Negotiating Negotiation Kanako Uki  07BN019H Nathaniel Kistner  08BN947T
Defining Negotiation <ul><li>Process involving dealings among persons </li></ul><ul><ul><li>Agreement  </li></ul></ul><ul>...
Negotiation
Conference
In market
Whoever
Negotiation: A crash course <ul><li>Negotiation proceedings may be one or more meetings </li></ul><ul><li>Multiple venues ...
A Process <ul><li>Satisfying  needs </li></ul><ul><li>Some negotiations can be quick </li></ul><ul><ul><li>Collaborative, ...
Negotiating outcomes <ul><li>Varying degrees of success </li></ul><ul><ul><li>Win Lose (zero-sum game) </li></ul></ul><ul>...
   This means  win  
Preparing for Successful Negotiation <ul><li>Parties must be capable of satisfying need </li></ul><ul><li>Knowledge of oth...
YES YES YES YES YES YES YES NO NO NO NO NO NO NO As much as possible !!
Crucial Factors  <ul><li>Power </li></ul><ul><ul><ul><li>Control </li></ul></ul></ul><ul><ul><ul><li>Options </li></ul></u...
Legitimacy
Other Major Considerations <ul><li>Many factors can alter the course of Negotiation </li></ul><ul><li>Cultural backgrounds...
Negotiation for Newbs <ul><li>Mark clearly the differences between: </li></ul><ul><li>//  firm offers </li></ul><ul><li>//...
Toolbox of the Successful Negotiator <ul><li>Knowledge / Info </li></ul><ul><li>Skills </li></ul><ul><li>Knowledge of both...
In Summation… <ul><li>Negotiation is… </li></ul><ul><li>Things to keep in mind </li></ul><ul><li>Between two parties </li>...
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Negotiation

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Negotiation

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