1. Prepared and Presented By:-
Rohan Gupta

2.  What do you mean by Negotiating?
 What do you understand by
successful negotiating?
 Successful negotiation can‟t occur
without successful communication.
 Developing Relationships through
negotiations.
 Eight steps to successful
negotiating.

3.  As defined in the dictionary
 It‟s the art of reaching agreement through an
effective exchange of information.
 Practically
 It involves give and take about a disagreement.
 Disagreement occurs within a Relationship.
Negotiation could be redefined as
“Negotiation is the resolution of a
disagreement, using give-and-take within the
context of a particular relationship. It involves
sharing ideas and information and seeking a
mutually acceptable outcome.”

4.  Developing successful negotiation requires:
1. Learning the process of negotiating
2. Understanding yourself
3. Building better relationships
Facts about Negotiation
1. What can I do to keep my perspective when
negotiating is not easy?
2. What can I do to understand that negotiating
is a process?
3. What can I do to create mutually satisfactory
outcomes?
4. What can I do to learn about the differences
in others?
5. What can I do to improve my attitude?

5. Fundamental Elements of Negotiating
 Trust
 Process: Can be divided into two parts
Preparing to negotiate:
Understanding others
Understanding self
Understanding appropriate behaviour
Understanding strategies
Negotiation itself:
Process of negotiating
The Environment of negotiating
The data for negotiating
Evaluating Outcomes
 Communication
 People: Emotions, Communications, Perceptions
 Bargaining power : Concept of PAK (Power, Authority and
Knowledge)
 Alternatives
 Criteria for evaluation

6.  Theory of Needs propagated by Abraham
Maslow and B.F. Skinner
 Model for understanding Emotions and
Behaviour
Unmet Needs Emotions Behaviour /
Action
Value Fear / Anger Retaliate
Control Dominate
Self-esteem Isolate
Cooperate

7. Reframing Needs and Emotions During
Negotiations
1. Has this happened to me before
2. What kind of commitment exists in the
relationship?
3. What else is bothering me?
4. What do I stand to lose if don‟t get what I
want?
Who Owns the Problem?
1. The other person owns the problem.
2. I own the problem
3. There is no problem
4. We own the problem

8. Emotional Barriers to Negotiating
 Hot Button response
 Blame-bag response
 Dance response
When you realize that an emotional response is
stifling your ability to negotiate well, you need to
address the problem directly, like this:
 Define the Problem
 Share your feelings
 Tell what you or prefer
 Suggest the outcome that will follow

9. When you negotiate it‟s important to:
 Express your feelings objectively.
 Attack the problem, not the person.
 Build relationships as you negotiate.
 Create a positive environment, not a negative one.
 Problem-solve in a positive way.

10. Three possible healthy relationships one have in
a lifetime are:
Dependence
Independence and
Interdependence.
All these relationships show in one‟s negotiating
style.

11. Negotiating with the Four Gifts of
Empowerment:
1. Choice
2. Knowledge
3. Practice
4. Involvement
To experience empowerment you need to follow
three steps:
1. Make the decision to empower.
2. Communicate empowerment.
3. Recognize that feelings stem from behaviour.

12. How You Speak Means More Than What You Say
 93 percent of our communication comes through
body language.
Body language includes:
1. Voice Pitch (how high or low the voice sounds)
2. Intonation (emphasis placed on certain words)
3. Gestures (the way hands, arms and legs move)
4. Eye Contact (looking at someone directly or
indirectly)
5. Proximity (how close to someone you stand or sit)
6. Facial Expression (a smile or frown)

13. “S-O-F-T-E-N” AS A NEGOTIATING TECHNIQUE
S SMILE
O OPEN
F FORWARD LEAN
T TOUCH
E EYE CONTACT
N NOD

14. 4 WAYS TO COMMUNICATE EFFECTIVELY
WHEN NEGOTIATING
BE CLEAN
BE COMPREHENSIVE
BE CALM
BE CARING

15. AVOID ESCALATING WORDS
YOU CAN‟T
ALWAYS OR NEVER SHOULD HAVE
OUGHT TO HAVE BUT
COMMUNICATE YOUR PREFERENCES
FOR MORE EFFECTIVE NEGOTIATIONS
Make „I‟ Statements

16.  Preparingto Negotiate – Prepare mentally
and emotionally to know yourself and other
person better.
 Toget ready – understand the motives of
others, avoid assumptions, know the
specifics of the subject being negotiated and
focus on the interests of each person.
 Attitude
of winning is important to carry into
the negotiation process.

17. Know Yourself
 Self-reflection or Self-evaluation
Questions include:
 What do I want out of this negotiation?
 How am I likely to behave?
 What will trigger my hot-button?
 Do my requests fit who I am and what I want in life?
 Are my expectations realistic for this situation?
Evaluate the real reasons you are negotiating.
 Assess how you‟ll behave when the negotiation is
complete.
 How will I behave if I get what I asked for?
 How will I behave if I don‟t get what I‟m asking for?
 What am I willing to settle for?
Determine your bottom line for compromise.

18. Following steps will help one prepare, understand
self better, and communicate to the other party:
 Prepare list of acceptable alternatives.
 List your interests. Don‟t be confined by rigid
positions.
 Gather support material that can help explain
yourself and your needs to others.
Know Others
 Analyze the personalities of others
 Ask other persons about the other negotiating party.
 Two types of questions to gain information about
the needs of your counterpart –
 open ended – to know more about your counterpart.
 closed questions – to get commitment and to test where
your counterpart stands.

19. AVOID ASSUMPTIONS
 Avoid negative assumptions about others‟
beliefs, values, attitudes and behaviour.
 Often you think you‟re ready to negotiate
and fail to do your homework because you
assume you have the information needed
to negotiate successfully.
 Avoid assuming that another person is out
to harm you. Generalizations cause
trouble by perpetuating false
assumptions.

20. FOCUS ON INTERESTS
 Primary Objective – Focus on the interests of
the people involved, not their position.
 Use the following four steps to understand
interests:
 Ask for the objections – encourage open dialogue – ask
open ended questions
 Listen to the objections – avoid impulse to jump in.
 Acknowledge the objections
 Classify the objections according to main categories.
 Smoke Screen Objections
 “Knee-jerk” reactions
 Emotional objections
 Real Objections

21. STEP 1 You are dissatisfied
STEP 2 You want to be satisfied (WIN)
STEP 3 You want the other party to be
satisfied.
STEP 4 You choose winning feelings about
yourself and others.
STEP 5 You choose winning assumptions about
yourself and others
STEP 6 You choose winning behaviours
STEP 7 You have winning outcomes

22. MENTALLY PREPARING FOR SUCCESS BY “SELF-TALK”
It‟s important to look at why we behave the way we do.
Analyze the following to understand yourself better:
 Programming – application of your experiences
 Beliefs – Images about yourself, higher order, others,
life.
 Attitudes and feelings – The bridge between beliefs and
behaviour
 Behaviour – The manifestation of programming, beliefs,
attitudes and feelings.
Use “Self-Talk” to reprogram behaviour by:
 Affirmation
 Visualization
 Goal-setting
 Forgiving and forgetting

23. Seven Ways to Negotiate – Active and Passive
“sweaters”
1. Ignore / deny
2. Suppress
3. Leave or withdraw
4. Placate
5. Dominate
6. Compromise
7. Collaborate
Which sweater you would wear would depend
on P-A-K – Power Authority Knowledge

24. 1. Define the Problem
2. Look for what you have in common
3. Recognize multiple interests
4. Look toward solutions rather than the problem
5. Focus on benefits for both parties
6. Determine a time to evaluate and make
decisions
7. Reinforce commitment after you‟ve agreed.

25. When someone says “No”
 Don‟t take it personally
 Have plans “B” and “C” ready
 Suggest a temporary postponement
Dissolve tension by using the three magic phrases:
 “I respect….”
 “I appreciate….”
 “I agree….”
Step-by-step process for handling difficult people:
1. Listen 2. Repeat to clarify
3. Disengage to clarify 4. Use interruptions to
switch subjects
5. Discuss option 6. Ask for solutions
7. Keep records

26. Stages of Satisfaction are:
 Immediate reward: instant satisfaction
 Delayed reward: delayed satisfaction
 Different reward: adjusted satisfaction
 Rejected reward: acceptance satisfaction