The presentation telling about negotiation and it's tips and Techniques.

1. NEGOTİATİON

2. Content
• What is the negotiation?
• Basic of nagotiation
• What should we prepare before negotiaton?
• What should we do during negotiation
process?
• What should we do after negotiation?
• An example for negotiation
• Summary

3. What is Negotiation?
• Negotiate
to have formal or informal discussions with
someone in order to reach an agreement
• Simply put...
the process of getting what you want from
another person.

4. Basic of negotiation
◦ We all negotiate, all the time- at home, with
friends, at office, in public
◦ These negotiations can be about anything
◦ Negotiation is the most effective way of resolving
conflicts and securing agreement
◦ A two way discussion to agree terms
◦ Conferring for the purpose of mutual agreement
◦ A process of discussion aimed at reaching
agreement
◦ Establishing consensus amongst two or more
parties

5. What should we prepare before
negotiaton?
• Firstly choose a topic
• Choose a strategy to effectively negotiate.
• Prepare a list about your goals before starting
to negotiation
• Guess your opponent’s goals and questions
before starting to negotiation
• Determine that things what you can give up
and what will you share and what you cannot
give up

6. What should we do during
negotiation process?
• Listen your opponent
• Never shout to your opponent and calm down during
the negotiation
• Use open ended questions to confirm your
understanding of their needs.
• Use your body language effectively
For example: if your opponent’s proposal exceeds your
position you can close your file.
This behaviour is subliminal message against to your
opponent.
But generaly people don’t know it.

7. • Don’t rush to fill pauses with more talk – be
comfortable with moments of silence
• If you don’t want to accept your opponent’s
offer give an offer to your opponent
• Don’t be always well-intentioned. Goodwill
creates greed.
• Don’t give everything with good faith.If you
give everything you won’t have anything then
your opponent will forget your your good
intentions and you will not have good
agreement or any agreement.
• You should evaluate every offer from your
opponent

8. What should we do after negotiation?
• If you are able to make a good deal thank the
your opponent prospect for their time and
reinforce deal decision.
• If you did not make a good deal or anything
avoid appearing annoyed or disappointed

9. An example negotiation
(Pepare your wishlist what you want from your
opponent)
• WHAT IS MY Wishlist?
• I want to buy a new ticket by changing my ticket
dated
• I want to buy cheaper than my new ticket.
Because I'm getting a new ticket from the same
company and I am buying a lot of time ago before
travel .
• I want to be in the same condition as my new
ticket.

10. (Guess your opponent’s goals and questions)
WHAT DOES SELLER WANT FROM ME?
• Seller wants to sell me a new ticket but does
not want to do discount in this case.
WHAT KIND OF QUESTIONS WILL SELLER ASK
ME?
• What is the return date of the previous ticket?
• Which department was your ticket belong?
• What should be the date the tickets that you
will buy new?
• Which department will you get tickets?
• You will be entitled to extra baggage?

11. (Determine that things what you can give up
and what will you share and what you cannot
give up)
WHAT CAN I GIVE UP ?
• I can travel on my ticket flexibility whether
before or after 1-2 days.
• I want to give 200 EUR for a new ticket.
• I can give up to 30 EUR more than I wanted to
give that price

12. WHAT CAN I SHARE ?
• My old return ticket's date and department
• I want to share my new date and my new class
for my new ticket.

13. • Customer: Good afternoon, I bought a ticket
with dated roundtrip from flypgs.com address.
However, on my return date I have changed
and hence I want to change the date of my
ticket. What should I do?
• Seller: When the date of your return to the
previous ticket? And which class is your ticket
belongs?
• Customer: I'm turning 21 in February 2016
compared to the previous ticket. It belongs to
economy class tickets.

14. • Seller: What is your new return date and which
class do you want a ticket?
• Customer: My new return date 3 February 2016
and still I want a ticket in the economic class.
• Seller: I would check it out. (After 1 minute) Sorry
we do not have flight on this date. Would you like
to fly on another date?
• Customerce: But that day my contract will end in
my dormitory. Therefore, I have to pay the higher
amount. If you set me on a flight to the closest
date and the amount that I have to pay outside
the my contract if you give me that as deduction
in airfare. I will accept

15. • Seller: I cannot discount, it does not seem
possible. But I can give you the right to extra
baggage on your flight ticket or do you want
an earlier date?
• Customer: Might be. So how much will I pay
the difference in this case?
• Seller: You have to pay 299.99 EUR.
• Customer: But this is too much for me, I can
not accept it. Can you see the other flight?
• Seller: I'm looking for. (After 1 minute) If you
travel a day later you have to pay 249.99 EUR.

16. • Customer: This is more suitable for me, but
nevertheless still very expensive. If you do this
if you give me a discount and extra luggage to
me right I'm going to get a ticket for the flight
roundtrip from Istanbul to Konya from this
company.
• Seller: Well, then I'll give you this flight extra 2
kg. baggage allowance. But I cannot discount
it does not seem possible. But if you like I can
give you the right to use this free service for
your this flight and for your the other 2 flight.

17. • Customer: Well, then I agree.
• Seller: Which date range will it be your other
flights?
• Customer: I want to travel from Istanbul to
Konya. 3 on February and I want to travel
from Konya to Istanbul 7 on February.
• Seller: I will cut your tickets. Do you approve?
• Customer: Yes, I agree.
• Seller: I wish you a good trip.
• Customerce: Thank you.
• Seller: You are welcome / thank you too

18. Summary
In negotiation
• Be prepared before negotiation
• listen your opponent,
• Be patient and calm down during this process
• Never shout and don’t be agrasive
• Give some offer to your opponent
• Sometimes give up from something to have a
good deal
If you want to have a duck you should give your
chicken (Turkısh proverb)

19. THANK YOU FOR ATTENTİON AND LİSTENİNG
ALİ UÇAR