rules

Eesti lishing the fxocs
ixoe)B ard baxaneturs fox
the megoliationicluding Lthe tine fme,
conaMukiation metheds, drd tohick to be

3
aklihistion ard Ltiatian

behino"it.
Bxhlau uhy ctain ateoms Ne oeriHd
and e oebaud to css quartion.

Sack-ord ath
th Vtonumunieation
natihy onceMiONs ard I eehloinq attxnatis
5closuQ AndAgnemet
einali hhdems and ensune allotis
undoatnd the agtsert detaila.
nily that thd ag19ment eets the
initl
hjsctua.
 TOPIC DATE

6 Snplnenlatinn and ollao

Erecute dha aguudl uben toSS and ADnitax
cOmklianc.
folloo ub to enšute satilactian and
waintaiw a haitiui latonshit.

Qustion-2

difouant atacauhea
dnsNeg atiotion,
An abkoachesHefen sto the ollent
|ebhtgis dhat induisluda an gHoul can dept
to abhiee
ndhius thn objsotues duur
the megohatia
ees. The aphueaah
asbxaach chasen odephnds en fhetors
like the ealationship betueen the poties the
ktats dhe iegetotion, the tune, same, and th.
desiud eutaanhe. Here ane dhe haitay negetation
obtaaches

4 Conubetitiuu, ox DiAtibutiue Alogatiatien

a 'inlose apxeach, this

blouelaate dimitad. ox thcsd'a a alan ind
ahLount to b oistikutrd And hie)

oftu at ha erpense the athas hatty.

eties, hakd
linitrd i ilaie tackts
basfining, peuAloAite tactis,
nd
TOPIC DATE
y.
- Useful shot-tum lationshibs
n en re
tint daactions uchas n and
kelling Kituations_OH u
Aaqetiatiada buex.
Qa lales

Srtvalius NMegaliatian

Also knon as the n -tuin aAx0ach, his

al pastus
Aaining the bengkt o nle pontis.
iading Hatiu halutiany that addr
eacli tautyN intnent.
The heal is do achùuu, Muartally bericial
utebnes fostng coebevatie Melatianshib
bHains tomng
at <NAadiu kolutiaha an joint problem -olnt
glal foxlorg-toxn 'xalatisndika pastnohipa
and Kituatigy 'uheKe bath basttos ane indoberidont

"Aüt-thu dirona
"Mitdle-guaurd"ahbxobeh, this tkatgy peukes en
gunding la Nalutda toat kaxtial tikfis eaela

Te ghal is to ach aa mutally ascptable

agxnent qutky
thox,
thai oemarda.
Tollics contesons, quek decisio)
abig,rd on initdiati olution
Hathtetan
 TOPIC DATE

4Auoioanee

this statigy us hanactinixd" by a Helhtone

detleping the
bthe Vtegatiatioa lltgethox
Jhe gedl lis to cuutol canantattan an
oledisian, -ating toa bt time
Tacties - Aueidingl oliscussion, diting
dixcussion, thu
canYstion, Vaneauing Leu080Lwed
negotiations O unesolued.

Qusdien- 3,

Houo is the canuriaatian ano elationhip

buildwg inpolaunt in egoliadio

sna Caninunisatian, snd aalationahijo kuildirg cHe

escrtal n megctiation becuse dhay esttblisth
tent, cats bpjens, &nd facilitatt urdexstãnoling
lithout thuse feudations, neochig a utial

oqzounlent byganes dilistas erchl

n
benafie isl

ntresta0 than

e Komuntation in
kgaiatian
Caii ard krecition

Sfasation ulange

edkack snd keikasotion

 TOPIC DATE
6.

Managing Gatiansas a calm, Hashectful toe

an elbis tonionuhile a ho8tila, o

an escalate cenlict

Wen -uerloal taMAniKation like boay langags

Tone

dandtian
Ro
mpontanti lelationahi Building
n egokiatiln,

Aaating koopeatiu cnuixenment

ang-n barfitA buslodug akadiontida

il paticulaxly' ualable in egatatiau
inubluing angauing faxtneuite

Manazug Canflist tonutxusdiualy.

t alen facilitatu eenroise.

s4Building (onumiaatua and klatioruy

Sills in Negotiatiaon

-listening cauuly to the otheo bautya

And neos! duanstoto
Hoto dabect
 TOPIC DATE

nd ehlhes, uhich can paue dhe ay

tox onstetiu Nolutilonu.

hawung cnsbathy ky undlerstording.

the
cthus paxtyi hienbciin! hess in addrusng
thoin 'Cantens ard build tust

faiate ard dcaltabilty

-9 ous agotiatoxs to uonk thspughu
chalkerge uthaut qushhg
sustalnable and

ianjaltnc,
sHing sansaxant abut abjectiues
initotien Snd cohsroins
cohstyaints ehhances
enhanees cAudikility and
halfs jeant mmisurdestandig.

Sh liplanaty and businsk, comMunicatan, ard

Kelatiorshib

unelind to ikAate alltion and aMaintain

a balanad oquenet
that Usheets the nudasnd intnests
 TOPIC. DATE

Quusy

What i negotiation Canuab. escoib the

tanuas.
elenenta ey negeliatio.

The legotiatiau anuas is d. tootepe tool used

do bldn and stuetunu nagotiation' hy wiay.
Dxgdaizing critieal elemerdh e! tthe bOR.
4 youids acgotiaos tuith ausork to
claniy ehjeekuis, dorstand thu Vathen kanbys
intóluta nd idanty bosible deletons.
ky masping eut caeh asbeet en a canuas,
gtegotiatins an betto
cen bata abes thein paston
hauitien srd
to mene Qutcornes
apkeach, daading

Benents a megotia fien anuas

1Sntest

Jhey ae the wndorying neads, desines, conexns

Land 'geala that eaeth sy iahts to fulfel.
throud negatiatiw. lntte. asitian, teksta
eepldin hy ttase olemandlo an inbaxtouct.

The kuntoe us wolantilying ad undrstalig

he ottox
Lbaxdy's
adacben onhlexa tian
nutally datisfyibp saktiunt
 TOPIC DATE

e S%us aXL the sheilie tapies er hoints ttat

eed do be addrised in thu aegotiation.

the key sus thatr

Aelha both
hith Jantius sldy esed'ard ognind
dusingthu 'negotation! st erswnes that' all
teltnt conetun, aHe addsed ard seuonts.
nexucted terics fom deilling thu disusi

Obtionye hotontal Koldions DH tond

tat coutd dlinty dha intansuta af hat (anti

genatingmulbile oktians
cxatinity and
bantios tol moue
bosyerd Higid hoaitions an' eflote altennatiue.
aelutiah.

dtnatius [AATNA
BATNA tanos for "Best dltexnatiw, to
a.
Aegotiated datantent"ft us the ost Jaueuable
ukone tat a ptty san athieu
the
oila.
 TOPIC DATE
40
The hunose s wndetandung_Wouse BATAMA
hsouldealuenage and halpe u auoid
unluosakte exnle
apting
thux nbantant elenenta

+ tandads an uitoa
Relationhups
+lonunicaian ad þosuasi tratqy
+ lenmibhuents

all
meghtion elenants, holbing ngetiators dntiiisate
challungesand cendek ubsou dienians
aas
ard that dutd cauat
hatasse

Ay cerlang, Multiplu aptionN and atwnatiue

Vmegotiatol ave les kaly to be¢ snue
fiatd bnge solutan