001 = Negoatiation - a conceptprint

(1)

“NEGOTIATION as a concept”

(2)

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

(3)

One of the greatest stumbling blocks to

understanding

other peoples

(4)

Two party negotiation

• _{Same (intra) culture:}

ex.: Mitsubishi & Fuso

(japanese culture)

• _{Different (inter) cultures}

negotiation between Garuda & Airbus

(culture of Indonesia and Europe) to buy (hire)

(5)

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

(6)

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);

(7)

T

eknik negosiasi (TN)

_{eknik 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;}

(8)

Positional based negotiation

Soft

(easy)

>

< Hard

(difficult)

Principle negotiation

or

(9)

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;

(10)

Frank Acuf, 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 resistance

(11)

• _{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.

• _{6. Follow-up – This sets the stage for the next}

(12)

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;

(13)

Types of negotiation

process:

• _{Direct Negotiation (P to P)}

• _{Mediation (P1 <= P3-neutral=> P2)}

• _{Arbitration (P1 <=Arbitrator=> P2)}

• _{Adjudication (P1 <=Judges=> P2)}

(14)

Hybrid: Med-arb

• _{Mediation and arbitration}

• _{Mediation first;}

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

serve as an arbitrator and issue in a

final and binding decision;

• _{Advantage: efficiency}

(15)

Arbitration clause

“

All disputes under this agreement

shall be settled through arbitration

under commercial arbitration rules of

the stockholm Chamber of

(16)

Arbitration clause in KSO Agreement

“Kedua belah pihak sepakat dan setuju bahwa

setiap

perselisihan

yang

tidak

dapat

diselesaikan berdasarkan ayat 18.1, akan

diajukan ke arbitrase berdasarkan ketentuan

Badan Arbitrase Nasional Indonesia (BANI),

berdasarkan kesepakatan para pihak, atau bila

tidak ada kesepakatan bersama secara tertulis,

akan

diselesaikan

berdasarkan ketentuan

arbitrase dari

International Chamber of

Commerce di

Jenewa oleh satu atau beberapa

(17)