Ready made negotiations


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  • Complex negotiation is a fact of life for anyone
  • Ready made negotiations

    1. 1. Group Members Wajeeh-ur-Rehman 923 Sakhwat Ali 888 Ali Nadeem 883 Farhan Khan 928 Umer Saleem 919 Ahmad Abdullah 893
    2. 3. Resolving The Conflict <ul><li>Law suit: </li></ul><ul><li>In this Both of the parties are opposite to each other .Attorneys present their case and ends-upon a win-lose attitude </li></ul><ul><li>Arbitration: </li></ul><ul><li>When two parties are not able to resolve their conflicts, the third Party interfere and objectively gives the decision. It may end in a win-lose or lose-lose attitude. </li></ul>
    3. 5. Negotiation <ul><li>Definition. </li></ul><ul><li>Negotiation is a Discussion between two Parties to find out the solution when parties are having same or different opinion. It ends upon a win-win attitude. </li></ul>
    4. 6. <ul><li>There must be at least two or more parties involved. </li></ul><ul><li>There is a common interest between parties. </li></ul><ul><li>Have definite goals and objectives. </li></ul><ul><li>Allow adequate time for the process </li></ul>Basics Of Negotiation
    5. 7. Why Do We Negotiate &quot;In a successful negotiation, everyone wins. The objective should be agreement, not victory.&quot;
    6. 8. Need To Negotiate <ul><li>Complex Negotiations </li></ul><ul><li>Competing Business </li></ul><ul><li>Employees </li></ul><ul><li>Change in Society </li></ul>
    7. 9. Advantages of Negotiation skills <ul><li>Better control in Business and personal situations </li></ul><ul><li>Identifying Interests </li></ul><ul><li>Win-Win Solution </li></ul><ul><li>Improve Relationship </li></ul><ul><li>Less time </li></ul><ul><li>Reduces Stress & Frustration </li></ul>
    8. 10. Presentation By : Wajeeh-ur-Rehman 923(E)
    9. 11. BAGAINING <ul><li>Its is Not a vast term and deals with items only. </li></ul>
    10. 12. Integrative and Distributive Bargaining Strategies <ul><li>Integrative strategies (win-win attitude) </li></ul><ul><li>Distributive strategies (win-lose attitude) </li></ul>
    11. 13. Integrative Bargaining occurs when the two sides look not just for their own outcomes, but for favorable outcomes for both sides. It is sometimes called Win-Win bargaining or Non-Zero-Sum bargaining
    12. 14. Requirements For Integrative Bargaining Strategies <ul><li>An adversarial approach </li></ul><ul><li>a problem-solving orientation </li></ul><ul><li>an ability to &quot;bluff&quot; effectively </li></ul><ul><li>an ability to ignore the other side’s interests and priorities </li></ul>
    13. 15. A distributive bargaining strategy is based on attempt to divide up a fixed pie or amount of resources, resulting in a win-lose situation.
    14. 16. Process of distributive bargaining strategy <ul><li>In distributive bargaining, the focus is on achieving immediate goals, with little or no regard for building future relationships. </li></ul><ul><li>Little time or energy or energy is expanded in resolving the conflict in a distributive negotiation, resulting in the generation of few if any creative solution. </li></ul><ul><li>One or two fixed solutions are presented and a decision or choice is expected almost immediately. </li></ul>
    15. 17. BARGAINING Distributive Vs Integrative <ul><li>Distributive </li></ul><ul><li>1. One issue (or one at a time) </li></ul><ul><li>2. “Win-Lose” </li></ul><ul><li>3. Maximize share of “fixed pie” </li></ul><ul><li>4. One-time relationship </li></ul><ul><li>5. Keep interests hidden </li></ul><ul><li>6. One expressed position for each issue </li></ul><ul><li>7. Keep information hidden </li></ul><ul><li>Integrative </li></ul><ul><li>Several issues </li></ul><ul><li>“ Win-Win” </li></ul><ul><li>“ Expand the pie” by creating and claiming value </li></ul><ul><li>Continuing long-term relationship </li></ul><ul><li>Share interests with other party </li></ul><ul><li>Create many options per issue to maximize mutual gains </li></ul><ul><li>Share information, explain “why” of issue </li></ul>
    16. 18. Presentation By : Sakhawat Ali 888(E)
    17. 19. Umer Saleem EFFECTIVE NEGOTIATION Few Useful Tips
    18. 20. EFFECTIVE NEGOTIATION <ul><li>Importance of the outcome : </li></ul><ul><ul><li>Identify the importance of the outcome for you. Only negotiate when the matter is something you truly care about and when you have a chance of succeeding . </li></ul></ul>
    19. 21. <ul><li>Look forward: Look forward, not backward. Its easy to get caught up in who did what and who is to blame. We sometimes do this to avoid having the problem or just out of habit. </li></ul>EFFECTIVE NEGOTIATION
    20. 22. EFFECTIVE NEGOTIATION <ul><li>Win-Win attitude: </li></ul><ul><ul><li>Adopt a win-win attitude. Negotiation is a collaborative between parties with common interests and objectives. </li></ul></ul>
    21. 23. <ul><li>BATNA: </li></ul><ul><li>Know your best alternative to a negotiated agreement (BATNA). Results from a negotiation can be improved by </li></ul><ul><li>identifying your best alternative </li></ul><ul><li>for each of your goals. </li></ul>EFFECTIVE NEGOTIATION
    22. 24. <ul><li>Go into the negotiation with objective criteria. Objective criteria should be independent of each side’s will and should be legitimate and practical. </li></ul>EFFECTIVE NEGOTIATION
    23. 25. <ul><li>Use a third party. When two parties can’t arrive at a mutually agreeable resolution, it can be helpful to involve a third party. </li></ul><ul><li>Respond, don’t react. </li></ul>EFFECTIVE NEGOTIATION
    24. 26. Presentation By : Umer Saleem 919(E)
    25. 27. Not all negotiation involve two individuals, some negotiation involve teams of individuals as third parties and global negotiation partners.
    26. 28. Third-party Negotiations <ul><li>Third party helps to develop a shared agreement between two opposing parties </li></ul>
    27. 29. <ul><li>A third party offers each party a chance to “VENT” in a nonthreatening environment. </li></ul><ul><li>Chance to disclose your feelings about the situation. </li></ul>
    28. 30. <ul><li>You and the other party can both benefit from the experience and expertise of third party. </li></ul><ul><li>Third party help the negotiating parties to organize their thoughts and develop options that may be acceptable to both parties. </li></ul>
    29. 31. Types Of Third Party <ul><li>MEDIATOR </li></ul><ul><li>ARBITRATOR </li></ul><ul><li>CONCILIATOR </li></ul><ul><li>CONSULTANT </li></ul>
    30. 32. <ul><li>A MEDIATOR is a natural party who has no stake in the outcome of agreement. </li></ul><ul><li>An ARBITRATOR is a natural third party who has the legal power to bind both parties in an agreement determined by arbitrator. </li></ul>
    31. 33. <ul><li>A CONCILIATOR is a trusted third party whose role is insure to that a steady flow of accurate information exist between the negotiating parties. </li></ul><ul><li>A CONSULTANT is a natural third party who teaches and advises the negotiating parties on skills and techniques of negotiation. </li></ul>
    32. 34. Negotiations between domestic and foreign firms is known as Global negotiations .
    33. 35. <ul><li>Name. </li></ul><ul><li>Rank/title. </li></ul><ul><li>Time. </li></ul><ul><li>Dress. </li></ul><ul><li>Behavior. </li></ul><ul><li>Communication. </li></ul><ul><li>Gift giving. </li></ul><ul><li>Food and drinks. </li></ul>