Negotiating

In order to negotiate into a specific cultural context you need to understand the pervading culture. 

The lesson today will begin with a discussion around some anglo-saxon cultural norms

Watch the following video and a discussion will follow:

 

What is negotiating?

·      discussion aimed at reaching an agreement.

·      It is vital that you understand that this is not for debate, in order to prove someone right or wrong, it is to reach consensus, and as such, you approach is very different.

·      The goal is for every to feel that they have left a winner

Next, we will watch a clip from :‘Best of Enemies: Debates between William F Buckley Jnr and Gore Vidal from August 1968: Vidal ultra left-wing, Buckley Ultra Ring wing (in the Republican and Democrat way of thinking. 

This is a perfect example of a debate, each trying to prove the other wrong.

 

Students to discuss the tone, language, body language, attitude and openness of each respective speaker

Next, a clip from Miracle Rising, the documentary depicting the rise of democracy in South Africa. Watch from about 35 minutes to 45 minutes. 

Clips showing debates between Cyril Ramaphosa and Roelf Meyer. Also on complete opposite spectrums of the political fence but working towards a common goal

·      Students to discuss tone, language, body language, attitude and openness of respective speaker

Based on the two video clips discuss the difference between debate and negotiation

• Know yourself/product
• Have a clear goal, needs, wants, position

• Have a list of non-negotiables

• Have a list of negotiables

• Know your counterpart

• Activity: Each student to be given a topic to research and the and present the topic to the class

Body Language

• Facial expressions
• Smile

• Body position

• Gesticulation

• Aggression and passion

• Rewatch the original videos and identify unhelpful body language for negotiation