Onderhandelen 1
Inhoudsopgave
1. Evaluatiecriteria presentaties ............................................................................................................................................5
2. Vergaderen .......................................................................................................................................................................7
2.1. Time is money (Tekst samenvatting: wasted time and money in meetings) ...................................................................7
2.2. Hoe de vergadertijd reduceren?.....................................................................................................................................8
2.3. Grootste vergaderfrustraties .........................................................................................................................................9
2.4. Gevolgen van slecht en onnodig vergaderen ..................................................................................................................9
2.5. Zijn meetings nodig? Zijn ze de kost waard? (Tekst samenvatting: do we really need another meeting?) .......................9
2.5.1. Voor de meeting: meeting design en voorbereiding ...................................................................................................9
2.5.2. Tijdens de meeting: kritische leider en acties van deelnemers ...................................................................................9
2.5.3. Na de meeting: overwegingen voor follow-up en een blijvende impact......................................................................9
2.6. Waarom dan toch vergaderen? ......................................................................................................................................9
2.7. Vergaderrichtlijnen ...................................................................................................................................................... 10
2.8. Vergaderregels opstellen ............................................................................................................................................. 10
3. efficient leren vergaderen ............................................................................................................................................... 11
3.1. tekst samenvatting: meetings matter .......................................................................................................................... 11
3.2. efficient vergaderen definitie....................................................................................................................................... 12
3.3. Drie vergaderdimensies ............................................................................................................................................... 12
3.3.1. Voorbereiding .......................................................................................................................................................... 12
3.4. Voorbeelduitwerking Familiedag ................................................................................................................................. 13
3.5. Taken voorzitter én taken deelnemers: tekst samenvatting: deelnemen en voorzitten ................................................ 14
4. Decision making – besluitvorming ................................................................................................................................... 19
4.1. Voor en nadelen van besluitvorming ........................................................................................................................... 19
4.2. Manieren van Besluitvorming ...................................................................................................................................... 19
4.3. De primaire criteria voor het evalueren van een besluitvormingsprocedure zijn kwaliteit, snelheid en acceptatie of
support ................................................................................................................................................................................... 20
4.4. Normative Decision-Making Theory ............................................................................................................................. 20
4.5. Algemene handvaten ................................................................................................................................................... 20
4.6. Problemen bij besluitname .......................................................................................................................................... 20
4.7. Groepspolarisatie & groepsdenken .............................................................................................................................. 21
1
,4.8. Besluitvormingstechnieken .......................................................................................................................................... 21
5. Onderhandelen: algemeen en gestructureerd onderhandelen ......................................................................................... 22
5.1. Ordening en structuur.................................................................................................................................................. 22
5.1.1. Belang van ordening ................................................................................................................................................ 22
5.1.2. Het hoe en wanneer van ordenen ............................................................................................................................ 22
5.1.3. Structuur van de onderhandeling ............................................................................................................................. 22
5.2. Criteria voor een goede uitkomst ................................................................................................................................. 23
5.2.1. Drie niveaus in het denken ....................................................................................................................................... 23
5.2.2. het speelveld in kaart brengen ................................................................................................................................. 23
5.2.3. Benutten van het speelveeld .................................................................................................................................... 24
5.3. Prijsonderhandeling..................................................................................................................................................... 24
5.3.1. Voorbereiding .......................................................................................................................................................... 24
5.3.2. Het spel op de wagen ............................................................................................................................................... 25
5.3.3. Basishandelingen van de vaardige onderhandelaar .................................................................................................. 25
6. Onderhandelen introductie ............................................................................................................................................. 26
7. Elektronisch vergaderen .................................................................................................................................................. 28
7.1. 10 criteria om te bepalen of een face-to-face meeting noodzakeljk is .......................................................................... 28
7.2. 7 tips voor online vergaderingen.................................................................................................................................. 28
7.3. Virtual Work Meetings During The Covid-19 Pandemic: the good, the bad and ugly - Karl, K.A., Peluchette, J.V., &
Aghakhani, N. (2022) .............................................................................................................................................................. 28
7.3.1. The bad .................................................................................................................................................................... 28
7.3.2. The good .................................................................................................................................................................. 28
7.3.3. Media naturalness theory ........................................................................................................................................ 28
7.3.4. The ugly ................................................................................................................................................................... 29
7.4. Elektronisch vergaderen: wat werkt en wat niet? 6 Hoofdconcepten ........................................................................... 29
7.5. Conclusie ..................................................................................................................................................................... 29
8. Argumenteren en tactieken ............................................................................................................................................. 30
8.1. Tekst samenvatting: Janssen, de psychologie achter overtuigen en discussieren .......................................................... 30
8.1.1. Theorie van beredeneerd denken (Fishbein & Ajzen) ............................................................................................... 30
8.1.2. Behoeftenpiramide van Maslow: appelleren aan behoeften en angsten .................................................................. 34
8.1.3. Principes van invloed van Cialdini ............................................................................................................................ 34
8.1.4. Discussieren ............................................................................................................................................................. 35
2
,8.2. Tekst samenvatting: Weiss, a strategic persuasion framework for negotiators............................................................. 38
8.2.1. Ethos........................................................................................................................................................................ 38
8.2.2. Pathos...................................................................................................................................................................... 38
8.2.3. Logos ....................................................................................................................................................................... 38
8.2.4. Timing ...................................................................................................................................................................... 38
8.2.5. driehoek .................................................................................................................................................................. 39
8.3. Interview met Cialdini – the uses of influence .............................................................................................................. 39
8.4. Les: argumenteren ....................................................................................................................................................... 39
9. Distributief onderhandelen ............................................................................................................................................. 41
9.1. Inleiding ...................................................................................................................................................................... 41
9.2. De bargaining situation ................................................................................................................................................ 41
9.3. Strategieën voor de verkoper ...................................................................................................................................... 41
9.3.1. Resistance point tegenstander à informatie verzamelen ........................................................................................ 42
9.3.2. Eigen resistance point projecteren, beïnvloeden van de impressie van de andere partij ........................................... 42
9.3.3. Manipulatie ............................................................................................................................................................. 42
9.3.4. Belang en de kracht van toegevingen ....................................................................................................................... 43
9.4. Kosten deal aanpassen ................................................................................................................................................ 43
9.5. Ethiek .......................................................................................................................................................................... 43
9.6. Positie innemen tijdens een onderhandeling ............................................................................................................... 43
9.7. Logrolling uitweiding ................................................................................................................................................... 44
9.8. Commitment (toezegging/verbintenis) ........................................................................................................................ 44
9.9. Closing the deal ........................................................................................................................................................... 45
9.10. Hard ball tactics ....................................................................................................................................................... 45
9.11. Reactie/omgang....................................................................................................................................................... 46
9.12. Extra slides distributief onderhandelen .................................................................................................................... 46
10. Integratief onderhandelen ........................................................................................................................................... 48
10.1. Wat is intergratief onderhandelen? ......................................................................................................................... 48
10.2. Integratief onderhandel proces: 4 factoren ............................................................................................................ 48
10.3. Integratief onderhandelproces: 4 stappen................................................................................................................ 49
10.4. Succes factors .......................................................................................................................................................... 51
10.5. The agreement circumplex à zie tekst voor extra uitleg .......................................................................................... 52
3
, 10.5.1. KWADRANT I: position accomodation ...................................................................................................................... 52
10.5.2. KWADRANT II: position achievement ....................................................................................................................... 52
10.5.3. KWADRANT III: interest achievement....................................................................................................................... 52
10.5.4. KWADRANT IV: interest substitution .................................................................................................................... 52
10.5.5. DIMENSIE 1: person-based versus issue-based ......................................................................................................... 52
10.5.6. DIMENSIE 2: simpel versus complex ..................................................................................................................... 52
10.6. 8 verschillende methoden om integratieve akkoorden te bereiken in de circumplex ................................................ 55
10.7. Conlusie: .................................................................................................................................................................. 56
11. Genderverschillen ........................................................................................................................................................ 57
11.1. Tekst samenavtting: he, she, they at the bargaining table… Woman, Man or just negotiators? ................................ 57
11.2. Tekst samenvatting: negotiation contexts: how and why they shape women’s and men’s decision to negotiate ..... 58
12. intercultureel onderhandelen ...................................................................................................................................... 59
12.1. Tekst samenvatting: Cross cultural negotiation ........................................................................................................ 59
13. Zelfstudie: what to do before negotiation .................................................................................................................... 61
14. Zelfstudie: developing a negotiation style .................................................................................................................... 62
15. Zelfstudie: als hij nu eens gemene trucjes gebruikt? .................................................................................................... 63
15.1. Hoe kun je onderhandelen over de regels van het spel? ........................................................................................... 63
15.2. Enkele veel voorkomende gemene trucjes ............................................................................................................... 63
15.3. Wees geen slachtoffer.............................................................................................................................................. 65
16. Zelfstudie: The world is not flat: examining the interactive multidimensionality of culture and virtuality in teams ...... 66
16.1. Defining virtuality in teams ...................................................................................................................................... 66
16.2. Conceptualizing culture ............................................................................................................................................ 66
16.3. Hofstede’s cultural dimensions ................................................................................................................................ 66
16.4. Triandis’ cultural typology ........................................................................................................................................ 67
16.5. Trompenaars’ model of cultural differences ............................................................................................................. 67
16.6. High- and low-context cultures ................................................................................................................................ 67
17. Zelfstudie: body language – a minefield for international business people................................................................... 68
17.1. Handgebaren ........................................................................................................................................................... 68
17.2. Oogcontact .............................................................................................................................................................. 68
17.3. Lichaamshouding ..................................................................................................................................................... 68
17.4. Handschudden ......................................................................................................................................................... 68
4
Inhoudsopgave
1. Evaluatiecriteria presentaties ............................................................................................................................................5
2. Vergaderen .......................................................................................................................................................................7
2.1. Time is money (Tekst samenvatting: wasted time and money in meetings) ...................................................................7
2.2. Hoe de vergadertijd reduceren?.....................................................................................................................................8
2.3. Grootste vergaderfrustraties .........................................................................................................................................9
2.4. Gevolgen van slecht en onnodig vergaderen ..................................................................................................................9
2.5. Zijn meetings nodig? Zijn ze de kost waard? (Tekst samenvatting: do we really need another meeting?) .......................9
2.5.1. Voor de meeting: meeting design en voorbereiding ...................................................................................................9
2.5.2. Tijdens de meeting: kritische leider en acties van deelnemers ...................................................................................9
2.5.3. Na de meeting: overwegingen voor follow-up en een blijvende impact......................................................................9
2.6. Waarom dan toch vergaderen? ......................................................................................................................................9
2.7. Vergaderrichtlijnen ...................................................................................................................................................... 10
2.8. Vergaderregels opstellen ............................................................................................................................................. 10
3. efficient leren vergaderen ............................................................................................................................................... 11
3.1. tekst samenvatting: meetings matter .......................................................................................................................... 11
3.2. efficient vergaderen definitie....................................................................................................................................... 12
3.3. Drie vergaderdimensies ............................................................................................................................................... 12
3.3.1. Voorbereiding .......................................................................................................................................................... 12
3.4. Voorbeelduitwerking Familiedag ................................................................................................................................. 13
3.5. Taken voorzitter én taken deelnemers: tekst samenvatting: deelnemen en voorzitten ................................................ 14
4. Decision making – besluitvorming ................................................................................................................................... 19
4.1. Voor en nadelen van besluitvorming ........................................................................................................................... 19
4.2. Manieren van Besluitvorming ...................................................................................................................................... 19
4.3. De primaire criteria voor het evalueren van een besluitvormingsprocedure zijn kwaliteit, snelheid en acceptatie of
support ................................................................................................................................................................................... 20
4.4. Normative Decision-Making Theory ............................................................................................................................. 20
4.5. Algemene handvaten ................................................................................................................................................... 20
4.6. Problemen bij besluitname .......................................................................................................................................... 20
4.7. Groepspolarisatie & groepsdenken .............................................................................................................................. 21
1
,4.8. Besluitvormingstechnieken .......................................................................................................................................... 21
5. Onderhandelen: algemeen en gestructureerd onderhandelen ......................................................................................... 22
5.1. Ordening en structuur.................................................................................................................................................. 22
5.1.1. Belang van ordening ................................................................................................................................................ 22
5.1.2. Het hoe en wanneer van ordenen ............................................................................................................................ 22
5.1.3. Structuur van de onderhandeling ............................................................................................................................. 22
5.2. Criteria voor een goede uitkomst ................................................................................................................................. 23
5.2.1. Drie niveaus in het denken ....................................................................................................................................... 23
5.2.2. het speelveld in kaart brengen ................................................................................................................................. 23
5.2.3. Benutten van het speelveeld .................................................................................................................................... 24
5.3. Prijsonderhandeling..................................................................................................................................................... 24
5.3.1. Voorbereiding .......................................................................................................................................................... 24
5.3.2. Het spel op de wagen ............................................................................................................................................... 25
5.3.3. Basishandelingen van de vaardige onderhandelaar .................................................................................................. 25
6. Onderhandelen introductie ............................................................................................................................................. 26
7. Elektronisch vergaderen .................................................................................................................................................. 28
7.1. 10 criteria om te bepalen of een face-to-face meeting noodzakeljk is .......................................................................... 28
7.2. 7 tips voor online vergaderingen.................................................................................................................................. 28
7.3. Virtual Work Meetings During The Covid-19 Pandemic: the good, the bad and ugly - Karl, K.A., Peluchette, J.V., &
Aghakhani, N. (2022) .............................................................................................................................................................. 28
7.3.1. The bad .................................................................................................................................................................... 28
7.3.2. The good .................................................................................................................................................................. 28
7.3.3. Media naturalness theory ........................................................................................................................................ 28
7.3.4. The ugly ................................................................................................................................................................... 29
7.4. Elektronisch vergaderen: wat werkt en wat niet? 6 Hoofdconcepten ........................................................................... 29
7.5. Conclusie ..................................................................................................................................................................... 29
8. Argumenteren en tactieken ............................................................................................................................................. 30
8.1. Tekst samenvatting: Janssen, de psychologie achter overtuigen en discussieren .......................................................... 30
8.1.1. Theorie van beredeneerd denken (Fishbein & Ajzen) ............................................................................................... 30
8.1.2. Behoeftenpiramide van Maslow: appelleren aan behoeften en angsten .................................................................. 34
8.1.3. Principes van invloed van Cialdini ............................................................................................................................ 34
8.1.4. Discussieren ............................................................................................................................................................. 35
2
,8.2. Tekst samenvatting: Weiss, a strategic persuasion framework for negotiators............................................................. 38
8.2.1. Ethos........................................................................................................................................................................ 38
8.2.2. Pathos...................................................................................................................................................................... 38
8.2.3. Logos ....................................................................................................................................................................... 38
8.2.4. Timing ...................................................................................................................................................................... 38
8.2.5. driehoek .................................................................................................................................................................. 39
8.3. Interview met Cialdini – the uses of influence .............................................................................................................. 39
8.4. Les: argumenteren ....................................................................................................................................................... 39
9. Distributief onderhandelen ............................................................................................................................................. 41
9.1. Inleiding ...................................................................................................................................................................... 41
9.2. De bargaining situation ................................................................................................................................................ 41
9.3. Strategieën voor de verkoper ...................................................................................................................................... 41
9.3.1. Resistance point tegenstander à informatie verzamelen ........................................................................................ 42
9.3.2. Eigen resistance point projecteren, beïnvloeden van de impressie van de andere partij ........................................... 42
9.3.3. Manipulatie ............................................................................................................................................................. 42
9.3.4. Belang en de kracht van toegevingen ....................................................................................................................... 43
9.4. Kosten deal aanpassen ................................................................................................................................................ 43
9.5. Ethiek .......................................................................................................................................................................... 43
9.6. Positie innemen tijdens een onderhandeling ............................................................................................................... 43
9.7. Logrolling uitweiding ................................................................................................................................................... 44
9.8. Commitment (toezegging/verbintenis) ........................................................................................................................ 44
9.9. Closing the deal ........................................................................................................................................................... 45
9.10. Hard ball tactics ....................................................................................................................................................... 45
9.11. Reactie/omgang....................................................................................................................................................... 46
9.12. Extra slides distributief onderhandelen .................................................................................................................... 46
10. Integratief onderhandelen ........................................................................................................................................... 48
10.1. Wat is intergratief onderhandelen? ......................................................................................................................... 48
10.2. Integratief onderhandel proces: 4 factoren ............................................................................................................ 48
10.3. Integratief onderhandelproces: 4 stappen................................................................................................................ 49
10.4. Succes factors .......................................................................................................................................................... 51
10.5. The agreement circumplex à zie tekst voor extra uitleg .......................................................................................... 52
3
, 10.5.1. KWADRANT I: position accomodation ...................................................................................................................... 52
10.5.2. KWADRANT II: position achievement ....................................................................................................................... 52
10.5.3. KWADRANT III: interest achievement....................................................................................................................... 52
10.5.4. KWADRANT IV: interest substitution .................................................................................................................... 52
10.5.5. DIMENSIE 1: person-based versus issue-based ......................................................................................................... 52
10.5.6. DIMENSIE 2: simpel versus complex ..................................................................................................................... 52
10.6. 8 verschillende methoden om integratieve akkoorden te bereiken in de circumplex ................................................ 55
10.7. Conlusie: .................................................................................................................................................................. 56
11. Genderverschillen ........................................................................................................................................................ 57
11.1. Tekst samenavtting: he, she, they at the bargaining table… Woman, Man or just negotiators? ................................ 57
11.2. Tekst samenvatting: negotiation contexts: how and why they shape women’s and men’s decision to negotiate ..... 58
12. intercultureel onderhandelen ...................................................................................................................................... 59
12.1. Tekst samenvatting: Cross cultural negotiation ........................................................................................................ 59
13. Zelfstudie: what to do before negotiation .................................................................................................................... 61
14. Zelfstudie: developing a negotiation style .................................................................................................................... 62
15. Zelfstudie: als hij nu eens gemene trucjes gebruikt? .................................................................................................... 63
15.1. Hoe kun je onderhandelen over de regels van het spel? ........................................................................................... 63
15.2. Enkele veel voorkomende gemene trucjes ............................................................................................................... 63
15.3. Wees geen slachtoffer.............................................................................................................................................. 65
16. Zelfstudie: The world is not flat: examining the interactive multidimensionality of culture and virtuality in teams ...... 66
16.1. Defining virtuality in teams ...................................................................................................................................... 66
16.2. Conceptualizing culture ............................................................................................................................................ 66
16.3. Hofstede’s cultural dimensions ................................................................................................................................ 66
16.4. Triandis’ cultural typology ........................................................................................................................................ 67
16.5. Trompenaars’ model of cultural differences ............................................................................................................. 67
16.6. High- and low-context cultures ................................................................................................................................ 67
17. Zelfstudie: body language – a minefield for international business people................................................................... 68
17.1. Handgebaren ........................................................................................................................................................... 68
17.2. Oogcontact .............................................................................................................................................................. 68
17.3. Lichaamshouding ..................................................................................................................................................... 68
17.4. Handschudden ......................................................................................................................................................... 68
4
