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HEMANG DESAI
Definition:Negotiation is a basic means of gettingwhat you want from others by interactivecommunication designed to reach ...
Basics Of Negotiation1. There must be at least two or more   parties involved.2. There is a common interest between   part...
Major Influences on the Process Choice Issues                  Attitude  relationship             Time
Process of Negotiation   Rational: Why we are negotiate   Objectives (Yours): Goals priorities   Differences: Possible ...
Know Your BATNABest Alternative To a Negotiated Agreement to produce something betterThe  better your BATNA the greater ...
Five Ways To Negotiate EffectivelyA.   Learn never to flinch.B.   Recognize that people often ask more     than they expec...
:The Negotiator Must BeA.   Self confident, patient, empathetic.B.   Knowing when to start, stop & the     bottom line.C. ...
Basic Skills for      Successful Negotiation1.   Result / Achievement Orientation2.   Knowledge of the Negotiation process...
Skills in Negotiation Process REPA1. Relate: Building a relationship2. Explore: Interests of both sides3. Propose: One con...
INDIVIDUAL NEGOTIATION SKILLS        Identifying the problems        Identifying potentials Success points.        Empa...
Negotiation skills   02nd june'10
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Negotiation skills 02nd june'10

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Negotiation skills 02nd june'10

  1. 1. HEMANG DESAI
  2. 2. Definition:Negotiation is a basic means of gettingwhat you want from others by interactivecommunication designed to reach anagreement.
  3. 3. Basics Of Negotiation1. There must be at least two or more parties involved.2. There is a common interest between parties.3. Have definite goals and objectives.4. Allow adequate time for the process
  4. 4. Major Influences on the Process Choice Issues Attitude relationship Time
  5. 5. Process of Negotiation Rational: Why we are negotiate Objectives (Yours): Goals priorities Differences: Possible conflicts Mode of Negotiation: Bargaining, time frame & issues Communications
  6. 6. Know Your BATNABest Alternative To a Negotiated Agreement to produce something betterThe better your BATNA the greater your power
  7. 7. Five Ways To Negotiate EffectivelyA. Learn never to flinch.B. Recognize that people often ask more than they expect to get.C. The person with the most information usually does better.D. Practice at every opportunity.E. Maintain your walk away power.
  8. 8. :The Negotiator Must BeA. Self confident, patient, empathetic.B. Knowing when to start, stop & the bottom line.C. Knowing the best alternative to a negotiated settlement “BATNA”D. Knowing that if other party respects you they will try harder to agree with you.E. Aware of non-verbal communication
  9. 9. Basic Skills for Successful Negotiation1. Result / Achievement Orientation2. Knowledge of the Negotiation process3. An understanding of people4. A grasp of your subject5. Creativity: settle on a solution before you negotiate6. Communication skills
  10. 10. Skills in Negotiation Process REPA1. Relate: Building a relationship2. Explore: Interests of both sides3. Propose: One concrete proposal addresses all underlying interests4. Agree: Compromising & create alternatives
  11. 11. INDIVIDUAL NEGOTIATION SKILLS  Identifying the problems  Identifying potentials Success points.  Empathizing  Communication  Objectivity of perception  Constant Evaluation  Positive Attitude  Professional Approach  Scientific Outlook

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