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Negotiation skills

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fundamentals of negotiation

Published in: Self Improvement
  • Excellent PPT, Please share its Editable version at adnanasif_786@hotmail.com
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  • Thanks has been helpful to understand better about negotiation would you send me the ppt presentation to mario.torres@caha.com.mx Thanks
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Negotiation skills

  1. 1. World&is&a&stage&of& NEGOTIATION&
  2. 2. Our$ability$to$nego/ate$ has$been$embeded$ Since&we&were&born&&
  3. 3. remember%when%you%want%to%buy%toys% But$your$mom$said$NO$
  4. 4. what did you do next?
  5. 5. CRY TILL YOU GET YOUR TOY
  6. 6. Our lives are filled with negotiation
  7. 7. WITH YOUR BUSINESS PARTNER
  8. 8. WITH YOUR BOSS
  9. 9. WITH YOUR WORKMATE
  10. 10. WITH YOUR PARTNER
  11. 11. What is negotiation A give & take decision making process involving 2 or more persons with different preference
  12. 12. it is a collection of behaviours that involve communication, marketing, psychological, assertiveness & conflict resolution
  13. 13. To reach an agreement To Buy or sell products Why do we negotiate To Solve a problem
  14. 14. NEGOTIATION SKILLS NEGOTIATION FEATURES
  15. 15. Min 2 people Predetermined goals Expecting outcome Resolution & consensus Parties willing to modify their positions Parties should understand the purpose of negotiation
  16. 16. NEGOTIATION SKILLS NEGOTIATION PROCESS
  17. 17. Preparation Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited time-scale can also be helpful to prevent the disagreement continuing.
  18. 18. Preparation Discussion During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation.
  19. 19. Preparation Discussion Clear Goals From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. It is helpful to list these factors in order of priority.
  20. 20. Preparation Discussion Clear Goals Win-win 'win-win' outcome where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration.
  21. 21. Preparation Discussion Clear Goals Win-win Agreement Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered.
  22. 22. Preparation Discussion Clear Goals Win-win Agreement Actions items From the agreement, a course of action has to be implemented to carry through the decision.
  23. 23. NEGOTIATION SKILLS NEGOTIATION TYPES
  24. 24. Negotiation Types
  25. 25. individual gains Joint gains Negotiation is seen as an opportunity to be creative and think outside of the box in order to make the pie bigger. view the other parties as “the enemy” to be defeated. Negotiation’s aim is not to find an alternative solution that would benefit both parties, view the other party as a partner or a teammate. sources are limited and everyone wants to claim their share of the pie. sources are not limited, the ultimate goal to expand the pie, so there is more for everyone.
  26. 26. I think we all agree when I say that the integrative bargaining is the right negotiation behaviour to use This type of resolution will help building long-term relationships and trust between the parties.
  27. 27. Negotiation strategy matrix + Issues - Relationship - You Win They Win You Win They Lose You Lose They Win You Lose They Lose
  28. 28. 3 Questions to prepare before entering to a negotiation Why, How, whom
  29. 29. 3 Questions to prepare before entering to a negotiation Why, How, whom 9J[CTG[QWCUMKPI!
  30. 30. 3 Questions to prepare before entering to a negotiation Why, How, whom 9J[CTG[QWCUMKPI! *QYCTG[QWCUMKPI!
  31. 31. 3 Questions to prepare before entering to a negotiation Why, How, whom 9J[CTG[QWCUMKPI! *QYCTG[QWCUMKPI! (QTYJQOCTG[QW CUMKPI!
  32. 32. NEGOTIATION SKILLS NEGOTIATION CONCEPTS
  33. 33. 2 tactics that you must have in mind Best Alternative To Negotiated Agreement Zone Of Possible Agreement
  34. 34. 2 core concepts that you must have in mind Best Alternative To Negotiated Agreement BATNA tells 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
  35. 35. 2 core concepts that you must have in mind Zone Of Possible Agreement BUYER SETTLEMENT RANGE ZOPA SELLER SETTLEMENT RANGE SELLER WALKAWAY 0 4500 5000 7000 BUYER WALKAWAY
  36. 36. Know yourself who you represent Define your interest outcome Do your research Know your their BATNA Try to predict your ZOPA set realistic exceptions Decide your walkway
  37. 37. NEGOTIATION SKILLS NEGOTIATION BEHAVIOUR
  38. 38. Gavain kennedy describes 3 behaviours that we can display and MAINAPLUTING AGGRESSION INTIMIDATION EXPLOITATION DEMEANING ALWAYS SEEKING THE BEST FOR SELF NO CONCERN FOR PERSON NEGOTIATING WITH WIN WIN APPROACH CO-OPERATION TRUSTING PACIFYING RELATIONAL GIVING GOOD INTENTIONS 2 WAY EXCHANGE GIVE ME SOME (RED) I WILLL GIVE YOU SOME (BLUE) TIT FOR TAT STRATEGIES CONCENTRATING ON PROFITS PURPLE BEHAVIOUR INCITES PURPLE BEHAVIOUR encounter in a negotiation
  39. 39. NEGOTIATION SKILLS NEGOTIATION STEPS
  40. 40. OPENING EXPLORATION CREATE MOVEMENT CREATE CLOSURE CLOSING Set the offer at most appropriate level there is no such thing as a first offer too good to refuse opening within negotiations are like a game of chess both parties will begin with an offer that is far from target
  41. 41. OPENING EXPLORATION CREATE MOVEMENT CREATE CLOSURE CLOSING identify needs, wants interests thing you can’t do without thing you prefer to have reasons that lies behind wants and needs the skilful negotiator can see where the other party expect the final outcome
  42. 42. OPENING EXPLORATION CREATE MOVEMENT CREATE CLOSURE CLOSING prepare to compromise Restate your case: Ensure the agreement is clear Explore possibilities Ask What if exchange be clear minimize the perception on what is left to agree write it down prevention is better than cure
  43. 43. OPENING EXPLORATION CREATE MOVEMENT CREATE CLOSURE CLOSING keep moving don’t get bogged down in details focus on issues give recognition give other party final opportunity to clarify any issues
  44. 44. OPENING EXPLORATION CREATE MOVEMENT CREATE CLOSURE CLOSING list of issues of both sides prepare a draft framework tackle outstanding details record each point as it is agreed agree a procedure for complaint agree a process to review the skilful negotiator will not be distracted from their task
  45. 45. NEGOTIATION SKILLS NEGOTIATION TACTICS
  46. 46. High ball OCMG[QWTHKTUVQHHGTCUJKIJRQUUKDNG YKVJQWVEQORNGVGN[RWVVKPIQHHVJGEWUVQOGT $GECTGHWNCDQWVCUMKPIVJGQVJGTRGTUQPYJCVVJG[YKNNQHHGTCUVJGKTHKTUV DKFCPEJQTUVJGFKUEWUUKQPSWKVGRQUUKDN[QPVJGNQYUKFG CNVJQWIJKHVJG[ UGGORCTVKEWNCTN[MGGPVQUGVVNGCUMKPIVJGOOKIJVIKXG[QWCRNGCUCPV UWTRTKUG
  47. 47. Low ball 6JKUKUCOGVJQFHQTDW[GTUYJGTG[QW UVCTV[QWTDKFFKPIRCTVKEWNCTN[NQY $GECTGHWNCDQWVUVCTVKPIQWVCUMKPIVJGQVJGTRGTUQPYJCVVJGKTRTKEGKUCU VJKUYKNNCPEJQTVJGFKUEWUUKQP CPFVJGKTGZRGEVCVKQPUCVCJKIJGTRTKEG
  48. 48. Big fish #EVCUKH[QWCTG$KI(KUJYJQECPUYCNNQYYJQNGCP[UOCNNHT[CVCYJKO %CUVVJGQVJGTRGTUQPCUCUOCNNHT[ 5JQYJQY[QW[QWCTG$KI(KUJ#EVCUKH[QWECPFQYJCVGXGT[QWNKMG 9CXGOQPG[CTQWPF#TTKXGKPCDKIHCUVECTTGUUGZRGPUKXGN[0COGFTQR
  49. 49. Bluff 6GNNVJGQVJGTRGTUQPUQOGVJKPIVJCVYKNNKORTGUUVJGOCPFIGVYJCV[QW YCPVGXGPVJQWIJKVKUPQVVTWG#EVEQPHKFGPVN[QPQVJGUKVCVGQT QVJGTYKUGKPFKECVGVJCV[QWCTGN[KPI
  50. 50. Good BAd cop 1PGRGTUQPCEVUKPCPCIITGUUKXGCPFRWUJ[YC[OCMKPIWPTGCUQPCDNG FGOCPFUCPFTGSWKTKPIEQORNKCPEG 6JGQVJGTRGTUQPVJGPCEVUKPCMKPFCPFHTKGPFN[YC[CUMKPIPKEGN[CPF IGVVKPIEQORNKCPEG
  51. 51. Delays 7UGVKOGVQUVTGVEJQWVVJGPGIQVKCVKQPGURGEKCNN[CVETKVKECNOQOGPVU
  52. 52. NO AUTHORITY 4GHWUGVQIKXGKPQPKVGOUDCUGFQPVJGHCEVVJCV[QWJCXGPQVDGGPIKXGP CWVJQTKV[VQFQYJCVKUDGKPITGSWGUVGFD[VJGQVJGTRGTUQP
  53. 53. CHANGE THE NEGOTIATOR %JCPIGVJGRGTUQPYJQKUFQKPIVJGPGIQVKCVKQP6JGPGYPGIQVKCVQTVJGP IQGUQXGTCNNVJGFGEKUKQPUCPFCITGGOGPVUYKVJCHKPGVQQVJGFEQOD
  54. 54. Verbal communication Ethical Emotional control interpersonall skills Problem analysis Decision making collabrotive Active Listing preparation Top effective negotiation skills Problem solving

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