UM-2109 – TEKNIK

NEGOSIASI
WHAT IS NEGOTIATION
FLORIDA DAMANIK

PRODI. TEKNIK INFORMATIKA (S-1)

What is Negotiation
Introduction
• Negotiation is a means by which people deal with their differences
• Negotiation implies seeking mutual agreement through dialogue
• Negotiation may be formal across a bargaining table or informal
• It is an expectation management process that is focused on problem
resolution and value creation
 Defenition of Negotiation
Negotiating is a way to get what you want
out of your life. It is not a skill to be brought
out once in a while, but it is a skill to be
learnt and always be part of you. It is your
own communication style and skill to create
or better the life you want. You persuade
others and get things done.
 Defenition of
Negotiation
• And whatever endeavour you are working on—whether a
personal, financial or career goal or a community goal—you need
to set yourself the ideal of helping as many people as possible to
win. And in leading, when your people win, you win too. When
employees see that their business leaders are doing everything
possible for them to succeed and meeting their needs, they will
be willing to put in extra effort. Children, seeing their parents
having worked hard for the family, will work hard in their studies.
When your family wins, you win too. And when your country
wins, you win too. When the universe wins, you win too. When
you help each other, you live in a better surroundings and
environment.
Succesfull negotiation
Successful negotiation is not a win–lose situation. It is not “I win, you
lose!” or “You win, I lose!” The “win–lose” mentality is, in fact, one of
the serious negotiation mistakes committed by most people. Avoid
thinking of negotiation as a zero-sum game or a contest. This line of
thinking can lead you to perilous waters.

“In a win-win situation, one rises

when one lifts the OP/ others.”

Low, Kim Cheng Patrick

Succesfull negotiation
An example is a well-known situation where employees virtually force management to give a
huge pay rise. The employees may have won the negotiation, and the company owners lost.
But when the company does not earn enough to finance the ay rises, what happens? The
employees are laid off. Was the negotiated win at all costs really worth it? You do not work
against someone. Negotiating, I believe, is working with people to come to an agreement.
Both sides have a stake in ensuring a deal comes outright. Deals are put together.
Negotiation is talking, not screaming. It is discussing things, and amicably settling things.
The Indonesians simply call it bicara, or talking, gently telling the OP or nudging the OP
towards one’s point of view. Negotiation is a respectable art of persuasion between two
parties—whether the person on the other side is former US President George Bush, US
President Barack Obama or your used-car dealer. In a successful negotiation, everyone wins.
All parties walk away happy. A successful negotiation entails a win–win relationship for all
involved. Your needs are satisfied; the needs of the OP are satisfied too. You win and the OP
wins too!
Skilled negotiators seek to built common ground
When we build relationships with OPs, we get to know the OP, and thus create
common ground with the OP. If we seek to identify the differences, well, there are always
differences and in fact 1001 differences! And it becomes difficult, if not impossible, to
negotiate with the OP. Remember the difference between the optimist and the pessimist?
One saw the glass as half full and the other as half empty. Find common ground, and you will
find an excellent starting point for negotiations to move forward.
Skilled negotiators seek to create common ground with their OP. They search for common
interests/areas of agreement, accentuating the positives and moving forward in their
negotiations. This is tantamount to a Malay proverb: Buang keroh ambil jernih (“Get rid of the
scum to make the soup clear”), meaning look at the positive aspects rather than the negative
aspects of the issue.
 Skilled negotiators seek to built common ground

Knowing Yourself
Knowing your Business Well
Knowing Asia Well
knowing the OP’s Needs
A. Knowing Yourself
• I learned to be with myself rather than avoiding myself with limiting habits; I started to be aware of my feelings
more, rather than numb them.
• —Judith Wright : To thine own self be true.
• —Shakespeare : Know yourself well. Examine your own ego, needs/interests and emotions.
• Will you fly off the handle or tend to insult the OP? If so, and if you feel you will not be able to control your
actions, then perhaps, at times,
you should let someone else negotiate for you. Is there someone else in your workplace who could handlethe
negotiation better?

Know yourself well.

Examine your own ego, needs/
interests and emotions
B. Knowing your Business Well
• Make sure that no one on earth knows more than you do
about the business. Become the best. Become an expert in
your business. You are adding value to your business. And
be sure that the earth becomes a better place because of the
contribution that you are making.
C. Knowing Asia Well
• If you are doing business in Asia, know the place—cities, countries or regions—
where you want to do business well. Make sure that you know the people, the
social norms, and cultural practices well. Get to know the way in which
introductions and greetings are made, the handshakes and various table manners—
they are a passport to a world that is otherwise closed. An introduction is the first
impression you make on someone, so it is important that you do it well. If your
name is mispronounced when you are introduced to others, repeat your name
when you acknowledge them. Be an expert in manners; they will open many
doors for you. Know the pleasantry words—such as “please” and “thank you”—
so that you can easily remove the feeling of uneasiness when dealing with the OP
and others in general.
 D. Knowing the OP’s Needs

• Knowing your OP is similar to Sun Tzu’s famous tag line: “Keep your friends close and your enemies [OP]
closer”. Always know your OP. Is he or she the best person on the OP’s side to negotiate with you? If you do
not know whether or not you are talking to the best for the negotiation at hand, begin with an icebreaker or a
friendly chat. Find out how long this person has been on the job and what that person’s previous experience
is. You can then assess how much authority and flexibility the person has.
• People who are new have less authority and flexibility than people who have been with the company longer.
If someone has been repeatedly passed over for promotion, you know that you are dealing with a person who
may have frustrations and a lack of loyalty to the company. Knowing the OP well entails knowing the OP’s
needs. We find out more about the OP’s needs: What does the OP want? What does the OP really want? What
are the needs of the OP? Find out more about and probe into the OP’s needs.
• Several car sales reps have told me that they usually study their target audience or OP. They would check on
their OP’s needs. If their customers (OP) want safety, they emphasise the car structure, airbag and the alloy
wheels. And if their OP stresses his or her need for status and prestige, the car sales reps emphasise the
(metallic) colour and/or the brand name/make of the car. When the prospective buyer seeks the luxury of
driving and the comfort of a passenger car for the entire family, the car sales reps would suggest a seven-
seater multipurpose vehicle. It is indeed different strokes for different folks, but always catering to the OP’s
needs and requirements. Overall, put your arguments in terms your OP can identify with and understand. If
you negotiate with a bean counter, bring your beans. When talking to a sports enthusiast, you need to speak
in sports language.
 Overwinning Is Bad!

Even If We Win

Making Sure that the OP Does Not Lose Face

Setting a Pleasant and Cooperative Atmosphere