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Negotiation

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  • 1. Negotiating Negotiation Kanako Uki 07BN019H Nathaniel Kistner 08BN947T
  • 2. Defining Negotiation
    • Process involving dealings among persons
      • Agreement
      • Commitment
    • Negotiation between parties
      • Bilateral: between two parties
      • Multilateral: among several parties
  • 3. Negotiation
  • 4. Conference
  • 5. In market
  • 6. Whoever
  • 7. Negotiation: A crash course
    • Negotiation proceedings may be one or more meetings
    • Multiple venues
        • Same time, different place
        • Asynchronous comm.
    • Principal / Agent
      • May act for human principal or for legal entity
  • 8. A Process
    • Satisfying needs
    • Some negotiations can be quick
      • Collaborative, `win-win’ situation
    • Compromise yields competition
  • 9. Negotiating outcomes
    • Varying degrees of success
      • Win Lose (zero-sum game)
      • Stand-off
      • Deadlock
  • 10.  This means win 
  • 11. Preparing for Successful Negotiation
    • Parties must be capable of satisfying need
    • Knowledge of other party
    • Interest
    • Relationship
    • Basis for communication
        • Shared language
        • Ability to meet
        • Infrastructure to support communications
    • Commitment
  • 12. YES YES YES YES YES YES YES NO NO NO NO NO NO NO As much as possible !!
  • 13. Crucial Factors
    • Power
        • Control
        • Options
    • Precedent
    • Legitimacy
    • Expertise / Judgment
    • Time
    • Information
  • 14. Legitimacy
  • 15. Other Major Considerations
    • Many factors can alter the course of Negotiation
    • Cultural backgrounds
    • Mindsets
    • Negotiation / Communication Style
    • Leverage
    • Advocacy
    • Relationships (prior / future)
  • 16. Negotiation for Newbs
    • Mark clearly the differences between:
    • // firm offers
    • // conditional offers
    • // ultimatums
    • // hypothetical discussion
    • // one-sided concessions
    • Maintain credibility through consistency
    • Record important information
    • Document outcomes
    To Do:
  • 17. Toolbox of the Successful Negotiator
    • Knowledge / Info
    • Skills
    • Knowledge of both principals
    • Clarity of goals
    • Knowledge of both parties wishes / needs
    • Understanding / ability to cope with stylistic differences of other party
    • Verbal comm.
    • People skills
      • Ability to “read”
      • Ability to pick up cues
      • Suppress negative cues
    • Emotional control
      • Cool-headed
      • Assertive NOT aggressive
      • Patience / flexibility/ resilience
  • 18. In Summation…
    • Negotiation is…
    • Things to keep in mind
    • Between two parties
      • Ability to satisfy each others needs
      • Wish to reach agreement
    • A Process
      • Collaborative vs. competitive
      • Possibility of failure
    • Occurs everywhere
      • Daily life / work life
      • In person OR multiple venues
    • Information / knowledge is key
        • Principals / goals
        • Needs / abilities
    • Communication
      • Effective and clear
      • Calm, collaborative
    • Internal factors
      • Home culture / Organizational culture
      • Communication / negotiation stylistic differences
  • 19. Thank You for Listening…