This document discusses negotiation skills and the characteristics of an effective negotiator. It states that negotiation is the process of communicating between two or more parties to reach an agreement regarding needs or ideas. Each party has some influence over the other and initially have different opinions and objectives. The key characteristics of an effective negotiator include being a good listener and observer, being open but also firm, exercising patience and controlling their emotions. They should also prepare thoroughly with relevant information, understand human psychology, and have clear goals.

1. Negotiation Skills
Dr. Manesha Kodithuwakku

2. Negotiating is the process of COMMUNICATING back
and forth for the purpose of reaching a joint
agreement about needs or ideas

3. There are minimum 2 parties involved in
the negotiation process

4. Though the parties have the same
degree of interest, they initially start
with different opinions and
objectives

5. Each party has
some
influence or
power – real
or assumed –
over the
other’s ability
to act

6. CHARACTERISTICS OF AN EFFECTIVE
NEGOTIATOR
Should be a
good learner
and observer

7. Should be open and
flexible and yet firm

8. Exercise
great
patience,
coolness
and
maturity

9. Should possess
leadership qualities

10. Should control emotions and not
show weaknesses.

11. Should
bargain
from the
position of
strength

12. More on Benefits

13. Should know and
anticipate the
pros and cons of
other parties
each move and
its repercussions

14. Should build
trust and
confidence

15. Should have clear cut
goals and objectives

20. Should be able to
grasp the situation
from many
dimensions

21. Should know human
psychology and face
reading

22. Should
not be
doubtful

23. Should plan and prepare
thoroughly
with relevant data
and information to
avoid blank mind
in the process

24. Should radiate energy
and enthusiasm and
must be in a position to
empathize with his
opponents

25. Should be a
patient
listener

33. Silence

34. If they interrupt, pause for a few
seconds after they finish

35. Should know how to
create the momentum for
the negotiations and must
know when to exit and
where to exit by closing
the talks successfully

36. Almost every thing is
Negotiable when we have…

37. Confidence

39. Communication Skills

40. Thank You