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Prepared and delivered by:
Hossam Moaness
Negotiation
Enabling You to Become
Exceptional Negotiators
 Why Negotiation???
Introduction
 Everyone Negotiates!!
› Buying a car, a house or another object for
which the price ma...
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
“Negotiation is a give and take process of
dealing with others to reach an agreement
in a need generated environment”
Simp...
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
 Competitive Negotiation
 Collaborative Negotiation
Types of Negotiation
Competitive Negotiation
› Distributive
› Pie share
› Win-Lose
› Buyers = as low as possible
› Sellers = as high as possibl...
Collaborative Negotiation
› Integrative
› Newspaper share
› Win-Win
› Expanding the possibilities
› Long term relationship...
At the negotiation table, which fork do you use?
Competitive Negotiation Collaborative Negotiation
Types of Negotiation
Lo...
Gavin Kennedy describes 3 types of behaviour
that we can display and encounter when in
a negotiating situation.
RED BLUE P...
 Manipulation
 Aggression
 Intimidation
 Exploitation
 Demeaning
 Always seeking the best for self
 No concern for ...
 Win win approach
 Cooperation
 Trusting
 Pacifying
 Relational
 Giving
 Good intentions
 Two way exchange
 Give me some of what I want (red)
 I’ll give you some of what you want (blue)
 Ti...
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
BATNA is an acronym for:
Best
Alternative
To
a
Negotiated
Agreement
 BATNAs tell you when to accept and when to
reject an agreement
When a proposal is better than your BATNA:
ACCEPT IT
Wh...
 Reservation Point: The point at which the BATNA becomes
preferable to continuing a negotiation. In a negotiation this is...
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
1. Know yourself and who you represent
2. Define your interests and the outcomes
you want to achieve
3. Do your research
4. Know your and their BATNA
5. Try to predict your ZOPA
6. Set realistic expectations
7. Decide your Walk-Away price
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
1. Approach
2. Exploration
3. Bargaining
4. Conclusion
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding i...
 Highball
 Lowball
 Big Fish
 Bluff
 Good cop/bad cop
 Delays
 No Authority
 Change the Negotiator
Questions
For questions or feedback:
Hossam.Moaness@gmail.com
Hossam Moaness
Negotiation skills
Negotiation skills
Negotiation skills
Negotiation skills
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Negotiation skills

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م/حسام مؤنس " ورشة العمل"
Negotiation skills

الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة

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Negotiation skills

  1. 1. Prepared and delivered by: Hossam Moaness Negotiation Enabling You to Become Exceptional Negotiators
  2. 2.  Why Negotiation??? Introduction  Everyone Negotiates!! › Buying a car, a house or another object for which the price may not be fixed › Accepting a job offer or getting a salary raise › Organizing team tasks or priorities › Getting Married (in Egypt)!! › Deciding how to spend a free evening
  3. 3. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  4. 4. “Negotiation is a give and take process of dealing with others to reach an agreement in a need generated environment” Simply… The term ‘Negotiation’ means a discussion intended to produce an agreement
  5. 5. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  6. 6.  Competitive Negotiation  Collaborative Negotiation Types of Negotiation
  7. 7. Competitive Negotiation › Distributive › Pie share › Win-Lose › Buyers = as low as possible › Sellers = as high as possible › Long term relationship not important › Claiming as much value as possible in the negotiation
  8. 8. Collaborative Negotiation › Integrative › Newspaper share › Win-Win › Expanding the possibilities › Long term relationship is important › Creating Value in negotiation › Buyers and Sellers work together to get more
  9. 9. At the negotiation table, which fork do you use? Competitive Negotiation Collaborative Negotiation Types of Negotiation Long-term expectations
  10. 10. Gavin Kennedy describes 3 types of behaviour that we can display and encounter when in a negotiating situation. RED BLUE PURPLE
  11. 11.  Manipulation  Aggression  Intimidation  Exploitation  Demeaning  Always seeking the best for self  No concern for person negotiating with
  12. 12.  Win win approach  Cooperation  Trusting  Pacifying  Relational  Giving
  13. 13.  Good intentions  Two way exchange  Give me some of what I want (red)  I’ll give you some of what you want (blue)  Tit for tat strategies  Concentrating on profits  Purple behaviour incites purple behaviour
  14. 14. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  15. 15. BATNA is an acronym for: Best Alternative To a Negotiated Agreement
  16. 16.  BATNAs tell you when to accept and when to reject an agreement When a proposal is better than your BATNA: ACCEPT IT When a proposal is worse than your BATNA: REJECT IT
  17. 17.  Reservation Point: The point at which the BATNA becomes preferable to continuing a negotiation. In a negotiation this is the point beyond which a party will not go.  Bargaining Range: The difference between the reservation points of the parties. This range can be positive or negative. If it’s negative there will be no settlement, unless one or both the parties changes their reservation point.
  18. 18. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  19. 19. 1. Know yourself and who you represent
  20. 20. 2. Define your interests and the outcomes you want to achieve
  21. 21. 3. Do your research
  22. 22. 4. Know your and their BATNA
  23. 23. 5. Try to predict your ZOPA
  24. 24. 6. Set realistic expectations
  25. 25. 7. Decide your Walk-Away price
  26. 26. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  27. 27. 1. Approach 2. Exploration 3. Bargaining 4. Conclusion
  28. 28. 1. Introduction 2. Negotiation Types & Behaviors 3. Negotiation Core Concepts 4. Preparing for Negotiation 5. Proceeding in Negotiation 6. Negotiation Tactics
  29. 29.  Highball
  30. 30.  Lowball
  31. 31.  Big Fish
  32. 32.  Bluff
  33. 33.  Good cop/bad cop
  34. 34.  Delays
  35. 35.  No Authority
  36. 36.  Change the Negotiator
  37. 37. Questions
  38. 38. For questions or feedback: Hossam.Moaness@gmail.com Hossam Moaness

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