01 = Negoatiation - a concept

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“NEGOTIATION as a concept”

a special course for the future negotiators

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Coverage of discussion

• _{Terminology of}_Negotiation; • _{Definition of negotiation;;}

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Terminology of Negotiation

• _Negotiation

• _Musyawarah

• _{Urung rembuk}

• _{Similarities:}

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Pengertian negosiasi

Elements:

• _{para pihak (two parties; multi-parties);} • _{komunikasi dua arah (language, Ethics,}

attitudes (body language), personal profile

(parties/mediator/conciliator), (verbal and non-verbal);

• _{Kepentingan / kekuasaan (substantial matter of} negotiation);

• _{Promoting some ultimate and useful values and} principles: like Justice, sustainability, truth,

reciprocal

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One of the greatest stumbling blocks to

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Two party negotiation

• _{Same (intra) culture:}

ex.: Mitsubishi & Fuso (japanese culture)

• _{Different (inter) cultures}

negotiation between Garuda &

(7)

Multi-parties negotiation

• _{Multi parties} • _{Multi cultures}

• _{Each party has different backgroun and national} interests

• _{A common interest: protection of environment;} negotiation for reducing global warming

• _{Need a special trick/method for negotiation;}

• _{Requires a special plan and strategy for conflict} management;

ex.: the WTO Uruguay Rounds

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Jenis negosiasi

• _{Dalam satu jenis budaya hukum;} • _{Dalam dua jenis budaya hukum;}

• _{Dalam dua banyak budaya hukum (PBB, EU,}

ASEAN)

• _{Objek kepentingan dalam satu yurisdiksi;} • _{Objek kepentingan dalam dua atau lebih}

(multi-yurisdiksi);

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Teknik negosiasi (TN)

• _{TN yang kompetitif:}

1. posisi;

2. keras → alot

• _{TN yang kooperatif;}

a. Lunak

b. kepentingan

• _{TN yang bertumpu}_pada_posisi;

• _{TN yang bertumpu pada kepentingan;}

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Positional based negotiation

Soft (easy)

>

< Hard (difficult)

Principle negotiation or

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Tahap negosiasi (Fisher & Ury)

1. introduction-creating trust and structure;

2. Fact finding and isolation of issues;

3. Creation of options and alternatives;

4. Negotiation and decision making;

5. Clarification and writing of a plan;

6. Legal review and processing;

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Frank Acuff

, in How to Negotiate Anything With

Anyone Anywhere Around the World, offers six steps to direct the “ways” and “means” of negotiating:

• _1.Orientation and fact finding – learning about

the organization of the host nation, history of

similar negotiations, and individual styles of the counterparts.

• _{2. Resistance – as long as there is resistance,}

there is interest, knowing the source of the

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• _{3. Reformulation of strategies – gaining new data requires} re-assessment of earlier strategies.

• _{4. Hard bargaining and decision making – concentrate on} determination of real objectives. This is the time to invent options for neutral gain that will result in a win-win outcome. • _{5. Agreement – work out the details of the negotiation and}

ensure understanding. Negotiators ratify the agreement with their respective sides.

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Pihak I

Lebih banyak bertindak selaku fasilitator

Pihak II Pihak ke

3

secara aktif membantu menemukan penyelesaian

sengketa

MEDIASI _KONSILIASI

Dimuat dalam klausula contract/perjanjian: 1. Mediasi / konsiliasi;

2. Arbitrase;

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Hibrid process

• _{Negotiation (P to P)}

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Med-arb

• _{Mediation and arbitration} • _{Mediation first;}

• _{If Med. Fails, the same neutral then}

serve as an arbitrator and issuein a final and binding decision;

• _{Advantage: efficiency}

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Arbitration clause

“All disputes under this agreement shall be settled through arbitration under commercial arbitration rules of the stockholm Chamber of

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bedankt

• _{Mercy buque} • _{Shie shek}

• _{Tarimo kasi} • _Syukran