Negotiations occur for several reasons: To agree on how to share or divide a limited resource To create something new that neither party could attain on his or her own To resolve a problem or dispute between the parties to read more visit... https://marketingskull.com/

1. Negotiation & Conflict
Management
Negotiation & its Components
Personality
Negotiation & Conflict
Management

2. Brainstorming
Write down what comes to
your mind about:
Negotiation Conflict

3. Your personal approach to
negotiation
 Positive Approach
◦ Interaction
◦ Mutual benefit
◦ Interdependence
◦ Opportunity
◦ Difference
◦ Exchange
◦ Persuade
◦ Exciting
◦ Stimulating
◦ Challenging
 Negative Approach
◦ Contest
◦ Win or Lose
◦ Control
◦ Problem
◦ Dispute
◦ Struggle
◦ Manipulate
◦ Frightening
◦ Tension
◦ Difficult

4. Your personal approach to
Conflict
 Positive Approach
◦ Strengthening
◦ Developmental
◦ Growth
◦ Courageous
◦ Helpful
◦ Exciting
◦ Stimulating
◦ Creative
◦ Energizing
◦ Clarifying
◦ Enriching
◦ Good
 Negative Approach
◦ Destructive
◦ Pain
◦ War
◦ Hostility
◦ Threat
◦ Violence
◦ Competition
◦ Anger
◦ Distress
◦ Alienation
◦ Hopeless
◦ Bad

5. 1-5
Introduction
Negotiation is something
that everyone does,
almost
daily

6. 1-6
Negotiations
Negotiations occur for several reasons:
 To agree on how to share or divide a
limited resource
 To create something new that neither party
could attain on his or her own
 To resolve a problem or dispute between
the parties

7. 1-7
Approach to the Subject
Most people think bargaining and negotiation
mean the same thing; however, we will be
distinctive about the way we use these two
words:
 Bargaining: describes the competitive, win-lose
situation
 Negotiation: refers to win-win situations such as
those that occur when parties try to find a
mutually acceptable solution to a complex
conflict

8. 1-8
Characteristics of a
Negotiation Situation
 There are two or more parties
 There is a conflict of needs and desires between
two or more parties
 Parties negotiate because they think they can
get a better deal than by simply accepting what
the other side offers them
 Parties expect a “give-and-take” process

9. 1-9
Characteristics of a
Negotiation Situation
 Parties search for agreement rather than:
◦ Fight openly
◦ Capitulate
◦ Break off contact permanently
◦ Take their dispute to a third party
 Successful negotiation involves:
◦ Management of tangibles (e.g., the price or the terms
of agreement)
◦ Resolution of intangibles (the underlying psychological
motivations) such as winning, losing, saving face

10. 1-10
Interdependence
In negotiation, parties need each other
to achieve their preferred outcomes or
objectives
 This mutual dependency is called
interdependence
 Interdependent goals are an important
aspect of negotiation
 Win-lose: I win, you lose
 Win-win: Opportunities for both parties to gain

11. 1-11
Interdependence
 Interdependent parties are characterized by
interlocking goals
 Having interdependent goals does not
mean that everyone wants or needs exactly
the same thing
 A mix of convergent and conflicting goals
characterizes many interdependent
relationships

12. Dynamics of Negotiation
 Negotiation is difficult
 Negotiation is complex
◦ Because we have to deal with conflict
assessment,
◦ Management
◦ And resolution
 Negotiation is personal & individual
◦ It is subject to all psychological and
sociological principles and theories

13. Why negotiation is
difficult?
 Our emotions
 Temperaments
 Unique needs
 Interests
 Goals
 Perspectives
 Ego
 Self concept
 Our fears

14. Is everything Negotiable?
 Depends on our own values, ethics,
moral code
 Every potential negotiation must be
assessed , if it has mutual beneficial
exchange only then negotiation will
take place.

15. Components of Negotiation
 Personality
 Approach
 Style
 Temperament
 Perceptions
 Interests, goals, needs, values &
 Powers
 Nature and effects of conflict and
available alternatives
 Persuasive abilities of all parties

16. “It is easier to be wise for
others than for ourselves”
 Knowledge of self
 Knowledge of others
 Critical thinking
 Creativity

17. Conflict
 A state of mind in which a person
experiences a clash of opposing
feelings or needs
 A serious incompatibility between two
or more opinions, principles, or
interests

18. To read more visit;
www.daamarketer.com