Negotiation

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Negotiation - types , Approaches , rules etc

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Negotiation

  1. 1. NEGOTIATIONBYNIVETHA
  2. 2. AGENDA• WHAT IS NEGOTIATION• TYPES OF NEGOTIATION• IMPORTANCE OF NEGOTIATION• APPROACH TO NEGOTIATION• ZOPA• NEGOTIATION OUTCOMES• WIN-WIN DEALS• PROCESS OF NEGOTIATION• INDIVIDUALS DIFFERENCE
  3. 3. WHAT IS NEGOTIATIONAn interpersonal decision making process necessarywhenever we cannot achieve our objectives single-handedly.” (Leigh Thompson)
  4. 4. TYPES OF NEGOTIATION• FORMAL(Business partners, employer & employee etc )• INFORMAL( colleagues , friends & spouse etc )
  5. 5. NEGOTIATIONS INCREASINGLY IMPORTANT DUE TO• Increased mobility (no lifetime jobs)• Flattening of organizations• Increased specialization• Globalization
  6. 6. APPROACH TO NEGOTIATIONBARGAINING STRATEGIESTo know about approaches to negotiation click the below linkhttp://www.youtube.com/watch?v=1FeM6kp9Q80Integrative Bargaining
  7. 7. Bargaining Zone /Zone Of PossibleAgreement
  8. 8. NEGOTIATION OUTCOMES
  9. 9. WIN-WIN DEALS REQUIREUNDERSTANDING OTHERS’ INTERESTS:The “orange story”Click the below link for the Video :http://www.youtube.com/watch?v=6OPzgWIAGao
  10. 10. HOW TO CREATE WIN–WIN DEALS ?How to get there?• 4 steps:(i) expand the issues(ii) prioritize your issues,(iii) understand the other’s priorities(iv) Trade
  11. 11. Win Win deals“Trust and moderate “
  12. 12. STEP 1 : PREPARATION AND PLANNING• What’s the nature of your conflict ?• What’s the history leading up to this negotiation ?• What you want from negotiation ?• What are your goals ?• BATNA
  13. 13. STEP 2 DEFINITION OF GROUND RULES• Who will do the negotiation ?• Where will it take place ?• What time constraint if any will apply ?• To what issues will negotiation be limited ?
  14. 14. STEP 3 : CLARIFICATION AND JUSTIFICATION•Not confrontational rather , Opportunity foreducating and informing each other on issues• Provide documentation to other party if any thatsupport your position
  15. 15. STEP 4 BARGAINING AND PROBLEM SOLVING• Give and Take• Need to make concessions
  16. 16. STEP 5 CLOSURE AND IMPLEMENTATION• Formalizing the Agreement and developing procedurenecessary for implementation• Closure of Negotiation is nothing more formal than aHAND SHAKE
  17. 17. INDIVIDUALS DIFFERENCE IN NEGOTIATIONEFFECTIVESNESSPERSONALITY TRAITMOODS /EMOTIONSGENDER DIFFERENCE
  18. 18. Bibliography• GOP – Negotiation by Mr. Ofer Sharone• Google images• OB Text book by Stephen P. Robbins ,TimothyA. Judge , Seema Sanghi• Class Notes

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