2. INTRODUCTION
9TH GRADE
Negotiation is a process of joint
decision making in which people
with different preferred
outcomes interact in order to
resolve their differences.
3. -What is Negotiation really?
Negotiation is not necessarily a win–lose
process; it need not involve one party
seeking to improve its lot at the expense of
the other. Negotiation can often be a win-
win process through which an agreement
may be reached which helps both parties
achieve their preferred outcomes.
9TH GRADE
4. HOW IT WORKS
When people begin to negotiate they normally have some
idea about the level of benefit they hope to secure. This is
their target outcome. They also have some idea about the
level of benefit below which they will not go. This is their
limit. A settlement can only be achieved when the limits
each partybrings to the negotiation coincide or overlap.
9TH GRADE
5. The primary components of negotiating skills are
behaviours such as information sending,
information seeking, argumentation, compliance
seeking, bidding and yielding. These behaviours
can be structured and sequenced into sets that
are often referred to as negotiating tactics.
The hierarchical nature of negotiating
skills: behaviours, tactics and strategies
9TH GRADE
6. FIVE STRATEGIES
The competitive negotiator is
motivated to achieve maximum
benefit for self at the expense of the
other party (win–lose).
01 The collaborative negotiator
is motivated to achieve
maximum benefit for both
parties (win-win).
03
The accommodative
negotiator is primarily
concerned with ensuring that
the other party achieves
some benefit even if this
requires the sacrifice of
benefit to self.
02
The inactive negotiator
neglects both own and the
other’s benefit by avoiding
any attempt to resolve
differences in preferred
outcomes.
04
05
The
compromising
negotiator adopts
an intermediate
strategy and is
motivated to seek
a satisfactory
(rather than
maximum) level
of joint
benefit by
splitting the
difference on
issues of concern.
7. OTHER FACTORS AFFECTING STRATEGIC CHOICE
8 others factors
● Continuity of the interaction
● Definition of the situation
● Local culture
● Stakes
● Constituents
● Attribution of others’ intent
● Benefits associated with possible outcomes
● Perceived balance of power
9. WHAT IS THIS
TACTICS ABOUT?
Tactics are sets of behaviours that
are structured and sequenced in
ways that help negotiators achieve
their desired ends. Choice of tactic is
heavily influenced by choice of
strategy.
10. Tactics can be classified under four headings
First Seconds
Fourth
Third
Contending
tactics
Complex
Non-contending
tactics
Flexible tactics
11. Positional bidding to lower the other’s
expectation regarding the overall level of benefit
that can be achieved from an agreement.
Defining issues.
Demonstrating a
commitment to hold firm.
Imposing time
pressure.
Reducing the other’s
resistance to making
concessions.
CONTENDING TACTICS
01
03
02 04
05
14. Summary
The aim of this chapter is to help
you develop a better
understanding of the process of
negotiation and to help you
identify the skills you need if you
are to become a more successful
negotiator.
9TH GRADE
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Thanks!
9TH GRADE
