Beruflich Dokumente
Kultur Dokumente
Presented by
Eng. Haytham Deyab
Agenda
1-Why do we negotiate?
• CONFLICT of interests
• Controlling the occurrence of conflicts
• How to manage the conflicts of interest
• Barging is not a Negotiation
2-What Is the Negotiation?
• Negotiation fields
• The Negotiation Approach.
• Strategic keys of a successful negotiation
3-How Do we Negotiate?
The Negotiation Process
• The Win-Lose Negotiation (Negotiation tactics)
• Negotiation Strategic Actions
4- Who will Negotiate?
• Are you a good negotiator?
• Personality.
• The Negotiation team social style matrix
5- Where do we negotiate?
• location
6- When do we negotiate ?
• Timing
.( ﻣﺘﻲ ﻻ ﻳﺘﻔﺎوض اﻟﻤﺴﻠﻢ ؟ )اﻟﺜﻮاﺑﺖ اﻟﺨﻤﺴﺔ.١
. اﺱﻠﺤﺔ اﻟﻤﻔﺎوض اﻟﻤﺴﻠﻢ.٢
conflicts
Negotiation
1-Why do we negotiate?
CONFLICT of interests
Ability to resist the stress Ability to control the behavior Communication skills
3 Smoothing 4 Confronting
واﺟﻪ و ﺕﺼﺪي و ﺕﺤﺪي
R اﻟﺘﻬﺪﺋﺔ و اﻟﻤﻼﻃﻔﺔ Problem solving nego.
E اﻟﺤﻔﺎظ ﻋﻠﻲ اﻟﻌﻼﻗﺔ اهﻢ ﻣﻦ اﻻهﺪاف Risky move
L 5
A Compromising
T 1 If time constraints you may
Lose some relation and goals
Forcing ٢
I Withdrawing اﻻﺟﺒﺎر و اﻟﻘﻮة
O اﻻﻧﺴﺤﺎب و اﻟﺘﺮاﺟﻊ
N Win – lose nego.
Avoid The conflict
low importance
Smoothing Withdrawing
اﻟﺘﻬﺪﺋﺔ و اﻟﻤﻼﻃﻔﺔ اﻻﻧﺴﺤﺎب و اﻟﺘﺮاﺟﻊ
اﻟﺤﻔﺎظ ﻋﻠﻲ اﻟﻌﻼﻗﺔ اهﻢ ﻣﻦ اﻻهﺪاف Avoid The conflict
Communication
Communication
skills
skills ﺕﻄﺒﻴﻘﺎت ﻣﻦ اﻟﺴﻨﺔ اﻟﻨﺒﻮﻳﺔ اﻟﺸﺮﻳﻔﺔ
Barging is not a Negotiation
Lose-win Win-win
constructive
Lose-lose Win-lose
destructive
Win-Win Or No Deal
2-3 Strategic keys of a
successful negotiation ﺵﺮوط
اﻟﺘﻔﺎوض اﻟﻨﺎﺟﺢ
PRAM
Plans
Relationships
Agreements
Maintenance
اﻟﺘﺨﻄﻴﻂ Plans
Relationships
Maintenance
ﺕﻮﺙﻴﻖ اﻻﺕﻔﺎق1. .
ﺹﻴﺎﻧﺔ 2. Maintain the Relationship by:
اﻟﻌﻼﻗﺎت
• Keeping in contact.
• اﻋﺎدة اﻟﺘﺄآﻴﺪ ﻋﻠﻲ اﻟﺜﻘﺔ اﻟﻤﺘﺒﺎدﻟﺔ
3-How Do we Negotiate?
آﻴﻒ ﺕﺘﻔﺎوض؟
A- Pre negotiation
B- Negotiation process
Debating
Proposing
Closing.
C- Post negotiation
Closing
Agreement
Bargaining
Proposing
Pre negotiation
A- Pre Negotiation
Communication.
Relationship building
o Proposing
Each party offers proposals.
The give and take starts.
Use min-max Strategy
Closing.
Unbalanced agreement will bring them back to the negotiation
table.اﻻﺕﻔﺎﻗﺎت اﻟﻐﻴﺮ ﻋﺎدﻟﺔ ﻟﻦ ﺕﻨﻬﻲ اﻟﺘﻔﺎوض
If conflict continues:
look for interests not positions. اذا اﺱﺘﻤﺮ اﻻﺥﺘﻼف ﻓﻲ اﻟﻨﻘﺎط اﻟﻤﺤﺪدة رآﺰ ﻋﻠﻲ
اﻻهﺘﻤﺎﻣﺎت ﻣﺮة أﺥﺮي
move to setting new timetables to discuss the remaining points
after going home and reviewing their positions in details.
BATNA
Best Alternative To a Negotiated Agreement
•Breaking big problems and
conflicts into small
segments
•Not using and dealing with
“It is not NEGOTIABLE”.
Remember:
Understanding
Does Not Mean
Agreement!
3-2
The Win-Lose Negotiation
Negotiation tactics.
stressﺽﻐﻂ ﻋﻠﻲ اﻟﻄﺮف اﻻﺥﺮ ﺕﻜﺘﻴﻜﺎت اﻟﻌﺪاﺋﻴﺔ اﻟﻤﻔﺎﺟﺌﺔ
زﻳﺎدة اﻻﺟﻬﺎد و إرﺑﺎك اﻟﺨﺼﻢ ﺵﻞ اﻟﻘﺪرة ﻋﻠﻲ اﻟﺘﻔﻜﻴﺮ و ﻃﺮح ﺑﺪاﺋﻞ اﻟﺤﻞ
إن اﻟﺘﺎرﻳﺦ ﻟﻴﺪﻟﻞ ﻋﻠﻰ أن اﻟﻬﺰﻳﻤﺔ اﻟﻨﻔﺴﻴﺔ آﺎﻧﺖ اﻟﺴﺒﺐ اﻷﺱﺎﺱﻲ ﻓﻲ اﻧﻬﺰام
اﻟﺠﻴﻮش اﻟﻌﺴﻜﺮﻳﺔ ،وﻟﻤﺎ أرﺱﻞ ﺱﻌﺪ ﺑﻦ أﺑﻲ وﻗﺎص رﺽﻲ اﷲ ﻋﻨﻪ رﺑﻌﻲ ﺑﻦ
ﻋﺎﻣﺮ ﻟﻴﻔﺎوض ﻗﺎﺋﺪ اﻟﻔﺮس رﺱﺘﻢ دﺥﻞ رﺑﻌﻲ ﺑﺜﻴﺎﺑﻪ اﻟﺮﺙﺔ ورﻣﺤﻪ وﺑﻐﻠﺘﻪ ﻋﻠﻰ
رﺱﻢ ﻓﻲ إﻳﻮاﻧﻪ وﺑﻴﻦ ﺡﺮاﺱﻪ وﺟﻨﺪﻩ ،ودارت ﻣﻔﺎوﺽﺎت ﻗﺬﻓﺖ اﻟﺮﻋﺐ ﻓﻲ ﻗﻠﺐ
رﺱﺘﻢ وآﺎن ﺑﺪاﻳﺔ ﻟﻬﺰﻳﻤﺔ اﻟﻔﺮس ،إذ ﺱﺄل رﺱﺘﻢ رﺑﻌﻴًﺎ ﻓﻘﺎل ﻟﻪ :ﻣﺎ اﻟﺬي ﺟﺎء
ﺑﻜﻢ؟ ﻓﻘﺎل رﺑﻌﻲ ﺑﻜﻞ ﺛﻘﺔ' :اﷲ اﺑﺘﻌﺜﻨﺎ ﻟﻨﺨﺮج اﻟﻨﺎس ﻣﻦ ﻋﺒﺎدة اﻟﻌﺒﺎد إﻟﻰ
ﻋﺒﺎدة رب اﻟﻌﺒﺎد ،وﻣﻦ ﺟﻮر اﻷدﻳﺎن إﻟﻰ ﻋﺪل اﻹﺳﻼم ،وﻣﻦ ﺿﻴﻖ اﻟﺪﻧﻴﺎ إﻟﻰ
ﺳﻌﺔ اﻟﺪﻧﻴﺎ واﻵﺧﺮة‘ وﺥﺎف رﺱﺘﻢ وأﻳﻘﻦ أﻧﻪ ﻟﻦ ﻳﺴﺘﻄﻴﻊ أن ﻳﻜﺴﺐ اﻟﺠﻮﻟﺔ ﻣﻊ
هﺬا اﻟﺼﻨﻒ ﻣﻦ اﻟﺒﺸﺮ ،وﺹﺪق رﺱﻮل اﷲ ﺹﻠﻰ اﷲ ﻋﻠﻴﻪ وﺱﻠﻢ اﻟﺬي ﻳﻘﻮل:
'وﻧُﺼﺮت ﺑﺎﻟﺮﻋﺐ ﻣﺴﻴﺮة ﺵﻬﺮ'
اﻟﺜﻘﺔ ﻓﻲ اﷲ
اﻟﺜﻘﺔ ﻓﻲ اﻟﻨﻔﺲ
ﻋﺪاﻟﺔ اﻟﻘﻀﻴﺔ
•they refuse to address the conflict at all. • ﻳﻬﺘﻢ ﺑﺘﺤﻘﻴﻖ اهﺪاف اﻵﺥﺮﻳﻦ ﻋﻠﻲ ﺡﺴﺎب ﻧﻔﺴﺔ او ﺵﺮآﺘﻪ
•they do not strive for any agreement •lose – win agreement
6- When do we negotiate ?
Negotiation timing.
ﻣﺘﻲ ﻻ ﻳﺘﻔﺎوض اﻟﻤﺴﻠﻢ ؟
ل َﻣ ﱠﺮ ٍة ل َوهُﻢ َﺑ َﺪؤُو ُآ ْﻢ َأ ﱠو َج اﻟ ﱠﺮﺱُﻮ ِ ﺥﺮَا ِ ن َﻗﻮْﻣًﺎ ﱠﻧ َﻜﺜُﻮ ْا َأ ْﻳﻤَﺎ َﻧ ُﻬ ْﻢ َو َهﻤﱡﻮ ْا ِﺑ ِﺈ ْ ﻻ ُﺕﻘَﺎ ِﺕﻠُﻮ َ
َأ َ
ﻦ {اﻟﺘﻮﺑﺔ١٣ ﺸ ْﻮ ُﻩ إِن آُﻨﺘُﻢ ﻣﱡ ُﺆ ِﻣﻨِﻴ َ ﺨَ ﻖ أَن َﺕ ْ ﺡﱡ ﺸ ْﻮ َﻧ ُﻬ ْﻢ ﻓَﺎﻟّﻠ ُﻪ َأ َ
ﺨََأ َﺕ ْ
ن أَن َﻳ ْﺄ َﻣﻨُﻮ ُآ ْﻢ َو َﻳ ْﺄ َﻣﻨُﻮ ْا َﻗ ْﻮ َﻣ ُﻬ ْﻢ ُآﻞﱠ ﻣَﺎ ُر ﱡد َو ْا ِإﻟَﻰ ا ْﻟ ِﻔ ْﺘ ِﻨ ِﺔ ُأ ْر ِآﺴُﻮ ْا ﻦ ُﻳﺮِﻳﺪُو َ ﺥﺮِﻳ َ نﺁَ ﺠﺪُو َ ﺱ َﺘ ِ
•} َ
ﺚ
ﺡ ْﻴ ُ ﺨﺬُو ُه ْﻢ وَا ْﻗُﺘﻠُﻮ ُه ْﻢ َ ﺴَﻠ َﻢ َو َﻳ ُﻜ ﱡﻔ َﻮ ْا َأ ْﻳ ِﺪ َﻳ ُﻬ ْﻢ َﻓ ُ ِﻓ ِﻴﻬَﺎ َﻓﺈِن ﱠﻟ ْﻢ َﻳ ْﻌ َﺘ ِﺰﻟُﻮ ُآ ْﻢ َو ُﻳ ْﻠﻘُﻮ ْا ِإَﻟ ْﻴ ُﻜ ُﻢ اﻟ ﱠ
ﺱ ْﻠﻄَﺎﻧًﺎ ﱡﻣﺒِﻴﻨًﺎ {اﻟﻨﺴﺎء٩١ ﻋَﻠ ْﻴ ِﻬ ْﻢ ُ
ﺟ َﻌ ْﻠﻨَﺎ َﻟ ُﻜ ْﻢ َ ِﺙ ِﻘ ْﻔ ُﺘﻤُﻮ ُه ْﻢ َوُأ ْوﻟَـ ِﺌ ُﻜ ْﻢ َ
اﻟﺜﻮاﺑﺖ اﻟﺨﻤﺴﺔ
ﻻ ﺕﻔﺎوض ﻋﻠﻲ:
اﺱﺎﺱﻴﺎت اﻟﻌﻘﻴﺪة.
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