Bab 11: Tahap Implementasi Negosiasi - Komunikasi dan Negosiasi

Summary

This video script delves into the stages of negotiation implementation, highlighting three key strategies: win-win, win-lose, and lose-lose. It emphasizes the importance of a win-win approach to avoid conflict and achieve mutual benefits. The script also covers the definition of negotiation, its process in business, and the significance of empathy, emotion management, and long-term relationship investment in successful negotiation tactics. It concludes by stressing the importance of negotiation skills in business and the factors that determine the success of negotiations.

Takeaways

• 🤝 The importance of a win-win negotiation strategy where both parties are in a mutually beneficial position, avoiding a situation where one party loses.
• 🚫 The discouragement of a win-lose strategy, which often leads to prolonged conflicts and is not recommended.
• 🔄 The lose-lose strategy is described as detrimental to both parties, often resulting from emotional outbursts rather than rational thought.
• 📚 The definition of negotiation as a process of bargaining to reach a mutual agreement, which can arise from resource disputes or differing perceptions.
• 🗓️ Effective negotiation processes involve preparation, choosing the right time and place for meetings, and structuring discussions between parties.
• 💡 Business negotiation is simplified as a situation where two or more parties influence each other for their interests, ideally aiming for a win-win solution.
• 👂 Key negotiation tactics from psychology include speaking less and listening more, showing empathy, and using emotions wisely to build trust and problem-solving.
• 🕊️ Giving control to others is emphasized as people prefer to make decisions themselves rather than being forced, which is a powerful negotiation technique.
• 🔑 Investing in long-term relationships is crucial in negotiation as it can lead to more productive outcomes for both parties in the long run.
• 🛠️ Negotiation skills, or 'negotiation skills', are soft skills needed in various work situations and are essential for achieving compromises.
• 🏆 The significance of negotiation skills in business is highlighted as they can lead to satisfying and profitable collaborations for all parties involved.

Q & A

What is the main topic discussed in the video script?

The main topic discussed in the video script is the stages of negotiation implementation, including various strategies and skills needed for effective negotiation.

What are the three main negotiation strategies mentioned in the script?

The three main negotiation strategies mentioned are win-win solution, win-lose solution, and lose-lose solution.

What is the win-win solution strategy in negotiation?

The win-win solution strategy is a negotiation approach where both parties aim to reach an agreement that is mutually beneficial, ensuring no party is at a disadvantage.

Why is the win-lose solution strategy not recommended in negotiations?

The win-lose solution strategy is not recommended because it often leads to prolonged conflicts, as it involves one party seeking to win at the expense of the other, which can damage relationships.

What is the definition of negotiation according to the 'Kamus Besar Bahasa Indonesia'?

According to the 'Kamus Besar Bahasa Indonesia', negotiation is the process of bargaining through discussion to reach a mutual agreement between one party and another.

What are the two main reasons for the occurrence of negotiation?

The two main reasons for the occurrence of negotiation are the contention for resources, where one party desires something controlled by another, and differing perceptions, where parties have different views on a matter that could potentially lead to conflict.

What is considered a good negotiation process in conflict resolution?

A good negotiation process in conflict resolution involves preparation, including choosing the location and time for the meeting, formulating a discussion plan between the parties, and clarifying each party's position during the negotiation.

What is the ideal goal of business negotiation according to the script?

The ideal goal of business negotiation is to find a win-win solution, ensuring that all parties benefit and no party is disadvantaged.

What are some of the negotiation tactics mentioned in the script based on psychology?

Some of the negotiation tactics based on psychology mentioned in the script include speaking less and listening more, using empathy, using emotions wisely, giving others control, and investing in long-term relationships.

Why is it important to invest in long-term relationships during negotiations?

Investing in long-term relationships during negotiations is important because it can lead to more productive outcomes for both parties in the long run, fostering a sustainable and cooperative relationship beyond a single negotiation.

What are some key skills related to negotiation mentioned in the script?

Key skills related to negotiation mentioned in the script include the ability to compromise, having sufficient information, persistence, patience, risk-taking, legal agreement, and the courage to say no if the negotiation does not meet expectations.

Why is the ability to negotiate important in business?

The ability to negotiate is important in business because it can lead to satisfying and profitable collaborations for all parties involved, ensuring that no party is disadvantaged.

What are the factors that determine the success of a business negotiation?

The factors that determine the success of a business negotiation include the willingness of one party to compromise with another, the practicality and feasibility of the agreement, and the reasons included in the negotiation that can influence the other party.

Why is the review stage of negotiation important?

The review stage of negotiation is important to check whether the objectives have been met and to learn from the experience, which can be invaluable for a negotiator.

Outlines

00:00

🤝 Strategies and Stages of Negotiation

This paragraph introduces the concept of negotiation strategies and their implementation. It discusses the win-win solution, where both parties benefit from the negotiation, as well as the win-lose strategy, which often leads to conflict due to one-sided gains. The paragraph also mentions the lose-lose strategy, which is detrimental to both parties. The importance of the negotiation process is highlighted, including preparation, choosing a meeting location and time, and clarifying the discussion points. The goal of business negotiation is to find a win-win solution to ensure mutual benefit, and the paragraph concludes with an overview of negotiation tactics from the field of psychology, such as listening more than speaking, using empathy, and managing emotions wisely.

05:05

📈 The Importance of Negotiation Skills in Business

The second paragraph emphasizes the significance of negotiation skills in achieving successful and profitable business partnerships. It suggests that good negotiation skills can be learned and trained. The paragraph outlines factors that influence business negotiation success, such as the willingness to compromise and the practicality of the agreement. It also discusses the importance of reviewing negotiation stages to check for goal achievement and to learn from the experience. The paragraph concludes by identifying key strengths in business negotiation, including having sufficient information, perseverance, patience, risk-taking ability, legal agreement understanding, and the courage to say no when necessary.

Keywords

💡Negotiation

Negotiation refers to the process of discussion between two or more parties to reach an agreement or compromise. In the video's context, it is the central theme, focusing on strategies and skills needed to achieve a mutually beneficial outcome. The script discusses various negotiation strategies such as win-win solutions and the importance of creating a non-adversarial atmosphere.

💡Win-Win Solution

A win-win solution is a negotiation outcome where all parties involved feel they have gained something, leading to a mutually beneficial agreement. The script emphasizes this as an ideal strategy, highlighting that both parties should be in a position of advantage without one side feeling defeated.

💡Win-Lose Strategy

The win-lose strategy, also known as a win-lose solution, is a negotiation approach where one party aims to win at the expense of the other. The script warns against this strategy as it can lead to prolonged conflicts and is not recommended due to its potential to damage relationships.

💡Lose-Lose Strategy

A lose-lose strategy is one where both parties end up losing, often due to a lack of rational thought and an overreliance on emotions. The script describes this as an unproductive approach to negotiation that fails to resolve issues effectively.

💡Empathy

Empathy is the ability to understand and share the feelings of another. In the script, it is highlighted as a powerful tool in negotiation, allowing one to connect with the other party on a deeper level and potentially influence the negotiation in a positive way.

💡Emotion

Emotion plays a significant role in the negotiation process. The script advises using emotions wisely during negotiations, as expressing positive emotions can build trust and enhance problem-solving, while negative emotions can undermine trust and be counterproductive.

💡Control

The concept of control in the script refers to allowing the other party to feel as though they have agency in the decision-making process. It is suggested that people prefer to feel in control rather than being coerced, which can be a strategic move to encourage cooperation and agreement.

💡Long-Term Relationship

Investing in a long-term relationship is presented as a key aspect of successful negotiation. The script suggests that sometimes it is more important to focus on building sustainable relationships rather than solely on winning a negotiation, as this can lead to more productive outcomes over time.

💡Negotiation Skills

Negotiation skills are the abilities and techniques needed to effectively negotiate. The script identifies these as soft skills that can be learned and improved upon, and they are crucial for achieving positive outcomes in various work situations.

💡Business Negotiation

Business negotiation is a specific type of negotiation that occurs in a commercial context, where parties aim to influence each other for their interests in conducting business. The script simplifies this as a situation where the ideal goal is to find a win-win solution, ensuring no party is disadvantaged.

💡Compromise

Compromise is a vital aspect of negotiation, where parties may need to make concessions to reach an agreement. The script mentions that the willingness to compromise is a determining factor in the success of a negotiation, as it involves a practical and actionable agreement.

Highlights

Introduction to negotiation strategies: win-win, win-lose, and lose-lose solutions.

Win-win solution aims to create a mutually beneficial outcome for both parties.

Win-lose strategy focuses on one party's victory at the expense of the other, often leading to long-term conflicts.

Lose-lose strategy is detrimental as both parties end up losing due to uncontrolled emotions and lack of rational thinking.

Definition of negotiation from the Indonesian Big Dictionary: a discussion to reach a mutual agreement.

Negotiation can arise due to resource disputes or differing perceptions that may lead to conflicts.

Key elements of a good negotiation process include preparation, choosing the right time and place, and clarifying each party's position.

Business negotiation is about influencing and transacting for mutual benefits, ideally seeking a win-win solution.

Psychological tactics in negotiation include speaking less and listening more, showing empathy towards the other party.

The power of empathy in negotiation is highlighted as a strong tool for building trust and problem-solving.

Using emotions wisely can help build trust and facilitate negotiation, while negative emotions can hinder the process.

Giving control to others is important as people prefer to make decisions themselves rather than being forced.

Good negotiators may concede to give the other party the freedom to make decisions, fostering a sense of autonomy.

Investing in long-term relationships is crucial as it can lead to more productive outcomes for both parties.

Negotiation skills, or 'Nick skills', are soft skills needed in various work situations.

Business negotiation is simplified as a situation where two or more parties influence each other for mutual benefits in business operations.

Good negotiation skills in business can lead to satisfying and profitable collaborations for all parties involved.

Negotiation skills can be learned and trained, emphasizing the importance of continuous learning and improvement.

Factors influencing business negotiation include willingness to compromise, practicality of the agreement, and the reasons included in the negotiation.

The importance of reviewing negotiation stages to check if objectives have been met and to learn from the experience.

Key strengths in business negotiation include having enough information, persistence, patience, courage to take risks, and the ability to say no when necessary.

Determinants of successful negotiation include the willingness to compromise, practicality of the agreement, and the influence of included reasons on the other party.

Conclusion emphasizing the usefulness of the discussion on the implementation stages of negotiation.

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Transcripts

Hai semuanya Assalamualaikum warahmatullahi  wabarakatuh Terima kasih telah bergabung bersama  

channel Deni ada anak Bali kali ini kita akan  membahas tentang tahap implementasi negosiasi  

dalam hal bernegosiasi ada beberapa strategi  agar kita bisa mendapatkan apa yang diinginkan  

atau bisa saja keduanya tidak mendapatkan  keuntungan sama sekali yang pertama adalah  

strategi menang menang atau win-win solution  pada strategi menang-menang kedua belah pihak  

berada pada posisi yang menguntungkan karena dalam  perundingan diupayakan menciptakan suasana yang  

memberikan kesan tidak ada pihak yang kalah  dengan menengahkan pemberian atau keuntungan  

yang terbaik secara jujur dan adil yang kedua  adalah strategi Menang kalah atau windus solution  

merupakan strategi yang bertujuan untuk memperoleh  kemenangan dengan keinginan untuk mengalahkan  

pihak lain yang menguntungkan diri sendiri dan  merugikan pihak lain penguatan strategi menang  

kalah tidak dianjurkan karena sering menimbulkan  konflik berkepanjangan yang ketiga adalah strategi  

kalah kalah atau lulus solution merupakan strategi  yang merugikan kedua belah pihak dimana keduanya  

merupakan pihak yang kalah karena perundingan  cenderung tidak menggunakan akal pikiran yang  

sehat hanya melampiaskan kemarahan dan emosi  sehingga tidak akan dapat menyelesaikan masalah

selanjutnya adalah Apa yang dimaksud dengan  proses negosiasi dalam Kamus Besar Bahasa  

Indonesia Negosiasi adalah tawar-menawar dengan  jalan berunding untuk mencapai kesepakatan bersama  

antara satu pihak dan pihak lainnya lalu Bagaimana  proses negosiasi yang dapat terjadi negosiasi  

dapat timbul dikarenakan adanya perebutan sumber  daya yaitu satu pihak menginginkan sesuatu yang  

dikuasai pihak lain dan atau sebaliknya atau  perbedaan persepsi yaitu salah satu pihak ingin  

menyelaraskan pandangan yang tadinya berbeda  terhadap suatu hal yang mungkin berpotensi  

menimbulkan konflik kemudian Bagaimana proses  pelaksanaan negosiasi yang baik proses pelaksanaan  

negosiasi hingga terjadi kesepakatan dalam  suatu penyelesaian konflik yaitu persiapan  

dengan pemilihan lokasi dan waktu pertemuan  kemudian penyusunan skema diskusi antar dua  

pihak saat berjalannya negosiasi dan selanjutnya  dalam melakukan klarifikasi dari kedua belah pihak  

lalu apa yang dimaksud dengan proses negosiasi  dalam bisnis secara sederhana negosiasi bisnis  

adalah keadaan dimana Dua atau beberapa pihak  saling mempengaruhi atau bertransaksi untuk  

kepentingan pihaknya dalam menjalankan bisnis  tujuan idealnya adalah mencari win win solution  

agar semua pihak diuntungkan karena pastinya tidak  ada pihak yang ingin dirugikan selanjutnya adalah  

beberapa taktik negosiasi yang di pada ilmu  psikologi diantaranya adalah yang pertama lebih  

sedikit berbicara lebih banyak mendengarkan dan  berempati pada kalanya kita berpikir Bara bahwa  

bernegosiasi dengan baik berarti mampu berbicara  sesuai dengan keinginan atau mempesona pihak lain  

dengan persuasif namun menurut ilmu psikologi  kekuatan yang kuat dalam interaksi semacam  

itu adalah empati yang kedua adalah gunakan  emosi dengan bijak yaitu bagian menarik dari  

negosiasi bisa membantu dan menghalangi serta  mengekspresikan emosi positif selama negosiasi  

akan membangun kepercayaan dan juga meningkatkan  pemecahan masalah emosi negatif sebaliknya akan  

meruntuhkan kepercayaan yang harus kita bangun  selamanya yang ketiga adalah beri orang kendali  

tidak ada yang suka kalau mereka dipaksa melakukan  sesuatu mereka lebih menyukai ketika mereka  

menemukan ide dan melakukan sesuatu sendiri dan  kita membiarkan mereka mengambil kendali inilah  

sebabnya Mengapa negosiator yang baik akan mundur  sedikit dan memberi kebebasan kepada orang untuk  

membuat keputusan buat orang lain merasa bahwa  mereka bebas untuk mengubah ide yang sedang  

dinegosiasikan yang kelima berinvestasilah dalam  hubungan jangka panjang kadang-kadang negosiasi  

bisa Terasa seperti pertarungan antara dua pemain  dan satu-satunya tujuan adalah untuk memenangkan  

permainan namun terkadang perlu untuk mundur  selangkah dan melihat gambaran yang lebih besar  

apa yang lebih penting dan bagaimanapun  mendapatkan kemenangan dalam negosiasi  

atau hubungan yang berkelanjutan dengan orang  tersebut berinvestasilah dalam hubungan karena  

akan menghasilkan hasil yang lebih produktif  bagi kedua belah pihak dalam jangka panjang  

selanjutnya Apa yang dimaksud dengan keterampilan  negosiasi atau Nick skill negosiasi skill  

Negosiasi adalah kualitas yang memungkinkan  terjadinya kompromi soft skill ini dibutuhkan  

tergantung pada situasi kerja yang kita hadapi  dilansir dari India terdapat beberapa pemain tuan  

kunci yang berhubungan dengan skill ini kemudian  yang dimaksud dengan negosiasi dalam bisnis  

adalah secara sederhana negosiasi bisnis adalah  keadaan dimana Dua atau beberapa pihak saling  

mempengaruhi dan berinteraksi untuk kepentingan  pihaknya dalam menjalankan bisnis tujuan idealnya  

adalah mencari win-win solution agar semua pihak  diuntungkan karena pastinya tidak ada pihak yang  

ingin dirugikan brand Mengapa kemampuan negosiasi  penting dalam berbisnis kemampuan negosiasi bisnis  

yang baik akan bisa menghasilkan kerjasama yang  memuaskan dan menguntungkan bagi semua pihak yang  

berkepentingan tidak perlu khawatir apabila kita  belum memiliki kemampuan satu ini karena negosiasi  

bisnis bisa dipelajari dan dilatih lalu faktor  apa saja yang mempengaruhi negosiasi bisnis faktor  

yang menentukan keberhasilan sebuah negosiasi  bisnis yaitu adalah kesediaan satu pihak untuk  

berkompromi dengan pihak lain tidak ada pihak  yang diberikan dan kesepakatan yang dicapai  

bersifat praktis dan dapat dilakukan alasan yang  disertakan pun mampu mempengaruhi pihak lainnya  

kemudian Mengapa tahap peninjauan negosiasi  perlu dilakukan ada beberapa alasan penting  

tahap peninjauan negosiasi dilakukan diantaranya  adalah guna memeriksa Apakah sudah mencapai tujuan  

jika tidak maka hal itu dapat menjadi pelajaran  sekaligus pengalaman yang sangat berharga bagi  

seorang negosiator lalu apa yang menjadi kekuatan  negosiasi dalam berbisnis yang perlu diketahui  

adalah kekuatan bernegosiasi yaitu memiliki  cukup informasi kegigihan kesabaran keberanian  

untuk mengambil resiko kesepakatan hukum dan  berani berkata tidak jika negosiasi Tidak sesuai  

harapan lalu apa saja yang menjadi faktor penentu  keberhasilan negosiasi faktor yang menentukan  

keberhasilan sebuah negosiasi diantaranya  adalah kesedihan satu pihak untuk berkompromi  

dengan pihak lain tidak ada pihak yang dirugikan  kesepakatan yang dicapai bersifat praktis dan  

dapat dilakukan serta alasan yang disertakan dalam  negosiasi tersebut dapat mempengaruhi pihak lain  

demikian pembahasan tentang tahap  implementasi negosiasi semoga bermanfaat  

jangan lupa Klik tombol subscribe like dan share  wassalamualaikum warahmatullahi wabarakatuh