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PRESENTATION ON
NEGOTIATION TACTICS
SUBMITTED TO : SUBMITTED BY:
MR. MUNISH KUMAR MR. TARUN KHULLAR
( ASST. PROFESSOR ) 1525991039
CCSRM BBA SRM
CONTENTS
MEANING
COMMON NAGOTIATION TACTICS
UNFAIR OR DIRTY NEGOTIATION TACTICS
WAYS FOR DEFEND
NEGOTIATION
• Negotiation is a process between two or more parties
(each with its own aims, needs, and viewpoints)
seeking to discover a common ground and reach an
agreement to settle a matter of mutual concern or
resolve a conflict.
•Negotiation is getting what you want from
another person no matter what
TACTICS
•Near term actions taken to solve specific
problems or accomplish specific goal
NEGOTIATION TACTICS
• Negotiation tactics are purposely used or preliminary
planned behavior, directed to achieve main goals of
negotiation
NEGOTIATION TACTICS
• PREPARE YOUR MENTAL MODEL
• Show respect and build trust
• They are not trying to skin you
• The relationship is most important thing
• INTEREST-BASED APPROACH TO NEGOTIATION
• Integrative negotiation
• Separate the people from the people
• focus on interest, not position
NEGOTIATION TACTICS
• REFRAMING
• Go back to the goal
• Present it with different angle
• Reframe to claim value and win with public opinion
• KNOW WHEN TO SAY "NO"
• No is the key to success
• Practice your no
• Control your emotion and show respect
NEGOTIATION TACTICS
• TO GAIN QUANTITATIVE ADVANTAGE
• To make maximum profit in price.
• Do not make loss in any situation.
• SNOW JOB
• Over whelming other party with facts and figures
NEGOTIATION TACTICS
• CONTROLLING AGENDA
• Taking charge of what items should be discussed and when
• PLAYING INNOCENT
• Other party acts innocent ,e.g., says he is new to business, asks for sympathy
,patience ,understanding
NEGOTIATION TACTICS
• PERSONAL ATTACK
• Party makes comment on behaviour,habits etc.
• CREATING STRESS
• Party create stressful environment
UNFAIR OR “DIRTY” TACTICS IN NEGOTIATION
• MISLEADING:
• Wrong Information
• Limited Authority
• PSYCOLOGICAL PRESSURE
• Stress full environment
• Personal attack
UNFAIR OR “DIRTY” TACTICS IN NEGOTIATION
• POSTIONAL PRESSURE
• Unreal demand
• Refusal to negotiate
4 WAYS TO DEFENDS THESE PROBLEMS
• IGNORE THEM
• ACKNOWLEDMENT
• REQUEST TO STOP
• TERMINATION OF THE NEGOTIATION
THANK YOU

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Tactics

  • 1.
  • 2. PRESENTATION ON NEGOTIATION TACTICS SUBMITTED TO : SUBMITTED BY: MR. MUNISH KUMAR MR. TARUN KHULLAR ( ASST. PROFESSOR ) 1525991039 CCSRM BBA SRM
  • 3. CONTENTS MEANING COMMON NAGOTIATION TACTICS UNFAIR OR DIRTY NEGOTIATION TACTICS WAYS FOR DEFEND
  • 4. NEGOTIATION • Negotiation is a process between two or more parties (each with its own aims, needs, and viewpoints) seeking to discover a common ground and reach an agreement to settle a matter of mutual concern or resolve a conflict.
  • 5. •Negotiation is getting what you want from another person no matter what
  • 6. TACTICS •Near term actions taken to solve specific problems or accomplish specific goal
  • 7. NEGOTIATION TACTICS • Negotiation tactics are purposely used or preliminary planned behavior, directed to achieve main goals of negotiation
  • 8. NEGOTIATION TACTICS • PREPARE YOUR MENTAL MODEL • Show respect and build trust • They are not trying to skin you • The relationship is most important thing • INTEREST-BASED APPROACH TO NEGOTIATION • Integrative negotiation • Separate the people from the people • focus on interest, not position
  • 9. NEGOTIATION TACTICS • REFRAMING • Go back to the goal • Present it with different angle • Reframe to claim value and win with public opinion • KNOW WHEN TO SAY "NO" • No is the key to success • Practice your no • Control your emotion and show respect
  • 10. NEGOTIATION TACTICS • TO GAIN QUANTITATIVE ADVANTAGE • To make maximum profit in price. • Do not make loss in any situation. • SNOW JOB • Over whelming other party with facts and figures
  • 11. NEGOTIATION TACTICS • CONTROLLING AGENDA • Taking charge of what items should be discussed and when • PLAYING INNOCENT • Other party acts innocent ,e.g., says he is new to business, asks for sympathy ,patience ,understanding
  • 12. NEGOTIATION TACTICS • PERSONAL ATTACK • Party makes comment on behaviour,habits etc. • CREATING STRESS • Party create stressful environment
  • 13.
  • 14. UNFAIR OR “DIRTY” TACTICS IN NEGOTIATION • MISLEADING: • Wrong Information • Limited Authority • PSYCOLOGICAL PRESSURE • Stress full environment • Personal attack
  • 15. UNFAIR OR “DIRTY” TACTICS IN NEGOTIATION • POSTIONAL PRESSURE • Unreal demand • Refusal to negotiate
  • 16. 4 WAYS TO DEFENDS THESE PROBLEMS • IGNORE THEM • ACKNOWLEDMENT • REQUEST TO STOP • TERMINATION OF THE NEGOTIATION