Your SlideShare is downloading. ×
0
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Negotiation
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Negotiation

961

Published on

Basic idea about Negotiation

Basic idea about Negotiation

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
961
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
58
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Negotiation <ul><li>Submitted by </li></ul><ul><li>N. P. Santhosh Kumar </li></ul><ul><li>( BA842) </li></ul><ul><li>S.I.M. </li></ul><ul><li>Trichy. </li></ul>
  • 2. <ul><li>The word &quot;negotiation&quot; is from the Latin expression, &quot;negotiatus&quot;, past participle of &quot; negotiare&quot; which means &quot;to carry on business “ </li></ul><ul><li>Source: Wikipedia </li></ul>Process of bargaining that precedes an agreement. Successful negotiation generally results in contract between the parties. Source: Answers.com Meaning:
  • 3. Why are People afraid of Negotiation <ul><li>I may lose something important </li></ul><ul><ul><li>Many negotiators make themselves vulnerable because they have preconceived ideas. </li></ul></ul><ul><ul><li>They think that “Their Win is Our Loss” </li></ul></ul><ul><li>I am not the right sort of person for this </li></ul><ul><ul><li>They think of that it is being “tough, aggressive, dishonest, forceful etc”., </li></ul></ul>
  • 4. <ul><li>Where the Negotiation Used?... </li></ul><ul><ul><li>Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations </li></ul></ul><ul><li>Is negotiation used in personal Life?... </li></ul><ul><ul><li>Yes of course!, in personal situations such as marriage, divorce, parenting, and everyday life. </li></ul></ul>
  • 5. <ul><li>Prepare </li></ul><ul><li>Practice </li></ul><ul><li>Participate </li></ul><ul><li>Receive </li></ul><ul><li>Repeat </li></ul><ul><li>Request </li></ul><ul><li>Review </li></ul>
  • 6. <ul><li>There are SIX steps as they are.. </li></ul><ul><li>Preparing </li></ul><ul><li>Developing a strategy </li></ul><ul><li>Getting Started </li></ul><ul><li>Building understanding </li></ul><ul><li>Bargaining </li></ul><ul><li>Closing </li></ul>
  • 7. <ul><li>Setting Objectives </li></ul><ul><ul><li>Top Line objective </li></ul></ul><ul><ul><li>Target objective and </li></ul></ul><ul><ul><li>Bottom Line objective </li></ul></ul><ul><li>Assessing the other side’s case </li></ul><ul><li>Assessing the strengths and weakness </li></ul>
  • 8. <ul><li>What Style to Adopt… </li></ul><ul><ul><li>Collaborating </li></ul></ul><ul><ul><li>Compromising </li></ul></ul><ul><ul><li>Accommodating </li></ul></ul><ul><ul><li>Controlling </li></ul></ul><ul><ul><li>Avoiding </li></ul></ul><ul><li>What tactics to use… </li></ul><ul><ul><li>Where to negotiate </li></ul></ul><ul><ul><li>When to negotiate </li></ul></ul><ul><ul><li>The first meeting </li></ul></ul>
  • 9. <ul><li>Opening the Negotiation </li></ul><ul><li>Setting the agenda </li></ul><ul><li>Getting Information </li></ul><ul><ul><li>Open Questions </li></ul></ul><ul><ul><li>Probing Questions </li></ul></ul><ul><ul><li>Closed Questions </li></ul></ul><ul><ul><li>Hypothetical Questions </li></ul></ul><ul><li>Testing Arguments and Positions </li></ul><ul><li>Using Timing and Adjournments </li></ul>
  • 10. <ul><li>Negative (Win – Lose) </li></ul><ul><ul><li>Hard Negotiation is aggressively and getting your own way at all cost. The danger here is that you might win this time around, but at a potential high cost. The other party may refuse ever to deal with you again can you find afford to destroy relationship in this manner </li></ul></ul><ul><li>Positive (Win – Win) </li></ul><ul><ul><li>It is arguably always better to look for a fair & Mutually Beneficial outcome that way the door is left open for you to do business again in future. </li></ul></ul><ul><ul><li>You Build Rather than break Relationships. </li></ul></ul>
  • 11. Closing <ul><li>Formulate an agreement </li></ul><ul><li>Ensuring implementation </li></ul><ul><li>Reviewing your negotiating experience </li></ul>
  • 12. Common Mistakes in Negotiation <ul><li>Entering negotiations with a preset mindset. </li></ul><ul><li>Not knowing who has final negotiating authority </li></ul><ul><li>Not knowing precisely what power they possess and how to use it effectively </li></ul><ul><li>Failing to advance positions and arguments of substance </li></ul><ul><li>Losing control </li></ul><ul><li>Failing to let the other side make the first offer </li></ul><ul><li>Ignoring time and location as a negotiating weapon </li></ul><ul><li>Giving up when negotiation seems to have reached a deadlock </li></ul><ul><li>Not knowing the right time to close </li></ul>
  • 13. <ul><li>DRIVE </li></ul><ul><ul><li>D </li></ul></ul><ul><ul><ul><li>Data or Factual Issue </li></ul></ul></ul><ul><ul><li>R </li></ul></ul><ul><ul><ul><li>Relational Issue </li></ul></ul></ul><ul><ul><li>I </li></ul></ul><ul><ul><ul><li>Interest Issue </li></ul></ul></ul><ul><ul><li>V </li></ul></ul><ul><ul><ul><li>Value Issue </li></ul></ul></ul><ul><ul><li>E </li></ul></ul><ul><ul><ul><li>Emotional Issue </li></ul></ul></ul>
  • 14. Any Clarifications?...
  • 15. <ul><li>The More You Sweat in Practice, </li></ul><ul><li>The Less you Bleed in Battle… </li></ul>Thank You Friends…

×