The document discusses negotiation skills and models of negotiation. It begins with an introduction to why we negotiate and elements of negotiation like process, behavior, and substance. It then explains different models of negotiation including win-win where both parties benefit, win-lose where one benefits and one loses, lose-lose where no one benefits, and RADPAC which is a 6 step model for negotiation. Finally, it outlines essentials for successful win-win negotiation, including proper preparation, setting expectations and alternate plans, honesty, and confidence.
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement. The document outlines different types of negotiation including distributive and integrative negotiation. It discusses concepts like BATNA and the bargaining zone model. It also identifies skills needed for effective negotiation like preparation, listening, and the ability to persuade others. Overall, the document gives a high-level introduction to key concepts and strategies involved in negotiation.
This document discusses dos and don'ts for handling sales objections. It identifies the most common objections like price, trust, and fear of change. It recommends listening to objections, validating problems, and answering objections by demonstrating features, comparing products, and stressing quality over price. Salespeople should avoid arguing, pressuring, losing temper, or talking too much. They should remain patient, knowledgeable, and make customers feel heard. Objections are beneficial as they reveal customer needs and help improve products.
This document provides guidance on handling objections that may arise during sales presentations. It defines what an objection is and distinguishes between false objections, which occur before providing full details, and true objections, which happen after presenting pricing. The proven process for objection handling is outlined as clarify, isolate/validate, and overcome. Examples of common objections like requesting information or price are given. The document also provides a sample objection scenario and response addressing a potential customer who only speaks at conferences. It emphasizes that regular practice is needed to get better at objection handling and to eventually welcome objections.
This document outlines 7 key skills for successful negotiation: preparation, patience, active listening, emotional control, verbal communication, problem solving, and reliability. It discusses each skill in 1-2 paragraphs, emphasizing the importance of preparation (responsible for 90% of success), listening to understand other perspectives, maintaining emotional control, clearly communicating your position, focusing on problem-solving rather than goals, keeping promises to build trust, and being reliable. Mastering these 7 negotiation skills can help you achieve win-win agreements.
This document discusses negotiation frameworks and strategies that can be applied to business-to-business sales negotiations. It outlines different negotiation styles like accommodating, collaborative, avoiding, and competitive based on the relationship and outcome priorities. It also summarizes the Getting to Yes negotiation framework of separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria. The document provides tips for applying these frameworks and strategies to qualification, pricing/discounting, and closing stages of B2B sales negotiations.
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement. The document outlines different types of negotiation including distributive and integrative negotiation. It discusses concepts like BATNA and the bargaining zone model. It also identifies skills needed for effective negotiation like preparation, listening, and the ability to persuade others. Overall, the document gives a high-level introduction to key concepts and strategies involved in negotiation.
This document discusses dos and don'ts for handling sales objections. It identifies the most common objections like price, trust, and fear of change. It recommends listening to objections, validating problems, and answering objections by demonstrating features, comparing products, and stressing quality over price. Salespeople should avoid arguing, pressuring, losing temper, or talking too much. They should remain patient, knowledgeable, and make customers feel heard. Objections are beneficial as they reveal customer needs and help improve products.
This document provides guidance on handling objections that may arise during sales presentations. It defines what an objection is and distinguishes between false objections, which occur before providing full details, and true objections, which happen after presenting pricing. The proven process for objection handling is outlined as clarify, isolate/validate, and overcome. Examples of common objections like requesting information or price are given. The document also provides a sample objection scenario and response addressing a potential customer who only speaks at conferences. It emphasizes that regular practice is needed to get better at objection handling and to eventually welcome objections.
This document outlines 7 key skills for successful negotiation: preparation, patience, active listening, emotional control, verbal communication, problem solving, and reliability. It discusses each skill in 1-2 paragraphs, emphasizing the importance of preparation (responsible for 90% of success), listening to understand other perspectives, maintaining emotional control, clearly communicating your position, focusing on problem-solving rather than goals, keeping promises to build trust, and being reliable. Mastering these 7 negotiation skills can help you achieve win-win agreements.
This document discusses negotiation frameworks and strategies that can be applied to business-to-business sales negotiations. It outlines different negotiation styles like accommodating, collaborative, avoiding, and competitive based on the relationship and outcome priorities. It also summarizes the Getting to Yes negotiation framework of separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria. The document provides tips for applying these frameworks and strategies to qualification, pricing/discounting, and closing stages of B2B sales negotiations.
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
This document provides an overview of negotiation and influencing skills. It discusses that negotiation is commonly applied to formal situations like making a deal between employers and employees, but there are many more informal occasions where interactions can be described as negotiation. It outlines the core characteristics of negotiation as having conflicting interests, communication between parties, possible compromises, provisional offers and counteroffers, and jointly determined outcomes. The document also discusses different types of negotiation including positional vs integrative, and keys to successful negotiation like having a positive attitude, understanding the negotiation process, and using effective negotiation behaviors. It links negotiation and influencing, noting that persuasion is about getting others to want to do what you want rather than forcing them. The document provides tips for successful persu
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Negotiation involves discussion and compromise between two or more parties who want something from each other. The negotiation process typically involves flexible communication to reach a mutually beneficial outcome where neither side is considered a clear winner or loser. Key aspects of negotiation include establishing goals, understanding influences like time constraints and attitudes, and employing strategies like integrating interests to find agreements all sides find acceptable.
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
- Four phases of negotiation: plan, debate, propose, and bargain.
- Styles of negotiation including accommodating, collaborating, avoiding, competing, and compromising.
- Principles of principled negotiation including separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria.
Peter Looney, a project manager at IT company Globus Inc., agreed to an unrealistic deadline for a software development project for client Maxwell Telecommunications. When issues arose, Peter had not properly negotiated terms for extensions or additional requirements. As a result, Globus incurred losses due to penalties, increased scope without updated terms, and overtime costs. The document emphasizes the importance of negotiation skills for professionals to avoid such problems and instead reach mutually agreeable solutions through open discussion and compromise.
The document provides tips on selling skills and the sales process. It discusses prospecting, approaching customers, conducting effective meetings and presentations, handling objections, and closing sales. Key aspects of the sales process covered include preparing for calls, asking probing questions to understand customer needs, overcoming objections, highlighting benefits to get buy-in, and making multiple attempts to close before giving up on prospects. The document emphasizes skills like listening, elaboration, understanding customers, and adapting approach based on customer type to improve sales outcomes.
Negotiation skills PPT along with Slideshow audio description note.Sachin PM
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement while having different preferences. The document outlines key features of negotiation including having multiple parties, goals, and a willingness to modify positions. It describes different types of negotiation as distributive, focusing on distributing a fixed resource, and integrative, enabling parties to find mutually beneficial agreements. The negotiation process, importance of alternatives, bargaining zones, behaviors, issues, third party roles, tips and skills for effective negotiation are also summarized.
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
Persuading, influencing and negotiating skillsMohammed Gamal
This document discusses skills for persuading, negotiating, and influencing others. It explains that persuading involves convincing others to take action, negotiating involves reaching mutually agreeable agreements, and influencing encompasses both. The document provides tips for each skill, such as focusing on others' needs, using logical arguments, and subtly complimenting others. It also discusses laws of influence, such as reciprocity, authority, and social proof. The overall message is that these skills are important for many jobs and situations, and one must understand different negotiation strategies to be effective.
The document discusses four personality types - Socializers, Relaters, Analytics, and Directors - and provides tips on identifying a customer's personality type and how to tailor your sales approach accordingly. It outlines the key characteristics, positives, challenges, common occupations, famous examples, and tactics for interacting with each personality type. The conclusion emphasizes tailoring your sales presentation to the customer's personality in order to use their personality to your advantage in the sales process.
Interpersonal Skills are the life skills we use every day to communicate and interact with other people, both individually and in groups. People who have worked on developing strong interpersonal skills are usually more successful in both their professional and personal lives.
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)MaRS Discovery District
The art of negotiation touches every aspect of our lives — we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business — we negotiate with our customers, our suppliers and our investors. Case studies focus on situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
Attitudes stem out of personalities of individuals and are the result of the choices they make. It is important for employees, particularly sales people, to have a positive mental attitude.
This document discusses various aspects of effective negotiation strategies and tactics. It outlines different negotiation styles like integrating, obliging, dominating, and compromising. It also lists assumptions that should be made before negotiating, such as both parties having needs to be met, avoiding a win-lose philosophy, issues being potentially negotiable, and considering the other person's needs. The document defines principled negotiation as deciding issues based on merits rather than positions, and focuses on separating people from problems, interests over positions, inventing mutual gain options, and using objective criteria. It concludes with questions for discussion about negotiation styles and examples of focusing on interests leading to agreement.
The document provides an overview of negotiation skills and strategies. It discusses preparing for negotiation by understanding interests, alternatives, and BATNA. During negotiation, anchoring, concessionary moves, and listening skills are important. Integrative negotiation aims for mutual gain while distributive negotiation is competitive. Preparation, interaction, and reaching agreement are the key stages of negotiation.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
This document provides an overview of negotiation and influencing skills. It discusses that negotiation is commonly applied to formal situations like making a deal between employers and employees, but there are many more informal occasions where interactions can be described as negotiation. It outlines the core characteristics of negotiation as having conflicting interests, communication between parties, possible compromises, provisional offers and counteroffers, and jointly determined outcomes. The document also discusses different types of negotiation including positional vs integrative, and keys to successful negotiation like having a positive attitude, understanding the negotiation process, and using effective negotiation behaviors. It links negotiation and influencing, noting that persuasion is about getting others to want to do what you want rather than forcing them. The document provides tips for successful persu
In this SlideShare, Richardson explains there is no second act in selling. Buyers have too many options and not enough time. When your salespeople show up, they must be exceptional – cutting through the noise and distilling what matters most.
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Negotiation involves discussion and compromise between two or more parties who want something from each other. The negotiation process typically involves flexible communication to reach a mutually beneficial outcome where neither side is considered a clear winner or loser. Key aspects of negotiation include establishing goals, understanding influences like time constraints and attitudes, and employing strategies like integrating interests to find agreements all sides find acceptable.
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
- Four phases of negotiation: plan, debate, propose, and bargain.
- Styles of negotiation including accommodating, collaborating, avoiding, competing, and compromising.
- Principles of principled negotiation including separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria.
Peter Looney, a project manager at IT company Globus Inc., agreed to an unrealistic deadline for a software development project for client Maxwell Telecommunications. When issues arose, Peter had not properly negotiated terms for extensions or additional requirements. As a result, Globus incurred losses due to penalties, increased scope without updated terms, and overtime costs. The document emphasizes the importance of negotiation skills for professionals to avoid such problems and instead reach mutually agreeable solutions through open discussion and compromise.
The document provides tips on selling skills and the sales process. It discusses prospecting, approaching customers, conducting effective meetings and presentations, handling objections, and closing sales. Key aspects of the sales process covered include preparing for calls, asking probing questions to understand customer needs, overcoming objections, highlighting benefits to get buy-in, and making multiple attempts to close before giving up on prospects. The document emphasizes skills like listening, elaboration, understanding customers, and adapting approach based on customer type to improve sales outcomes.
Negotiation skills PPT along with Slideshow audio description note.Sachin PM
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement while having different preferences. The document outlines key features of negotiation including having multiple parties, goals, and a willingness to modify positions. It describes different types of negotiation as distributive, focusing on distributing a fixed resource, and integrative, enabling parties to find mutually beneficial agreements. The negotiation process, importance of alternatives, bargaining zones, behaviors, issues, third party roles, tips and skills for effective negotiation are also summarized.
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
Persuading, influencing and negotiating skillsMohammed Gamal
This document discusses skills for persuading, negotiating, and influencing others. It explains that persuading involves convincing others to take action, negotiating involves reaching mutually agreeable agreements, and influencing encompasses both. The document provides tips for each skill, such as focusing on others' needs, using logical arguments, and subtly complimenting others. It also discusses laws of influence, such as reciprocity, authority, and social proof. The overall message is that these skills are important for many jobs and situations, and one must understand different negotiation strategies to be effective.
The document discusses four personality types - Socializers, Relaters, Analytics, and Directors - and provides tips on identifying a customer's personality type and how to tailor your sales approach accordingly. It outlines the key characteristics, positives, challenges, common occupations, famous examples, and tactics for interacting with each personality type. The conclusion emphasizes tailoring your sales presentation to the customer's personality in order to use their personality to your advantage in the sales process.
Interpersonal Skills are the life skills we use every day to communicate and interact with other people, both individually and in groups. People who have worked on developing strong interpersonal skills are usually more successful in both their professional and personal lives.
Negotiation and Conflict Resolution - Entrepreneurship 101 (2013/2014)MaRS Discovery District
The art of negotiation touches every aspect of our lives — we routinely negotiate with our spouses, our children, our landlord, our employer, and so on. It is equally important in business — we negotiate with our customers, our suppliers and our investors. Case studies focus on situations most entrepreneurs will face: research projects, starting a business venture, obtaining investors and licensing a product or invention.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
Attitudes stem out of personalities of individuals and are the result of the choices they make. It is important for employees, particularly sales people, to have a positive mental attitude.
This document discusses various aspects of effective negotiation strategies and tactics. It outlines different negotiation styles like integrating, obliging, dominating, and compromising. It also lists assumptions that should be made before negotiating, such as both parties having needs to be met, avoiding a win-lose philosophy, issues being potentially negotiable, and considering the other person's needs. The document defines principled negotiation as deciding issues based on merits rather than positions, and focuses on separating people from problems, interests over positions, inventing mutual gain options, and using objective criteria. It concludes with questions for discussion about negotiation styles and examples of focusing on interests leading to agreement.
The document provides an overview of negotiation skills and strategies. It discusses preparing for negotiation by understanding interests, alternatives, and BATNA. During negotiation, anchoring, concessionary moves, and listening skills are important. Integrative negotiation aims for mutual gain while distributive negotiation is competitive. Preparation, interaction, and reaching agreement are the key stages of negotiation.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
The event is the latest of our training on personal finannce and entreprenership.
The series of trainings and events was on personal finance were organized by PFG since early 2010
Herb Cohen is another favorite author and renowned negotiator. The best thing I learned from the book is - we got to be good, else focus shifts from problem to manners :-)
This document discusses various aspects of decision making, including:
1. It outlines the plan to cover topics like individual vs corporate decision making, types of decisions and organizations, and the decision making process.
2. It describes the needs of decision making like having the right information, ability to synthesize information, and authority.
3. It compares individual and corporate decision making, covering types of corporate decisions based on level in the organization.
4. It discusses the importance of resolving conflicts in the decision making process and ensuring decisions do not create "winners and losers" or a zero sum game situation.
This document discusses various aspects of negotiation including why we negotiate, types of negotiation, preparation tactics, common mistakes, dealing with difficult people, negotiation tactics, the impact of culture, and a case study on Apple vs. Samsung. It addresses distributive and integrative negotiation, BATNA, ZOPA, preparation steps, and hidden agendas. Cultural dimensions from Hofstede and McClelland's theories of motivation are covered in relation to negotiation.
Slides from the presentation given by Simon Usherwood (University of Surrey) at the joint conference Open Educational Resources in the disciplines in October 2010.
Everything is Negotiable | Negotiating is one of the Greatest AbilitiesEmployment Crossing
Harrison believes that almost everything in life is negotiable but very few people actually realize it. Negotiating is one of the greatest abilities that you can possibly have, and you should take every chance to negotiate the best possible deal for your life, career, and everything you do.
Why should you get none of what you want when you can get most of what you want? There is no skill more fundamental to success than the ability to negotiate.
Whether you are negotiating with venture capitalists or for a promotion, negotiation skills are vital to get more of what you want by giving up less than what you want. You will leave this talk with specific operational advice to immediately improve the quality of your professional life.
Learn more about:
» Emotionally connect with opponents for better outcomes for all parties.
» Understand the limits of BATNA as a negotiating technique.
» Transform negotiations from fixed to variable sum gains.
Presentation in Salisbury 22 April to Big Business Event. How to negotiate better to get increased profits, decrease your costs and manage your relationship
This document discusses leadership, including definitions of leadership, the importance of leadership, the roles and qualities of effective leaders, and the differences between leadership and management. It defines leadership as an interpersonal process of influencing and guiding others towards goals. Key points include that leadership is important for maximizing efficiency and achieving goals, and that effective leadership involves building morale, motivation, and confidence. Leadership requires qualities like intelligence, maturity, and personality. While leadership and management overlap, leadership focuses more on inspiration and relationships, whereas management focuses more on organization and procedures.
This document provides an overview of a course on negotiating skills. It discusses preparing for negotiations, different negotiation styles, dealing with tough tactics, developing alternatives, and practicing skills. Key concepts covered include BATNA, WATNA, WAP, and ZOPA. The document also discusses making a good impression, exchanging information, overcoming obstacles, getting past no to yes, dealing with emotions, and closing a negotiation. The overall summary is:
The document outlines a course to improve negotiating skills. It discusses preparing for negotiations, different negotiation tactics and styles, key concepts, making a good impression, exchanging information, overcoming obstacles during negotiations, getting agreement, dealing with emotions, and closing a negotiation successfully.
El documento presenta información sobre diferentes escuelas y métodos de negociación. Brevemente describe la negociación como una relación entre dos o más partes para llegar a un acuerdo mutuamente beneficioso. Luego discute tres escuelas de negociación - la escuela colombiana, el modelo soviético y el modelo clausewiano - resaltando sus principios y características clave. Finalmente, explica el método de negociación de Harvard enfocándose en distinguir entre la relación y la sustancia, identificar los intereses subyacentes, y generar
The document discusses various aspects of negotiation including:
1. It defines negotiation and provides examples of negotiation in different contexts like personal and professional lives.
2. It describes the roles and skills of a negotiator, highlighting qualities like empathy, listening, and avoiding self-sacrificing behavior.
3. It outlines the key elements of negotiation as the process, behaviors of parties involved, and the substance/topic being negotiated.
4. It explains different models of negotiation like win-win, win-lose, lose-lose, and RADPAC, providing examples to illustrate each model.
The document describes a 7 Claps game where players take turns adding to a number between 0-50. If a number is a multiple of 7, the player must clap 7 times. The player who says a number resulting in clapping loses and must play a word or board game.
It then provides directions for a role play activity where customers and manufacturers negotiate over a prototype product. The customer wants changes to quality, cost, and packaging but the manufacturer wants to keep the prototype the same to maximize profits. Representatives from each side will role play the negotiation.
Image Building Workbook- Creat Your Own PlanRohit Bhatia
Part of "Creating Self Brand", this Personal Brand Workbook lets you create your own development plan. It lets you identify and highlight your Strengths, design you plan to overcome Weaknesses and work on Opportunities. This workbook also helps as a tool to recognize your Values and linking them with your Passion. And, of course, no plan is complete without Commitment, the essential part of "Your Personal plan Workbook".
The document discusses key aspects of planning for and conducting successful global business negotiations. It covers understanding negotiation concepts and stages, identifying issues and priorities, developing strategies, closing deals, and factors like culture, communication styles, and decision-making approaches that vary significantly between regions and can impact negotiations. Specific regions discussed include Europe, Asia, Latin America, the Middle East, and Africa, highlighting differences in their pacing, individualism versus collectivism, formality, and other cultural characteristics to keep in mind. The document also provides tips for effective cross-cultural negotiation, like maintaining a win-win approach, building relationships, and adapting strategies to the local environment.
How to Negotiate Anything, Anywhere Helena, MTDave Beson
How can you negotiate for others better than you negotiate for yourself? Be a professional, and use "principled negotiation." Dave Beson explores this concept and the proven dialogues used by real estate professionals will help you to succeed with buyers, sellers, and in tough situations.
For more information, please contact:
Dave Beson Seminars
www.davebeson.com
dave@davebeson.com
Visit my blog at
www.davebeson.wordpress.com
The document summarizes quinolone antibiotics, specifically fluoroquinolones. It describes their discovery in the 1960s, members of the group, uses in veterinary medicine to treat various bacterial infections, mechanism of action by inhibiting bacterial DNA replication, development of resistance, and potential side effects in animals involving joints and retina when administered at high doses.
Negotiation is a dialoguebetween two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all of the parties involved, or just for one or some of them.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organization they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Leading a negotiation is not easy, but should not be scary, either. The key to a successful negotiation is mastering communication techniques and getting your counterpart to cooperate for mutual gains. This presentation serves as a necessary introduction for anyone interested in knowing how to approach a negotiation situation as it presents itself either in personal or professional life.
The document provides guidance on negotiation skills and strategies. It discusses that negotiation is a process of finding a compromise where both parties get something they want. Effective negotiation uses a "purple" strategy of both asserting one's own interests but also considering the other party's interests. The negotiation process involves four phases - planning, debating, proposing, and bargaining. During the planning phase, it is important to understand both parties' objectives and interests. In the debating phase, listening is key and one should question positions to understand them rather than make accusations. The overall approach emphasizes finding mutually beneficial solutions over winning at the other's expense.
This document discusses negotiation strategies and techniques. It begins by providing examples of common negotiation situations like children dividing an apple, a manager making a suggestion to their superior, and friends deciding on a movie. It then discusses different approaches to negotiation like avoidance, capitulation, problem solving, and escalation. The document also describes three behaviors in negotiation - red behavior focused on self-interest, blue cooperative behavior, and purple behavior that combines red and blue. It emphasizes the importance of preparing for negotiation and understanding the other party's objectives and interests.
The document provides guidance on negotiation skills and the negotiation process. It discusses preparing for negotiation by understanding what each party wants, their strengths and weaknesses. It also discusses the different phases of negotiation - planning, debating issues, proposing solutions, and bargaining to reach an agreement. During the debate phase, it's important to listen, ask questions to understand the other perspective, and look for areas of agreement rather than arguing opposing views. The goal is to find a mutually beneficial solution to meet both parties' needs.
This document provides an overview of the key aspects of negotiations, including the negotiating process, language used, responding to proposals, dealing with differences, and finalizing agreements. It discusses preparation, building rapport, presenting and clarifying proposals, disagreeing and agreeing, compromise strategies, documentation, and closing discussions on a positive note. Examples of useful phrases are provided for each step of the negotiation process. The overall purpose is to help those learning English for negotiations understand essential concepts and vocabulary.
The document discusses negotiations through examples of the 1912 Roosevelt presidential campaign and negotiation tactics. It provides tips for negotiating, including anchoring, being willing to walk away from a negotiation, and other tips like preparing, paying attention to timing, leaving ego at the door, listening skills, asking for what you want, anticipating compromise, not absorbing the other side's problems, and sticking to principles. It poses discussion questions about other negotiation tips, how confidence affects outcomes, the best negotiator one knows, agreeing to uncomfortable terms, and one's potential to be a kick-ass negotiator.
The document discusses various aspects of negotiation including definitions, types, common buyer concerns, and how to address objections. It defines negotiation as working together to find mutually acceptable solutions and as reaching agreements by resolving differences through creativity. It discusses types such as professional vs personal negotiations and examples like buying a home or resolving disputes among friends. It also outlines common buyer concerns like needing more information about the product, price, source, or time and provides suggestions for addressing each concern.
Discover the Negotiating techniques responsible for over 15Million in closed transactions in under 9 months. Learn the exact strategies Terry Hale uses and teaches to his elite clients!
This document provides an overview of a training on English for Negotiations. It includes:
- An agenda that covers the negotiating process, language of bargaining, responding to proposals, dealing with differences, and finalizing agreements.
- Sections on preparing for negotiations, building rapport, presenting and clarifying proposals, responding positively and negatively to proposals, discussing limits, and closing a negotiated agreement.
- Examples of language and structures to use in different stages of negotiation, including building rapport, presenting proposals, responding to proposals, dealing with differences, and finalizing agreements.
The training aims to help participants develop their English skills for effective negotiation in professional contexts.
The document discusses the concepts and techniques of power negotiating. It defines power negotiating as winning at the negotiating table while making the other person feel they have won. Some key points covered include overstating initial demands to establish a higher baseline, using techniques like "why not" to apply pressure, developing alternatives to increase leverage, understanding different sources of power, and adjusting approaches for cross-cultural negotiations. A case study example demonstrates how understanding negotiation strategies is important to avoid being taken advantage of in discussions.
The document discusses common obstacles to successful negotiation, including lack of information, suspicion and mistrust between parties, being too rigid in one's positions, lack of time, impaired communication, playing the blame game, failure to understand the other party's interests, and lack of confidence. Each obstacle is explained with an example of how it can cause negotiations to fail or result in an unsatisfactory outcome for both sides. The document advocates for building trust, flexibility, clear communication, empathy, understanding interests, and preparation to overcome these obstacles.
The document discusses negotiation skills and concepts. It begins by defining negotiation as a process of searching for terms to obtain what you want from someone who wants something from you. It then discusses several key concepts in negotiation including:
- Having a BATNA (Best Alternative to a Negotiated Agreement)
- Establishing a reservation price
- Identifying a ZOPA (Zone of Possible Agreement)
- Creating value through trades.
It emphasizes the importance of separating people from the problem, focusing on interests rather than positions, inventing options for mutual gain, and using objective criteria in negotiations. Several negotiation styles and tactics are also outlined.
This document provides an overview of an upcoming media negotiation training session. It includes details about the start time, communication methods during the session, and how to ask follow up questions. The session will focus on establishing a more efficient approach to media negotiations by moving away from traditional practices like lengthy back-and-forth discussions and an overemphasis on relationships. The trainer advocates applying business logic and establishing clear value assessments using metrics to make the negotiation process more straightforward and mutually beneficial for buyers and sellers.
The document discusses various negotiation strategies and techniques, including when to negotiate and when not to, different negotiation styles, preparing for negotiation by understanding interests and alternatives, anchoring offers, expanding the negotiation issues, and tips for opening offers such as framing proposals optimistically within reason. It provides an overview of international negotiation concepts and best practices.
This document provides an overview of negotiation analysis, including types of negotiations, models of negotiation, and challenges. It discusses common negotiation situations in personal and professional contexts. The key models described are win-win, win-lose, lose-lose, and RADPAC (which stands for rapport, analysis, debate, propose, agree, and close). The biggest challenge is when parties are unwilling to understand each other's interests and needs during negotiation. Effective negotiation requires comprehending different perspectives.
Negotiating skills for Women - Christa FairchildTanya McGinnity
The document summarizes Christa Fairchild's presentation on essential negotiation skills for women. She discusses how women are still paid 75 cents for every dollar paid to men and offers strategies to help close the gender pay gap. These include asking for raises and higher salaries more often, focusing on mutual gains in negotiations rather than positions, creating alternative options if no agreement is reached, and understanding the other side's perspective and interests. The goal is to empower women to negotiate better terms and reap the full benefits of their work.
All of us negotiate every day at work, in relationships and with third parties however most of us have never been taught any negotiation theory or some tricks of the trade. Join Samuel Tait for a review of what he learned from top 5 US business school, Wharton from their semester long Negotiation class.
Learn about:
- Negotiating some of the big & small things in life.
- The 3 secrets of principled negotiation and win-win outcomes.
- The top 10 things about negotiation you’ve probably never been taught.
- Understand the 3 elements that drive principled negotiation and win-win outcomes
- Find out what a BATNA and ZOPA are and how they will make you a better negotiator.
البوست ده عمل خيري ...
دي لينكات لمحاضرات في امراض وادوية الدواجن وكورسات التنمية البشرية ... جميع المحاضرات بصيغة بوربوينت
شير لعلها تكون المنجية لنا جميعا
This post is for charity ...
Links to PowerPoint presentations in poultry diseases, medications, and immunity in addition to soft skills courses
Share to benefit others
ادوية علاج الدواجن من المضادات الحيوية ومستخلصات الأعشاب
Poultry medications (antibiotics and herbal extracts)
Link to download more presentations in powerpoint
https://lnkd.in/gJGGnPY
امراض الدواجن البكتيرية والفيروسية واساسات التحصينات ومناعة الطيور
Poultry diseases, vaccination and immunity
Link to download presentations in powerpoint
https://lnkd.in/g2ef7DP
كورسات التنمية البشرية
Soft skills courses
Link to download presentations in powerpoint
https://lnkd.in/g8W7TYq
Presentations are continuously updated
المكتبة متجددة باستمرار
البوست ده عمل خيري ...
دي لينكات لمحاضرات في امراض وادوية الدواجن وكورسات التنمية البشرية ... جميع المحاضرات بصيغة بوربوينت
شير لعلها تكون المنجية لنا جميعا
This post is for charity ...
Links to PowerPoint presentations in poultry diseases, medications, and immunity in addition to soft skills courses
Share to benefit others
ادوية علاج الدواجن من المضادات الحيوية ومستخلصات الأعشاب
Poultry medications (antibiotics and herbal extracts)
Link to download more presentations in powerpoint
https://lnkd.in/gJGGnPY
امراض الدواجن البكتيرية والفيروسية واساسات التحصينات ومناعة الطيور
Poultry diseases, vaccination and immunity
Link to download presentations in powerpoint
https://lnkd.in/g2ef7DP
كورسات التنمية البشرية
Soft skills courses
Link to download presentations in powerpoint
https://lnkd.in/g8W7TYq
Presentations are continiously updated
المكتبة متجددة باستمرار
Marek's disease is a highly contagious viral infection of poultry caused by the Marek's disease virus (MDV). It is characterized by T cell lymphomas as well as infiltration of nerves and organs by lymphocytes. Clinical signs may include decreased growth, egg production, or high mortality rates in susceptible birds. The disease is transmitted horizontally through inhalation of dander from infected birds and has significant economic impacts on the poultry industry worldwide. Vaccines have been developed to control Marek's disease but the virus continues to evolve, requiring changes to vaccination strategies.
Sulfonamides and Sulfonamide Combinations Use in Animals.pptxOssama Motawae
This document discusses sulfonamides and sulfonamide combinations used in animals. It covers their introduction, therapeutic indications including treatment of various infections, mode of action by inhibiting bacterial folic acid synthesis, administration routes, pharmacokinetics of absorption, distribution, metabolism and excretion, adverse effects including hypersensitivity reactions, and drug interactions. The document provides details on various individual sulfonamides and potentiated sulfonamide combinations used in veterinary medicine.
Seven Cs of Effective Communication_Life Time Example.pptxOssama Motawae
"عسى ان يكون علما ينتفع به"
Communication
دي لينكات لمحاضرات في امراض وادوية الدواجن وكورسات التنمية البشرية ... جميع المحاضرات بصيغة بوربوينت
ادوية علاج الدواجن من المضادات الحيوية ومستخلصات الأعشاب
Poultry medications (antibiotics and herbal extracts)
Link to download more presentations in PowerPoint
https://drive.google.com/open?id=1EtFtygmlvOYqjqpanRTIgoExIENd-YIB
امراض الدواجن البكتيرية والفيروسية واساسات التحصينات ومناعة الطيور
Poultry diseases, vaccination, and immunity
Link to download presentations in PowerPoint
https://drive.google.com/open?id=1znC0qeHMivV2ai4_IUweA-VTBQLJSVKu
كورسات التنمية البشرية
Soft skills courses
Link to download presentations in PowerPoint
https://drive.google.com/open?id=1R3CqcFO10bOyi1aRQx0WNSn6B5TMNMxu
Seven Cs of Effective Communication_Tips.pptxOssama Motawae
"عسى ان يكون علما ينتفع به"
Communication
"عسى ان يكون علما ينتفع به"
Communication
دي لينكات لمحاضرات في امراض وادوية الدواجن وكورسات التنمية البشرية ... جميع المحاضرات بصيغة بوربوينت
ادوية علاج الدواجن من المضادات الحيوية ومستخلصات الأعشاب
Poultry medications (antibiotics and herbal extracts)
Link to download more presentations in PowerPoint
https://drive.google.com/open?id=1EtFtygmlvOYqjqpanRTIgoExIENd-YIB
امراض الدواجن البكتيرية والفيروسية واساسات التحصينات ومناعة الطيور
Poultry diseases, vaccination, and immunity
Link to download presentations in PowerPoint
https://drive.google.com/open?id=1znC0qeHMivV2ai4_IUweA-VTBQLJSVKu
كورسات التنمية البشرية
Soft skills courses
Link to download presentations in PowerPoint
https://drive.google.com/open?id=1R3CqcFO10bOyi1aRQx0WNSn6B5TMNMxu
The 7 Cs of effective communication are completeness, conciseness, consideration, clarity, concreteness, courtesy, and correctness. Completeness means conveying all necessary information without missing details. Conciseness communicates the message using as few words as possible. Consideration involves understanding the audience's perspective. Clarity ensures the message is easy to understand. Concreteness uses specific examples. Courtesy shows respect for the recipient. Correctness means using proper grammar, vocabulary, and facts. Mastering these 7 Cs makes one an effective communicator.
Seven Cs of Effective Communication_Srategy to Apply.pptxOssama Motawae
This document provides strategies for applying the seven C's of effective communication. It discusses managing emotions during conversations, allowing others to vent emotions without interrupting, checking for understanding by rephrasing and asking open-ended questions, verifying understanding after speaking, acknowledging agreements and disagreements, identifying actions that can be taken, and considering mediation in tense situations. The seven C's of communication strategies aim to have calm, understanding discussions and resolve issues through identified actions.
Seven Cs of Effective Communication_Terminology.pptxOssama Motawae
The document defines key terms related to effective communication including active voice, audience, conversation, courtesy, jargon, learning, linguistic, passive voice, pause, and phrase. It explains that active voice indicates the subject is performing the action, while passive voice means the subject is receiving the action. It also defines audience, conversation, courtesy, learning, linguistic, pause, and phrase.
The document discusses delegation skills, providing definitions and explanations of key concepts such as authority, responsibility, and accountability. It explains that delegation involves distributing responsibility and authority to others while maintaining accountability. Some key points covered include:
- Delegation allows managers to save time, motivate employees, develop their team, and groom successors.
- Tasks that can be delegated include those that subordinates can do better, cheaper, faster, or as part of their normal duties or development.
- Tasks that generally should not be delegated include leadership, tasks the boss wants done personally, personnel functions, and policy/planning responsibilities.
- People may not delegate due to a lack of understanding of need, confidence, delegation
Here are the key steps in the problem solving process:
1. Define the problem clearly - Identify what exactly is not working and needs to be addressed.
2. Brainstorm possible solutions - Generate as many options as possible for resolving the problem from multiple perspectives.
3. Evaluate the potential solutions - Consider the pros and cons of each solution option against relevant criteria.
4. Choose the best solution - Select the option that best addresses the problem within available constraints and resources.
5. Implement and monitor the solution - Put the chosen solution into action, then track progress and results.
6. Refine as needed - If the initial solution does not fully resolve the problem, refine and improve the approach through
The Johari Window model describes how information about an individual is divided among four panes or "areas" based on what is known to the individual themselves and what is known by others. The four areas are: the open or public area which contains information known by both self and others; the blind area which contains information known by others but not self; the hidden area which contains information known by self but not others; and the unknown area which contains information known by neither self nor others. The model can be used to analyze interpersonal relationships and identify different personality types based on the relative sizes of the four areas.
This document provides an introduction to leadership, covering topics such as what leadership is, the importance of leadership, qualities of a leader, the differences between leadership and management, different leadership styles, and leader ethics. It defines leadership as a process of directing and influencing people towards accomplishing goals. The importance of leadership is discussed in terms of initiating action, providing motivation and guidance, creating confidence, building morale, and enabling coordination. Qualities of a good leader include intelligence, communication skills, empathy, and being a role model. The differences between leadership and management are explained, with leadership focusing more on inspiration and vision compared to the planning and control focus of management. Different leadership styles like autocratic, laissez-faire, democratic,
This document provides an overview of marketing skills and concepts, including market segmentation, SWOT analysis, marketing strategy, and various marketing tools. It discusses key aspects of each topic like the purpose of market segmentation and factors to consider. Examples are provided to illustrate concepts like Arnold's mistake in not properly identifying target customers. The document also explains SWOT analysis in detail, including the four quadrants of combining internal/external factors. Common pitfalls of SWOT analysis are identified.
The document discusses adaptive selling and describes the four social styles - Driver, Expressive, Analytical, and Amiable. It provides tips for identifying each style based on behaviors and traits. Drivers are task-oriented, competitive, and want control while Expressives are people-oriented, enthusiastic, and seek recognition. The document outlines how to influence each style in a sales presentation and discusses their strengths and weaknesses as both salespeople and customers.
Chris is hoping to get a promotion to Senior Manager that has opened in his department. He is feeling tense about it. Michael reassures Chris that the company's performance appraisals will objectively show that Chris deserves the promotion based on his work performance, rather than someone like Tom who is good at impression management but lacks results. Performance appraisals involve evaluating employees' personality, performance, and potential to help with decisions around promotions, pay increases, and development. They provide a formal process to document and measure each employee's contributions.
Company X intends to expand into baby healthcare products. It must consider the marketing mix - product, place, price and promotion. For products, it should determine the variety, quality, design, features, branding and packaging. For place, it needs to decide the distribution channels. Pricing requires considering costs, competition and discounts. Promotion involves advertising, personal selling, public relations and point of sale communication to raise awareness of the new products.
This document discusses corporate etiquette and dressing etiquette. It provides guidance on different types of dress codes including professional dress and business casual. For professional dress, it recommends suits, ties, and dark colors for men and suits, dresses, and dark colors for women. For business casual, it suggests polo shirts, khakis or dress pants for men and shirts, skirts or dresses, and nice shoes for women. It also provides tips for women on avoiding revealing clothing and excessive jewelry.
Main Java[All of the Base Concepts}.docxadhitya5119
This is part 1 of my Java Learning Journey. This Contains Custom methods, classes, constructors, packages, multithreading , try- catch block, finally block and more.
it describes the bony anatomy including the femoral head , acetabulum, labrum . also discusses the capsule , ligaments . muscle that act on the hip joint and the range of motion are outlined. factors affecting hip joint stability and weight transmission through the joint are summarized.
Leveraging Generative AI to Drive Nonprofit InnovationTechSoup
In this webinar, participants learned how to utilize Generative AI to streamline operations and elevate member engagement. Amazon Web Service experts provided a customer specific use cases and dived into low/no-code tools that are quick and easy to deploy through Amazon Web Service (AWS.)
This presentation includes basic of PCOS their pathology and treatment and also Ayurveda correlation of PCOS and Ayurvedic line of treatment mentioned in classics.
A workshop hosted by the South African Journal of Science aimed at postgraduate students and early career researchers with little or no experience in writing and publishing journal articles.
Walmart Business+ and Spark Good for Nonprofits.pdfTechSoup
"Learn about all the ways Walmart supports nonprofit organizations.
You will hear from Liz Willett, the Head of Nonprofits, and hear about what Walmart is doing to help nonprofits, including Walmart Business and Spark Good. Walmart Business+ is a new offer for nonprofits that offers discounts and also streamlines nonprofits order and expense tracking, saving time and money.
The webinar may also give some examples on how nonprofits can best leverage Walmart Business+.
The event will cover the following::
Walmart Business + (https://business.walmart.com/plus) is a new shopping experience for nonprofits, schools, and local business customers that connects an exclusive online shopping experience to stores. Benefits include free delivery and shipping, a 'Spend Analytics” feature, special discounts, deals and tax-exempt shopping.
Special TechSoup offer for a free 180 days membership, and up to $150 in discounts on eligible orders.
Spark Good (walmart.com/sparkgood) is a charitable platform that enables nonprofits to receive donations directly from customers and associates.
Answers about how you can do more with Walmart!"
How to Manage Your Lost Opportunities in Odoo 17 CRMCeline George
Odoo 17 CRM allows us to track why we lose sales opportunities with "Lost Reasons." This helps analyze our sales process and identify areas for improvement. Here's how to configure lost reasons in Odoo 17 CRM
A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
2. Plan of Talk
Introduction
– Why we negotiate?
– What is negotiation?
– Elements of negotiation
Models of negotiation
– Win-Win
– Win-Lose
– Lose-Lose
– RADPAC
Essentials of WIN-WIN negotiation
Challenges of negotiation
3. Plan of Talk
Introduction
– Why we negotiate?
– What is negotiation?
– Elements of negotiation
Models of negotiation
– Win-Win
– Win-Lose
– Lose-Lose
– RADPAC
Essentials of WIN-WIN negotiation
Challenges of negotiation
4. Introduction
Life situation 1
Your friends want you to come for a
late night movie with them.
You know that your parents will never
appreciate your staying away from
house at late nights
You don’t even want to miss the movie
as well as the company of your friends.
5. Cont. …
Life situation 2
Tom went to a nearby mall and after a
day of extensive shopping came across
a CD player which he instantly liked.
The cost of the CD player was around
$30, but unfortunately he was not left
with much cash.
There was no way he could leave the
CD player as it was an exclusive model
and Tom was eyeing the product for
quite some time.
6. Cont. …
The answer to all the above questions lies in a simple word
“Negotiation”
7. Why We Negotiate?
You negotiate to achieve whatever you want without the fear
of conflicts or misunderstandings.
8. What Is Negotiation?
Negotiation is a technique of discussing issues and reaching
to a conclusion benefiting all parties involved in the
discussion.
9. Cont. …
Negotiation is one of the most
effective ways to avoid conflicts and
tensions.
10. Cont. …
When individuals do not agree
with each other, they sit
together, discuss issues on an
open forum, negotiate with each
other and come to an alternative
which satisfies all.
11. Cont. …
Back to the previously mentioned two real life situations once
again.
12. Cont. …
Life situation 1
Your goal is to go for a movie
You may sit with your parents and try to negotiate, probably
you may offer spending the coming weekend with them if
they allowed you today for the movie.
Also you may negotiate with your friends so that they agree
for a noon show.
13. Cont. …
Life situation 2
Tom could not afford to lose the CD player as it was an
exclusive one.
He may negotiate with the store owner to lower the price so
that it suits his pocket and even the store owner earns his
profit as well.
14. Cont. …
Business situation
Negotiation is essential in
corporate as well as personal
lives.
Your boss asks you to submit a
report within two working days
and you know that the report
is a little critical one and needs
more time.
Will you say a yes to your boss
just to please him?
15. Cont. …
Your yes might make the boss
happy then but later you will land
yourself in big trouble if you fail to
submit it within the desired time
frame.
It’s always better to negotiate with
your boss rather than accepting
something which you know is
difficult.
Ask for some more time from your
boss or probably don’t make an
exhaustive report.
17. Cont. …
Process
It is the way individuals negotiate with each other.
The process includes the various techniques and strategies
employed to negotiate and reach to a solution.
18. Cont. …
Behavior
It describes how the two parties behave with each other
during the process of negotiation.
The way they interact with each other, the way they
communicate with each other to make their points clear all
come under behavior.
19. Cont. …
Substance
There has to be an agenda on which individuals negotiate.
In the first situation, going for the late night movie was the
agenda on which you wanted to negotiate with your parents
as well as your friends.
20. Plan of Talk
Introduction
– Why we negotiate?
– What is negotiation?
– Elements of negotiation
Models of negotiation
– Win-Win
– Win-Lose
– Lose-Lose
– RADPAC
Essentials of WIN-WIN negotiation
Challenges of negotiation
22. Models of Negotiation
Negotiation is a discussion
among individuals to reach to
a conclusion acceptable to all.
23. Cont. …
It is a process where people
rather than fighting among
themselves, they;
1. Sit together
2. Evaluate the pros and cons.
3. Come out with an alternative
which would be a WIN-WIN
situation for all.
25. Win-Win Model of Negotiation
Win-Win Model
In this model;
– Every individual involved in negotiation wins, and nobody is at loss.
– Every one is benefited out of the negotiation.
This is the most accepted model of negotiation.
26. Cont. …
Example;
Daniel wanted to buy a laptop, but it was an expensive model.
He went to the outlet and negotiated with the shopkeeper to
lower the price.
Initially, the shopkeeper was reluctant, but after several
rounds of discussions and persuasion, he quoted a price best
suited to him as well as Daniel.
Daniel was extremely satisfied as he could now purchase the
laptop without burning a hole in his pocket.
The negotiation also benefited the store owner as he could
earn his profits and also gained a loyal customer who would
come again in future.
28. Win-Lose Model of Negotiation
Win Lose Model
In this model;
– One party wins and the other party loses.
29. Cont. …
Example;
In the previous example, suppose Daniel could not even
afford the price quoted by the storeowner and asked him to
lower the price.
If the store owner further lowered the price, he would not be
able to earn his profits, but Daniel would be very happy.
Thus after the negotiation, Daniel would be satisfied but the
shopkeeper wouldn’t.
In a WIN-LOSE model, both the two parties are not satisfied,
only one of the two walks away with the benefit.
31. Lose-Lose Model of Negotiation
Lose-Lose Model
In this model;
– The outcome of negotiation is zero.
– No party is benefited out of this model.
– The two parties are not willing to accept each other’s views and are
reluctant to compromise.
– No discussions help.
32. Cont. …
Example;
In the previous example, after several rounds of negotiation,
Daniel didn’t purchase the.
Neither Daniel or the store owner would have got anything
out of the deal.
Daniel would return empty handed and the store owner
would obviously not earn anything.
33. Business Situation
Let us understand the above three models with an example
from the corporate world.
Mike got selected with a multinational firm of repute.
He was called to negotiate his salary with Sara, the HR Head
of the organization.
34. Cont. …
Case 1
Sara quoted a salary to Mike, but Mike was not too pleased
with the figure.
He insisted Sara to raise his salary to the best extent possible.
After discussions Sara came out with a figure acceptable to
Mike and she immediately released his offer letter.
Mike got his dream job and Sara could manage to offer Mike a
salary well within the company’s budgets.
A WIN-WIN Situation (Both the parties gained)
35. Cont. …
Case 2
Sara with her excellent negotiation skills managed to convince
Mike at a little lower salary than he quoted.
Mike also wanted to grab the opportunity as it was his dream
job and he was eyeing it for quite some time now.
He had to accept the offer at a little lower salary than
expected.
Thus in this negotiation, Mike was not completely satisfied
but Sara was.
A WIN-LOSE negotiation
36. Cont. …
Case 3
Mike declined the offer as the salary quoted by Sara did not
meet his expectations.
Sara tried her level best to negotiate with Mike, but of no use.
No body neither Mike nor Sara gained anything out of this
negotiation.
A LOSE-LOSE model of negotiation.
37. RADPAC Model of Negotiation
RADPAC Model of Negotiation
RADPAC Model of Negotiation is a widely used model of
negotiation in corporate.
Every alphabet in this model signifies something:
1. R – Rapport
2. A – Analysis
3. D – Debate
4. P – Propose
5. A – Agreement
6. C - Close
38. Cont. …
R - Rapport:
It signifies the relation
between parties involved in
negotiation.
Parties involved in negotiation
ideally should be comfortable
with each other and share a
good rapport with each other.
39. Cont. …
A - Analysis:
It is important that the individual
understand each other’s needs
and interest.
The shopkeeper must understand
the customer’s needs and pocket,
in the same way the customer
mustn’t ignore the shopkeeper’s
profits as well.
People must listen to each other
attentively.
40. Cont. …
D - Debate:
This round includes discussing
issues among the parties
involved in negotiation.
The pros and cons of an idea are
evaluated in this round.
People debate with each other
and each every one tries to
convince the other.
You must not lose his temper in
this round, remain calm and
composed.
41. Cont. …
P - Propose:
Each individual proposes his best
idea in this round.
Each one tries his level best to
come up with the best possible
idea and reach to a conclusion
acceptable by all.
P - A - Agreement:
Individuals come to a conclusion at
this stage and agree to the best
possible alternative.
42. Cont. …
C - Close:
The negotiation is complete
and individuals return back
satisfied.
43. Example
Let us again consider Mike and Sara’s example to understand
RADPAC Model;
R - Rapport between Mike and Sara.
They must be comfortable with each other and should not
start the negotiation right away.
They must first break the ice.
The discussions must start with a warm smile and greetings.
44. Cont. …
A – Analysis
Both Mike and Sara would try their level best to understand
each other’s needs.
Mike’s need is to grab the opportunity.
Sara wants to hire an employee for the organization.
45. Cont. …
D – Debate
The various rounds of discussions between Mike and Sara,
both would debate with each other trying to get what they
want.
P – Propose
Mike would propose the best possible salary he can work on
while Sara would also discuss the maximum salary her
company can offer.
46. Cont. …
A – Agreement
Both Mike and Sara would agree to each other, where both of
them would compromise to their best possible extent.
C – Close
The negotiation is complete and probably the next course of
action is decided, like in this case the next step would be
generation of the offer letter and its acceptance.
47. Plan of Talk
Introduction
– Why we negotiate?
– What is negotiation?
– Elements of negotiation
Models of negotiation
– Win-Win
– Win-Lose
– Lose-Lose
– RADPAC
Essentials of WIN-WIN negotiation
Challenges of negotiation
50. 1- Proper Preparation – Have Knowledge
Before starting with the negotiation, you have to be very clear
with the agenda (topic) of the negotiation.
Ask yourself;
– Why this negotiation?
– What is the objective of the negotiation?
– What information may I need in this negotiation?
51. Cont. …
Knowledge is power
You should be well prepared before going for a negotiation.
You have to collect as much information as possible.
The other party might ask/tell you anything and you should be
ready with your facts, you better go through as many details
as you can.
Don’t go blank; the other party might fool you.
52. Cont. …
Tips;
If you intend buying a pen, try to check out prices of the
leading brands as well, and compare their features.
It is always better to check a few shops before finalizing the
product.
Never be in a rush.
53. Cont. …
Example 1;
Let us suppose you want to buy a Parker pen for your friend’s
birthday.
Before purchasing, it is always better if you check out the
prices of other brands as well for instance Mont Blanc.
Also check out its features; it will help you in better
negotiation with the store owner.
54. Cont. …
Example 2;
Janet wanted to purchase a new laptop.
She checked out the prices of almost all the leading brands
along with their features before going to the outlet.
She went well prepared and thus managed to crack the best
deal and took the best quality laptop with the maximum
possible discount.
55. Cont. …
For business deals, check out all the relevant documents so
that you don’t miss out anything.
Do carry all the necessary documents along with you at the
time of negotiation, you might need them.
57. 2- Set Specific Expectations
The purpose of the negotiation must be clear.
Why do you want to come out of the negotiation?
58. Cont. …
Don’t;
Quote anything just for the sake of it, be reasonable.
Quote imaginary or unusually high figures.
Ask for anything you yourself know is not possible, it will just
be wastage of time and no one would benefit out of it.
Be in a confused state of mind.
59. Cont. …
Be focused and don’t change your mind quite often. If you
expect a particular salary, it’s better to stick to it.
If you have the caliber and talent, you will definitely get what
you want but it is important to have realistic expectations.
61. 3- Set an Alternate Plan
Don’t rely on a single plan. It might not work out sometimes.
You should always have some other options to offer to the
other party else you might end up sitting blank at the time of
discussion.
62. Cont. …
Example;
If you want to purchase a laptop and you have decided to ask
for a discount but you realize that the shopkeeper is a little
reluctant to offer the discount, don’t start fighting with him.
Don’t be adamant.
You can always ask for a laptop bag or probably some
accessories. Learn to be a little tactful and intelligent
64. 4- Be Honest
Lies and manipulations never help.
Honesty always pays in the long run.
Don’t hide anything from the other party.
If you hide the terms and conditions, the deal might turn in
your favor but you might land yourself in trouble later.
If you are honest with the second party, you will be at peace
and there is no need to worry at all.
66. 5- Be Very Confident
You needs to be confident enough for an effective
negotiation.
You might need something but never show your desperation
to anyone.
– They will take undue advantage of your helplessness.
Take care of your facial expressions.
Never be nervous in front of the second party.
Don’t start sweating.
67. Cont. …
A business deal might be very crucial for your promotion but
the second party must not come to know about this,
otherwise he will try to act pricy.
Show a positive attitude and do flaunt your smile more often.
68. Cont. …
Example;
Greg was offered a job with a leading advertising agency.
He was really very happy as he was jobless for quite some
time now.
The HR quoted a figure to Greg, which did not impress him
much.
Greg tried his level best to negotiate with the HR, but
unfortunately the HR had already found that Greg was in dire
need of the job. He refused to negotiate further.
Poor Greg, he had no option than to accept it.
69. Cont. …
Where did Greg go wrong?
The only mistake he did was he made it very obvious that
there was no way he could afford to miss this opportunity.
71. 6- Understand the Second Party Well
Try to find out more about his needs and interests of the
other party you will negotiate with, and put them in
consideration.
Do not decide on something which would not be feasible for
the other party.
You should try to come to a conclusion that makes both
parties happy.
73. 7- Be a Good Communicator
Don’t play with words; make sure you carefully chose relevant
words.
Avoid using foul words against anyone; it goes a long way in
spoiling the ambience. There are other ways by which you can
show your displeasure.
Avoid being rude to anyone.
Take care of your tone and pitch as well. It should not be too
high and must be audible to all.
Don’t stammer in between.
74. Cont. …
Be a Good Listener
Don’t jump to conclusions; instead listen to what the other
party offers.
Understand the other party situation very well.
It’s okay to think about your personal interests but don’t be
mad for it.
If the deal is not benefiting the other party, he will obviously
not accept it.
If you don’t listen to others, they would obviously not respond
to you.
76. 8- Take Care of Your Dressing
You must be well dressed for a negotiation.
Don’t adopt a casual approach as the other person will never
take you seriously.
Prefer wearing formals to create the desired first impression
on others.
78. 9- Learn to Compromise
You have to know when to compromise, as it is important to
reach to a conclusion.
Remember you can’t get everything.
If everyone is rigid on his views, no conclusion would ever
come out.
For a WIN-WIN negotiation, it is better if individuals try to
adjust with each other and decide on something best suited
to all.
80. 10- Have a Positive Attitude
Adopting a negative attitude will lead to negativity all around.
Don’t pretend, just be yourself and things will definitely fall
into place.
82. 11- React Sensibly
You should never lose your temper or over react.
If you are unhappy with the deal, show your displeasure.
– Don’t keep things to yourself or assume that the others will
understand it on their own.
– Voice your opinions.
– Make the other person realize that you are not satisfied with the deal
and it must be revised.
– Show your unhappiness to others.
84. 12- Be Patient
You needs to be patient enough for a good negotiation.
It is not always that the other person will accept your
suggestions in the first attempt itself.
You need to convince him, and it needs patience.
Never be in a hurry to close the deal.
86. 13- Be Dignified
You should maintain the decorum of the place and should not
stoop to any level for getting the best deal.
Present your ideas in a dignified way.
Remember it is just a discussion, not a battle field.
Avoid shouting or using derogatory statements against
anyone.
If you are not satisfied with the deal, its better to quit rather
than fighting and using abusive languages.
88. 14- Get Ready to Finish
Once you are done with the negotiation, do sign contracts and
agreements in the presence of both the parties.
Make sure that all the necessary terms and conditions are
mentioned clearly in the contract.
89. Plan of Talk
Introduction
– Why we negotiate?
– What is negotiation?
– Elements of negotiation
Models of negotiation
– Win-Win
– Win-Lose
– Lose-Lose
– RADPAC
Essentials of WIN-WIN negotiation
Challenges of negotiation
93. 1- Not Ready to Understand the Other
Party
This is the biggest challenge to negotiation.
There are individuals who only think about their interests and
tend to ignore interests and needs of the other.
94. Cont. …
Example;
Jim wanted to buy a shirt for himself. He was only concerned
with his pocket and never bothered about the store owner.
He quoted an unusually low price and the store owner
refused to sell the shirt.
The outcome was a big zero.
Nobody could get what they wanted.
95. Cont. …
Jim failed to understand the fact that the store owner is not
sitting for charity.
– He also has a family to look after and thus even his profits are
important.
– Why would he sell something at a less rate which would not earn him
his profits?
Try to find out the expectations of the other party as well.
96. Cont. …
For business negotiation;
You will definitely be appreciated if you save your
organization’s money but remember the other party is also
doing business.
Quote something which will save your company’s money as
well as earn some profits for the other party as well.
98. 2- Lack of Time
One should never be in a hurry.
You need time to convince others.
Never be in a rush to purchase things or close a deal.
Analyze things carefully and then only come to conclusions.
100. 3- Going Unprepared For a Negotiation
Going unprepared for a negotiation is unacceptable.
Don’t underestimate the second party.
You should do your home work carefully.
Check out even the smallest details before going for a
negotiation.
Don’t think that the other person is not as smart as you,
remember he will try his level best to convince you.
You need to have valid answers for his questions.
102. 4- Lack of Patience
Lack of patience leads to a bad negotiation.
Every individual has the right to express his views and one
should not interfere in other’s speech.
You might not agree to him but at least listen.
Explain to the second party and make him realize how the
deal would benefit you as well as him.
If possible take a note pad and a pen with you to explain
things in a better way.
Carry all the necessary documents which you might require at
the time of negotiation.
104. 5- Criticism, Sarcasm & Derogatory
Remarks
They are the biggest threats to an effective negotiation.
Never ever say anything which might hurt others.
Remember everyone is here to do business and make profits,
so be logical and justified.
Don’t get too involved and over emotional.
One should be a little diplomatic and intelligent for an
effective negotiation.
106. 6- Avoid Last Minute Changes
Avoid last minute changes as it result in confusions and
misunderstandings.
The two parties must be very clear on what they expect from
each other, and must stick to it.
Don’t change statements every now and then.
Once a conclusion is reached or a deal is cracked, it’s always
better to sign an agreement in presence of both the parties.
108. 7- Being Too Rigid
Be a little flexible.
Compromise to your best extent possible and don’t crib
always.
You should adopt a positive attitude and try your level best to
adjust with each other and find out a solution which will
satisfy all.
109. Cont. …
Price is not the most important factor, other factors like
quality, brand name, durability must also be taken into
consideration.
One CD player might cost you $5 but another might cost you
$4, a little cheaper than the first one, but it is quite possible
that the first one is far superior in quality than the second
one.
Be a little sensible and understand things.
111. 8- Lack of Confidence
Make an eye contact with the person sitting on the other side
of the table.
It’s important to be serious but that does not mean you will
not even greet the other person.
Be straightforward and crisp in your communication.
Take care of your dressing and appearance as well.
Editor's Notes
What would you do? Will you fight with every one?
What would Tom do in such a situation?
Negotiation is better as it would prevent spoiling your relation with your superiors later.