Negotiation ppt

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  • Here we have a quick summary of strategies that must be needed in each stage. Organize ・・・ identify and prioritize issues Focus on mutual ・・・ don’t just think about your own will
  • 5.If its kinda coming to an end and these not much you can say about it, just set is a side for a sec. 6.If they as you to step back, and give away, ask for something you can take in exchange.
  • Persistent ・・・しつこい
  • Now, to brush up your ‘win-win’ negotiation skills, I would like to tell you how to prepare for negotiation. Preparation before negotiation is very important. Especially, when the negotiation was a very important one. There are basically 8 points you need to think through before the negotiation.
  • In order to accomplish this ideal negotiation, first of all , you need think about the Goals of the negotiation. What do you want to get out of the negotiation? What do you think the other person wants?
  • Once you know the goals you want from it, then you need to thing about Trades. What do you and the other person have that you can trade? What do you each have that the other wants? What are you each comfortable giving away? So both of you can be happy by giving and taking what each of you want.
  • But this doesn’t always work so easily. So you need to think of Alternatives. If you don’t reach agreement with the other person, what alternatives do you have? Are these good or bad? How much does it matter if you do not reach agreement? Does failure to reach an agreement cut you out of future opportunities? And what alternatives might the other person have?
  • Relationships between the two parties are quite important too. You should search what kind of history of the relationship they have, could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these?
  • And then, you should think about Expected outcomes you would get out of this negotiation. What outcome will people be expecting from this negotiation? What has the outcome been in the past, and what precedents have been set?
  • The consequences: what are the consequences for you of winning or losing this negotiation? What are the consequences for the other person?
  • Power: who has what power in the relationship? Who controls resources? Who stands to lose the most if agreement isn’t reached? What power does the other person have to deliver what you hope for?
  • And the last but not least, Possible solutions: based on all of the considerations, what possible compromises might there be? Thinking through all these points to prepare thoroughly. It can lead you to the successful negotiaoin.  
  • Negotiation ppt

    1. 1. Fai Yui Kato Misaki Nakagawa
    2. 2. <ul><li>Negotiation is a process of communication in which the parties aim to &quot;send a message&quot; to the other side and influence each other. </li></ul>
    3. 3. <ul><li>something that we do all the time , not only for business purposes. </li></ul><ul><li>usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. </li></ul><ul><li>not always between only two people: it can involve several members from two parties. </li></ul>
    4. 4. <ul><li>Distributive negotiations </li></ul><ul><li>Integrative negotiations </li></ul>
    5. 5. <ul><li>often referred to as 'The Fixed Pie' </li></ul><ul><li>usually involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future. </li></ul><ul><li>example: Purchasing products or services, like when we buy a car or a house </li></ul><ul><li>Ours and their interests are usually self serving </li></ul>
    6. 6. <ul><li>The process generally involves some form or combination of making value for value concessions, in conjunction with creative problem solving. </li></ul><ul><li>Form a long term relationship to create mutual gain. </li></ul><ul><li>often described as the win-win scenario </li></ul>
    7. 7. <ul><li>Initial Stages </li></ul><ul><li>Middle Stages </li></ul><ul><li>Ending Stages </li></ul>
    8. 8. <ul><li>Plan thoroughly. </li></ul><ul><li>Organize the issues. </li></ul><ul><li>Focus on mutual principles and concerns. </li></ul><ul><li>Be aware that the first offer is often above expectations. </li></ul><ul><li>Focus on long- term goals and consequences. </li></ul>
    9. 9. <ul><li>Revise strategies. </li></ul><ul><li>Consider other options. </li></ul><ul><li>Increase power by getting the other side to commit first. </li></ul><ul><li>Add credibility by getting agreements in writing. </li></ul><ul><li>To get through with dead ends, just set it aside momentarily. </li></ul><ul><li>When asked for a concession, ask for a tradeoff. </li></ul>
    10. 10. <ul><li>Counter a persistent negotiator by withdrawing an offer. </li></ul><ul><li>Do not expect in verbal promises. </li></ul><ul><li>Congratulate the other side. </li></ul>
    11. 11. <ul><li>Sometimes people fail to negotiate because they do not recognize that they are in a bargaining position. </li></ul><ul><li>Or, they may recognize the need for bargaining but may bargain poorly because they do not fully understand the process and lack good negotiating skills. </li></ul>
    12. 12. <ul><li>parties must be aware of their alternatives to a negotiated settlement </li></ul><ul><li>:Weaker parties must feel assured that they will not be overpowered in a negotiation </li></ul><ul><li>:parties must trust that their needs and interests will be fairly considered in the negotiation process. </li></ul>
    13. 13. <ul><li>Negotiation seems to bring conflicts . Any misunderstanding that arises between them will reinforce their prejudices and arouse their emotions. </li></ul>
    14. 14. <ul><li>To combat perceptual bias and hostility, negotiators should attempt to gain a better understanding of the other party's perspective and try to see the situation as the other side sees it. </li></ul>
    15. 15. <ul><li>if the &quot;right&quot; people are not involved in negotiations, the process is not likely to succeed. </li></ul>
    16. 16. <ul><li>Agreements can be successfully implemented only if the relevant parties and interests have been represented in the negotiations. </li></ul><ul><li>So, all of the interested and affected parties must be represented. And, negotiators must truly represent and have the trust of those they are representing. </li></ul>
    17. 17. <ul><li>To brush up your ‘win-win’ negotiation skills… </li></ul>
    18. 18. <ul><li>For a negotiation to be win-win“, both parties should feel positive about the negotiation once it’s over. </li></ul>
    19. 19. <ul><li>What you want to get out of the negotiation </li></ul><ul><li>What you think the other person wants </li></ul>
    20. 20. <ul><li>What you and the other person have that can be traded for the purpose of negotiation. </li></ul><ul><li>What do you each have that the other wants? </li></ul><ul><li>What are you each comfortable giving away? </li></ul>
    21. 21. <ul><li>If you don’t reach agreement with the other person, what alternatives do you have? </li></ul><ul><li>Are these good or bad? </li></ul><ul><li>How much does it matter if you don’t reach agreement? </li></ul><ul><li>Does failure to reach agreement cut you out of future opportunities? </li></ul><ul><li>What alternatives the other person might have? </li></ul>
    22. 22. <ul><li>What is the history of the relationship? </li></ul><ul><li>Could or should this history impact the negotiation? </li></ul><ul><li>Will there be any hidden issues that may influence the negotiation? </li></ul><ul><li>How will you handle these? </li></ul>
    23. 23. <ul><li>What outcome will people be expecting from the negotiation? </li></ul><ul><li>What has the outcome been in the past, and what precedents have been set? </li></ul>
    24. 24. <ul><li>What are the consequences for you of winning or losing this negotiation? </li></ul><ul><li>What are the consequences for the other person? </li></ul>
    25. 25. <ul><li>Who has what power in the relationship? </li></ul><ul><li>Who controls resources? </li></ul><ul><li>Who stands to lose the most if agreement isn’t reached? </li></ul><ul><li>What power does the other person have to deliver what you hope for? </li></ul>
    26. 26. <ul><li>Based on all the consideration…. </li></ul><ul><li>What possible compromises might there be? </li></ul>

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