The Art of Negotiation: This is an introduction about negotiation, its process, kinds, and key factors. The following information have been taken from various sources. These sources are cited on the last slide of the presentation.

1. The Art of

3. ne·go·ti·a·tion
(noun)
• communication aimed at reaching an
agreement when both parties have
shared and/or conflicting interests

5. • Research
• Prepare possible outcomes
• List concessions willing to
make
• BATNA- Best alternative to
a negotiated agreement
• COMMUNICATE
• Look at the overall
picture
• See what value can be
given and received
• Implement the plans
• Follow-through promises
• Follow-up on
implementation
• Solve any problems that
may occur
• Make facts clear
• Show underlying interests and
concerns
• Understand their goals
• Reach a mutual decision
• Lock-in the commitment
• Solidify plans and relationship
with other parties

6. • AKA hard-bargaining negotiation
• Usually bargaining something of
fixed value
• “My way or the highway!”
• Creates a win-Lose situation
through pressure
• One person/party ends up
having a larger benefit
Examples:
• Buying or selling any product
• Fighting for resources in a
company

7. • AKA win-win bargaining
• Tries to understand the viewpoint
and issues of all stakeholders to
create a solution that would
benefit all parties involved
• Uses reason and principles as a
basis for achieving the benefit
Example:
• Group projects where one
member does it to climb the
corporate ladder while the
other does it for fun

10. Honeyman, C. (2013, April). Integrative Bargaining.
https://www.beyondintractability.org/coreknowle
dge/integrative-bargaining
MasterClass. (2020, February 21). How to
Negotiate: The 5 Stages of the Negotiation
Process.
https://www.masterclass.com/articles/how-to-
negotiate#what-is-negotiation
Shonk, K. (2019, December 5). What Is Distributive
Negotiation?.
https://www.pon.harvard.edu/daily/negotiation-
skills-daily/what-is-distributive-negotiation/
Spangler, B. (2003, June). Integrative or Interest-
Based Bargaining.
https://www.beyondintractability.org/essay/inter
est-based_bargaining
Staff, P. (2019, November 8). Use Integrative
Negotiation Strategies to Create Value at the
Bargaining Table.
https://www.pon.harvard.edu/daily/negotiation-
skills-daily/find-more-value-at-the-bargaining-
table/