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Effective Negotiation Strategies to enhance Business processes for Australian and German Mining Partners

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While globalisation has facilitated cross-border business and opened new markets for German companies investing in Australia over the last few decades, what has really changed in terms of how Germans and Australians communicate with each other ? How can effective negotiation strategies and cross-cultural communication between Australian and German businesses help them perform successfully, avoid miscommunications and preserve their reputation in the mining industry, an industry where there is increased scrutiny from government and community groups ?

Themes explored:

- Key negotiation techniques using the Harvard Principled Negotiation Method
- cross-cultural communication tips for German and Australian businesses to enhance better outcomes
- case study of a successful multi-party mining negotiation

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Effective Negotiation Strategies to enhance Business processes for Australian and German Mining Partners

  1. 1. www.petrazlatevska.com Effective Negotiation Strategies to enhance business processes for Australian and German mining Partners Australian Embassy, Berlin 26.03.2015
  2. 2. www.petrazlatevska.com About the speaker Petra Zlatevska LL.M. Australian Solicitor admitted to practice 2005 (N.S.W.) and Berlin based Lecturer, Communications Trainer, Writer Visiting Lecturer at Humboldt University Law Faculty, Negotiation Summer School program (2013 and 2014) Email: petra@petrazlatevska.com twitter @petrazlatevska
  3. 3. www.petrazlatevska.com Presentation Structure Introduction to 4 key negotiation techniques using the Harvard “Principled Negotiation” Method Cross-cultural communication tips to enhance better business outcomes Example of a successful multi-party negotiation in mining context Summary
  4. 4. www.petrazlatevska.com Getting to yes PEOPLE – separate the people from the problem INTERESTS - focus on interests, not positions OPTIONS – generate a wide variety of possibilities before deciding what to do CRITERIA- insist that the result be based on some objective standard
  5. 5. www.petrazlatevska.com PEOPLE – separate the people from the problem Show empathy through role play Act inconsistently with expectations Listen actively ask “What is important to you and why is it important? ” INTERESTS, NOT POSITIONS Ask “Why?” by putting yourself in their shoes Write down in 2 columns your interests and the other party’s
  6. 6. www.petrazlatevska.com GENERATING OPTIONS Expand the orange analogy Brainstorming to stimulate new ideas - don’t assess/criticise! CRITERIA Using objective criteria Market value, precedent, scientific judgment/expertise, efficiency analysis
  7. 7. www.petrazlatevska.com BATNA What ist your Best Alternative to a Negotiated Agreement That is the standard against which any proposal should be measured Will protect you from accepting terms too unfavourable Real power in negotiation comes from how attractive it is to each party to not reach agreement/walk away from deal
  8. 8. www.petrazlatevska.com MULTI-PARTY MINING NEGOTIATION EXAMPLE BHP (Xtrata) and Peruvian Indigenous groups - Tintaya Mine 3 year multi-party negotiation process, ended 2004 Historic terms: BHP agreed to contribute 3% annual revenue before taxes and royalties to development of the Espinar province and other measures eg community development fund, environmental impact studies
  9. 9. www.petrazlatevska.com Summary PEOPLE – separate the people from the problem INTERESTS - focus on interests, not positions OPTIONS – generate a wide variety of possibilities before deciding what to do CRITERIA- insist that the result be based on some objective standard
  10. 10. www.petrazlatevska.com Contact Petra Zlatevska LL.M Australian qualified solicitor, Lecturer, Communications/Negotiation training Berlin, Germany Email: petra@petrazlatevska.com twitter @petrazlatevska www.petrazlatevska.com

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