Summary
Highlights
Dr. Phan Trieu Thu Hien introduces the 'Personal Skills Development 2' course, focusing on negotiation skills. Upon completion, students will gain fundamental knowledge of negotiation, understand process developments, analyze negotiation situations, and be capable of successful negotiations.
The course will cover the concept, nature, strategy, process, and tools of negotiation; factors influencing negotiation outcomes; cultural differences in negotiation; and non-verbal cues and skills for achieving win-win results. The presenter expresses confidence that students will be able to conduct successful negotiations after studying these topics.
The video presents two core definitions of negotiation. First, Richard Nib states that negotiation occurs when parties exchange views to reach an agreement to change their relationship. Second, Roger Fisher and William Uri define negotiation as a fundamental means to achieve desired outcomes from others, a communication process designed to reach agreements despite shared and conflicting interests.
Based on these definitions, negotiation is inherently a necessary human activity, characterized by both conflict and cooperation due to common, private, and opposing interests.
Negotiation is inevitable because it is an interaction between individuals with differing positions, perceptions, emotions, and communication abilities. The global trend is shifting from confrontation to dialogue, making negotiation an effective and peaceful problem-solving skill. It's not about manipulating but gently guiding partners towards one's perspective.
Negotiation involves both conflict and cooperation due to diverse operating environments and relationships, and the finite resources versus infinite desires of each party. Conflicting interests necessitate negotiation to reach agreements and common interests. Private interests motivate negotiation, while common interests serve as a tool to achieve individual goals. Success lies in narrowing conflicting interests and expanding common ones, with private interests being the ultimate aim of all negotiating parties.