Negotiation is the means by which people deal

협상은 무엇인가? • 상이한 입장과 이해관계를 조정하는 수단 - “Negotiation is the means by which people deal with their differences” • A negotiation is an interactive communication process • 인생은 협상의 연속 - Negotiation is something that everyone does, almost daily. • 가장 강력한 협상가는 ?

Interpersonal Influence • Persuasion • Negotiation • Compliance-gaining • Interpersonal influence

How do we INFLUENCE? • Influencing others is part of the experience of being human - Some people are extremely skilled at getting others to do what they want • All of us regularly engage in behavior aimed at gaining compliance from others

INFLUENCE • Influence can take many forms and range from : Being Very subtle explicit about the costs of non-compliance

Cialdini의 설득의 6대 법칙 (Six Major Tactics or Strategies for Gaining Compliance) 1. Reciprocation(상호성 : 호의의 교환) 2. Consistency / Commitment(일관성) 3. Social Proof (사회적 증거: 타인 모방심리) 4. Authority (권위) 5. Liking (호감) 6. Scarcity(희소성)

1. 상호성 (Reciprocity) • Repay in kind what another person has provided us ( give & take ) - 크리스마스 카드 - 공짜 sample 제공 - 백화점 슈퍼마켓 시식 코너 • Uninvited debts - 보이스카우트 티켓 구입 • Reciprocal concessions

2. 일관성(Commitment &Consistency) • Once we have made a choice or taken a stand, we will encounter personal and interpersonal pressures to behave consistently with that commitment • Consistency is probably a learned (as opposed to innate) attribute. It is highly valued. • We strive to behave in ways that are consistent with our values and principles. • We similarly strive to avoid being perceived as inconsistent

3. 사회적 증거( Social Proof ) • If we observe other people doing it must be appropriate something, - 음심점 , Bar 의 팁을 넣는 유리병 비치 - 공항내 WWF 기금 Box 비치 - TV 코메디 프로의 녹음된 웃음 • The principle of social proof says: -“the greater the number who do the greater the proof it is correct. ” - 사회적 증거와 다수의 무지 something,

4. 호감 ( Liking ) • We are much more likely to say yes to someone we like or perceive to be like us than we are to someone who is a total stranger. - 신체적 매력과 후광효과 • In business, when trying to gain compliance from another business associate, we tend to construct the world to make us be (or appear to be) like them: - Similarities of background, beliefs, tastes - Showers of compliments

5. 권위 ( Authority ) • We are more likely to comply when we believe someone to be an authority - 합법적 권위에 대한 복종 • Authority can provide a shortcut to decision- making • Business professionals can create the appearance of authority: - Trappings (의상, 장식) - Titles - Expertise (or perceived expertise)

6. 희소성 ( Scarcity ) • If an item is available in limited quantities, or for a limited time, that knowledge psychologically increases its desirability. • If there are not many left, we want them…

협상의 특징 • 둘 이상 당사자간의 이해 관계 충돌 • 상대방이 제시하는 이상의 결과 기대 (Parties negotiate because they think they can get a better deal than by taking what the other side will give them. )

• 아래 방식 보다는 합의 추구를 선호 : (Parties prefer to search for agreement rather than) – 공공연한 투쟁(Fight openly) – 굴복(Capitulate) – 항구적인 관계 절연(Permanently break off contact ) – 제 3자의 중재 (Take their dispute to a third party)

협상의 유형 1. 배분적 (Distributive) 협상 : • 협상 목표 근본적으로 상치 ( Goals of one party are in fundamental, direct conflict to another party) • 제한된 자원과 고정된 가치 (Resources are limited, and value is fixed) • 협상 목표는 자원의 최대한 확보 (Maximizing the share of resources is the goal)