3. Negotiation is back and forth communication
designed to reach agreement while leaving the
other side intact and positive.
Easier to negotiate when the two sides have
some shared interests and some opposed.
What Is Negotiation ?
4. • Two Parties
• Continuous Process
• No Winner/Loser
• The Objective Is To Reach An Agreement
• Needs Effective Communication
Nature Of Negotiation
6. Negotiation Style
Quick
• Negotiate in a hurry
• Use when you won’t negotiate with these
people again
• Get the best deal without regard to the other
side’s “win”
7. Deliberate
• Use when Long Term Relationship likely
• Involves Cooperation and Relationship
building to reach Agreement
• Needs much preparation, Hard work
9. Preparation
Know What Your Interests are and Why you Value
Them
• What is the issue at hand
• What are the ”needs” vs. “wants
Know the Strengths and Weaknesses of Your
Position and Self
• Self Awareness,
• Personality Characteristics,
• Emotional Intelligence
10. See Things from the Other side’s Point of View-
Why They are Negotiating?
• Research the interest of the other side
• What are their needs
Be aware of the unpleasant consequences for both
sides if your idea/proposal is not accepted.
11. Planning
Brainstorm all alternatives that could satisfy your
needs
Know who is supportive and who is not/less
• Does this person has the authority to make the
decision?
• Are there any penalties for bluffing?
• Are there time limits associated with
negotiations?
12. Role play your opening with a trusted colleague
and rehearse the problematic areas
Plan ways to break it/Buy time
• I need to think over what you just said so can I
have a couple of minutes?”
13. During Negotiation
• List of Main Points and Set of Questions
• Not to Interrupt; The more they Reveal, The
more you’ll Learn
• Stay Open to New Information
• Take Notes
• Focus on Interests. Not People, Not Gains
14. Use objective criteria to make decisions and
be sure the other party does as well
Listen actively and reflectively
• Listen also for what is not said
Learn from what the other side says
• Stay open to new information
15. Synthesize the Information you hear and use
it in your own Argument.
Be prepared to Walk Away if an Agreement is
not Reached.
Write a Note or Memo if Contract or
Agreement is Required.
17. Common Errors
• Negotiating In a Crowd
• Disrespect
• Conflict
• Trying to Prove How Smart You are by
Talking
• Not Listening Carefully
18. Barriers of Negotiation
• Communication Barriers: Examples include
poor documentation of conversations, lack of
dialogue, or bad listening behavior.
• Cultural or Gender Barriers: Examples
include language difficulties,
misunderstandings, or pace of work.
19. • Lack of Information: One or both sides fail to
provide necessary information about
issues, criteria, desired outcomes, or interests.
20. Outcomes of Negotiation
• Both sides should come to consensus and
commit to the agreement
• The agreement should help to maintain
ongoing communications and interactions
between the negotiating parties so that future
negotiations can take place
• Negotiations should lead to a better situation
21. A Good Negotiator Is..
• Creative
• Versatile
• Motivated
• Has the ability to walk away
22. “In Business you don’t get
What you Deserve
you get
What you Negotiate”
