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
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 ?
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
STEP 4 BARGAINING AND PROBLEM SOLVING• Give and Take• Need to make concessions
STEP 5 CLOSURE AND IMPLEMENTATION• Formalizing the Agreement and developing procedurenecessary for implementation• Closure of Negotiation is nothing more formal than aHAND SHAKE
INDIVIDUALS DIFFERENCE IN NEGOTIATIONEFFECTIVESNESSPERSONALITY TRAITMOODS /EMOTIONSGENDER DIFFERENCE
Bibliography• GOP – Negotiation by Mr. Ofer Sharone• Google images• OB Text book by Stephen P. Robbins ,TimothyA. Judge , Seema Sanghi• Class Notes