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Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
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Negotiation

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  • 1. Negotiating Negotiation Kanako Uki 07BN019H Nathaniel Kistner 08BN947T
  • 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. Negotiation
  • 4. Conference
  • 5. In market
  • 6. Whoever
  • 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. 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. 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.  This means win 
  • 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. YES YES YES YES YES YES YES NO NO NO NO NO NO NO As much as possible !!
  • 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. Legitimacy
  • 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. 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. 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. 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. Thank You for Listening…

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