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UNIVERSITI UTARAMALAYSIAOTHMAN YEOP ABDULLAHGRADUATE SCHOOL OFBUSINESSBSMH 5113Business NegotiationArticle ReviewThe Art o...
Presentation Overview1. Successful negotiation steps2. Non Verbal Communications3. Reasons why deals Fail
Negotiation Steps1. Recognize2. Prepare and Plan3. Establish Rapport4. Pattern Recognition, mental stimulationand reflecti...
Non-Verbal Communications
Reasons why deals fail1. Interests of parties don’t align2. Mismanagement of the bargainingprocess3. Human Psychology
UNIVERSITI UTARAMALAYSIAOTHMAN YEOP ABDULLAHGRADUATE SCHOOL OFBUSINESSBSMH 5113Business NegotiationCase StudyDeveloping a ...
The Case- Miss Michelle and Miss Yale is interested tobuy Highlander 4 wheel drive- Miss Michelle is trading in her low mi...
Q1 Best Nego Strategy- Dual Concern Model- Competitive bargaining
Q1 Best Nego Strategy- Competitive bargaining tactics aim for a largeslice of a fixed pie of value(Amanatullah, Morris & C...
Q1 Best Nego Strategy (Cont.)- Seller seeks the highest price possible and thebuyer hopes to pay as little as possible.(Ba...
Q2 Nego ProcessPHASESPREPARATIONRELATIONSHIP BUILDINGINFORMATION GATHERINGINFORMATION USINGBIDDINGCLOSING THE DEALIMPLEMEN...
Business Negotiations 2013
Business Negotiations 2013
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Business Negotiations 2013

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Transcript of "Business Negotiations 2013"

  1. 1. UNIVERSITI UTARAMALAYSIAOTHMAN YEOP ABDULLAHGRADUATE SCHOOL OFBUSINESSBSMH 5113Business NegotiationArticle ReviewThe Art of NegotiatingBy;PRIDHIVRAJ NAIDU - 814284
  2. 2. Presentation Overview1. Successful negotiation steps2. Non Verbal Communications3. Reasons why deals Fail
  3. 3. Negotiation Steps1. Recognize2. Prepare and Plan3. Establish Rapport4. Pattern Recognition, mental stimulationand reflection-in-action
  4. 4. Non-Verbal Communications
  5. 5. Reasons why deals fail1. Interests of parties don’t align2. Mismanagement of the bargainingprocess3. Human Psychology
  6. 6. UNIVERSITI UTARAMALAYSIAOTHMAN YEOP ABDULLAHGRADUATE SCHOOL OFBUSINESSBSMH 5113Business NegotiationCase StudyDeveloping a StrategicNegotiation Plan:Toyota HighlanderBy;PRIDHIVRAJ NAIDU - 814284
  7. 7. The Case- Miss Michelle and Miss Yale is interested tobuy Highlander 4 wheel drive- Miss Michelle is trading in her low mileage1992 Honda Accord LX.- The Lacey’s however, they would be keepingtheir current car and financing the purchasebeyond a $5,000 down payment.- Manufacturer’s Suggested Retail Price (MSRP)- no incentives provided to the dealerships forsales of the Highlander model
  8. 8. Q1 Best Nego Strategy- Dual Concern Model- Competitive bargaining
  9. 9. Q1 Best Nego Strategy- Competitive bargaining tactics aim for a largeslice of a fixed pie of value(Amanatullah, Morris & Curhan,2008)- In the purely distributive case, the interests ofthe parties are negatively correlated(Walton & McKersie,1965)- I win – you lose
  10. 10. Q1 Best Nego Strategy (Cont.)- Seller seeks the highest price possible and thebuyer hopes to pay as little as possible.(Barry & Friedman,1998)- Each negotiator presumably has in mind areservation price, beyond which he or she willnot go in reaching an agreement(Raiffa,1982)
  11. 11. Q2 Nego ProcessPHASESPREPARATIONRELATIONSHIP BUILDINGINFORMATION GATHERINGINFORMATION USINGBIDDINGCLOSING THE DEALIMPLEMENTING THE AGREEMENT
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