Negotiation
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Negotiation

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    Negotiation Negotiation Presentation Transcript

    • Negotiating Negotiation Kanako Uki 07BN019H Nathaniel Kistner 08BN947T
    • Defining Negotiation
      • Process involving dealings among persons
        • Agreement
        • Commitment
      • Negotiation between parties
        • Bilateral: between two parties
        • Multilateral: among several parties
    • Negotiation
    • Conference
    • In market
    • Whoever
    • 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
    • A Process
      • Satisfying needs
      • Some negotiations can be quick
        • Collaborative, `win-win’ situation
      • Compromise yields competition
    • Negotiating outcomes
      • Varying degrees of success
        • Win Lose (zero-sum game)
        • Stand-off
        • Deadlock
    •  This means win 
    • 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
    • YES YES YES YES YES YES YES NO NO NO NO NO NO NO As much as possible !!
    • Crucial Factors
      • Power
          • Control
          • Options
      • Precedent
      • Legitimacy
      • Expertise / Judgment
      • Time
      • Information
    • Legitimacy
    • Other Major Considerations
      • Many factors can alter the course of Negotiation
      • Cultural backgrounds
      • Mindsets
      • Negotiation / Communication Style
      • Leverage
      • Advocacy
      • Relationships (prior / future)
    • 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:
    • 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
    • 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
    • Thank You for Listening…