Negotiation is defined as an open strategic dialogue between two or more parties aimed at resolving issues and reaching an agreement. The parties have both common and divergent interests and goals. Through discussion, the parties can find a solution that benefits all. There are typically five stages to the negotiation process: pre-negotiation, conceptualization, establishing norms, discussion, and agreement. The different types of negotiation include distributive, integrative, management, commercial, legal, and multiparty. The main styles of negotiation are competitive, compromise, accommodation, avoidance, and competition.

1. INSTITUTE OF RURAL MANAGEMENT
SUBMITTED TO – SUBMITTED BY-
PROF. ANKITA JOSHI URVASHI CHANDALIYA
ADITIYA MISHRA
DHRUV PATEL
AJAY BABBAR

2. Negotiation
Definition: By the term ‘negotiation’ we
mean an open strategic dialogue that is
supposed to resolve the issue between
the parties concerned, by reaching an
agreement.
The two parties with different needs and goals
having some common interest and others
divergent intend to arrive at an agreement. So
they discuss the matter, in order to find out a
solution which is acceptable to and beneficial for
everyone.

3. When in any business
situation, if there are multiple
possible outcomes, wherein
two or more parties are
having a shared interest.
Although the parties haven’t
decided so far what will be
the possible result. Further,
there can be three possible
outcomes:
NATURE OF NAGOTIATION

4.  Win-lose: Where one party wins and the other one loses.
 Inefficient but equitable: Where all the items are shared equally.
With negotiation, the common interest of the parties motivates them to
settle the specific differences.
 Win-win: Where both the parties win

5. 1. Pre Nagotiation stage
2. Conceptualization
3. Establishing the norms
4. Discussion
5. Agreement
PROCESS OF NAGOTIATION

6. 1. Distributive Negotiation
2. Integrative Negotiation:
3. Management Negotiations
4. Commercial Negotiation
5. Legal Negotiations
6. Multiparty negotiation
TYPES OF NAGOTIATION

7. 1. Competition (win-lose)
2. Competition (win-lose)
3. Compromise (split the
difference)
4. Accommodation (lose-win)
5. Avoidance (lose-lose)
STYLES OF NAGOTIATION

8. ANY QUESTION