Negotiation skills
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م/حسام مؤنس " ورشة العمل" ...

م/حسام مؤنس " ورشة العمل"
Negotiation skills

الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة

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Negotiation skills Negotiation skills Presentation Transcript

  • Prepared and delivered by: Hossam Moaness Negotiation Enabling You to Become Exceptional Negotiators
  •  Why Negotiation??? Introduction  Everyone Negotiates!! › Buying a car, a house or another object for which the price may not be fixed › Accepting a job offer or getting a salary raise › Organizing team tasks or priorities › Getting Married (in Egypt)!! › Deciding how to spend a free evening
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  • “Negotiation is a give and take process of dealing with others to reach an agreement in a need generated environment” Simply… The term ‘Negotiation’ means a discussion intended to produce an agreement
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  •  Competitive Negotiation  Collaborative Negotiation Types of Negotiation
  • Competitive Negotiation › Distributive › Pie share › Win-Lose › Buyers = as low as possible › Sellers = as high as possible › Long term relationship not important › Claiming as much value as possible in the negotiation
  • Collaborative Negotiation › Integrative › Newspaper share › Win-Win › Expanding the possibilities › Long term relationship is important › Creating Value in negotiation › Buyers and Sellers work together to get more
  • At the negotiation table, which fork do you use? Competitive Negotiation Collaborative Negotiation Types of Negotiation Long-term expectations
  • Gavin Kennedy describes 3 types of behaviour that we can display and encounter when in a negotiating situation. RED BLUE PURPLE
  •  Manipulation  Aggression  Intimidation  Exploitation  Demeaning  Always seeking the best for self  No concern for person negotiating with
  •  Win win approach  Cooperation  Trusting  Pacifying  Relational  Giving
  •  Good intentions  Two way exchange  Give me some of what I want (red)  I’ll give you some of what you want (blue)  Tit for tat strategies  Concentrating on profits  Purple behaviour incites purple behaviour
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  • BATNA is an acronym for: Best Alternative To a Negotiated Agreement
  •  BATNAs tell you when to accept and when to reject an agreement When a proposal is better than your BATNA: ACCEPT IT When a proposal is worse than your BATNA: REJECT IT
  •  Reservation Point: The point at which the BATNA becomes preferable to continuing a negotiation. In a negotiation this is the point beyond which a party will not go.  Bargaining Range: The difference between the reservation points of the parties. This range can be positive or negative. If it’s negative there will be no settlement, unless one or both the parties changes their reservation point.
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  • 1. Know yourself and who you represent
  • 2. Define your interests and the outcomes you want to achieve
  • 3. Do your research
  • 4. Know your and their BATNA
  • 5. Try to predict your ZOPA
  • 6. Set realistic expectations
  • 7. Decide your Walk-Away price
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  • 1. Approach 2. Exploration 3. Bargaining 4. Conclusion
  • 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  •  Highball
  •  Lowball
  •  Big Fish
  •  Bluff
  •  Good cop/bad cop
  •  Delays
  •  No Authority
  •  Change the Negotiator
  • Questions
  • For questions or feedback: Hossam.Moaness@gmail.com Hossam Moaness