Wayne Schmidt w INPRIS Water Project

12 lutego 2011. Uczestnicy INPRIS Water Negotiations Project wzięli udział w zajęciach przygotowanych przez Wayne Schmidt’a, Ph.D., wice-konsula Stanów Zjednoczonych w Krakowie.

Wayne Schmidt, który jest ekspertem INPRIS Water Project, przedstawił studentom przykłady problemów i technik negocjacyjnych, które są ważne w szczególności gdy w negocjacjach uczestniczą przedstawiciele różnych narodowości albo kultur. Zajęcia trwały trzy godziny i zostały przeprowadzone w budynku Szkoły Głównej Handlowej.

Szczegółowy plan spotkania znajduje się poniżej (w języku angielskim). Prezentacja przygotowana dla studentów przez W.Schmidta jest dostępna (również w języku angielskim) w sekcji „Materiały dla uczestników” strony internetowej projektu.

NEGOTIATING PERSPECTIVES
WAYNE SCHMIDT, Ph.D.
February 12, 2011
INPRIS, Warsaw, Poland

1. Introduction – personal/background
a) Foreign Service
b) Educator - Marshall Islands, Professor, Public school education

2. Negotiation – intro
A) Negotiating a contract,
B) Purchase something and there is a problem,
C) Dating – Going out together, repeating the experience, Can I kiss you? What else?  What do I have to pay?

3. Foreign Service approaches
a) Power based – use of legal methods.  United Nations, economic blockades, military blockades
International community-  U.N. Resolutions supporting or condemning
Economic sanctions -  refuse to all normal trade or block special products ( nuclear)
Military – Cuban Missile Crisis – 1962.  NATO forces to Iraq, Afganistan, Pakistan
b) Interest based bargaining.    
How can I get some or all of what I want/need/demand?
Trade negotiations -  buying and selling products.    Poland is buying coal from U.S.
IT solutions – A firm can hire an employee from another country for a cheaper salary -  U.S. companies hiring Indian, Polish employees
c) Ethics based
Human Rights – Trafficking in persons , slavery
Democracy – Rights of people to govern themselves
Children’s rights – Hague. 
Extradition – sending prisoners back for trial
Genocide – When one group of people tries to eliminate everyone from a certain ethic, religious, political group.

4. Cultural Factors
a) Do I like/respect you? Negotiations between allies.
b) Negotiating directly or indirectly, attorneys, intermediaries, Marshall Islands
c) Introductions – how do I show respect?
d) Negotiation setting,  bargaining tables, meals, who sits at the table, where
e) Gender issues male/female
f) Age issues older/younger
g) Experience/education
h) Body language  Direct eye contact, how a person eats, gestures
i) Clothing – Cultural dress  - What signifies that someone is an important person. Suits, ties, shoes, hats, necklaces, Scottish kilt colors.

5. I Messages   (Getting to YES)
a) Three parts,   
“I,” Identifies that this is your perspective
“a feeling,” Identifies how you felt when….
“an event” Identifies the event that
Rather than saying things like:    You are a liar, an idiot, a fool, etc.   Or saying:   you must hate me, I hate you or I think you.

6. Summary
a) Quick review of approaches
b) Review of cultural factors,
c) Personal summary:   I tried everything –because I didn’t know what I wanted to do
d) I believed that a broader background would improve my chances of employment