Definition:Negotiation is a basic means of gettingwhat you want from others by interactivecommunication designed to reach anagreement.
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
Major Influences on the Process Choice Issues Attitude relationship Time
Process of Negotiation Rational: Why we are negotiate Objectives (Yours): Goals priorities Differences: Possible conflicts Mode of Negotiation: Bargaining, time frame & issues Communications
Know Your BATNABest Alternative To a Negotiated Agreement to produce something betterThe better your BATNA the greater your power
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.
: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
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
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
INDIVIDUAL NEGOTIATION SKILLS Identifying the problems Identifying potentials Success points. Empathizing Communication Objectivity of perception Constant Evaluation Positive Attitude Professional Approach Scientific Outlook