Slideshow about negotiating and its definitions,types,photos e.t.c.

1. Negotiating
Nazim Suleymanov
“The goal is not to get a deal. The goal is to get a good deal.”

2. What is NegotiatiNg?
• Negotiation is the process of discuss to arrive at an agreement
between different parties ,each with their own interest and choices.
• Business Negotiations usually involve one party trying to influence
another party to make a particular decision or sign a contract.

3. DefiNitioNs
ROBBINS - “A process in which two or more parties exchange goods and
services and attempt to agree upon the exchange rate for them.”
Minton - “The degree to which the interests of the parties are aligned can
facilitate the range and type of outcomes available for resolution.”

4. Four principles oF best practice
negotiation
• Preparation: understanding the issues and the people and equipping the team for the
process
• Relationship: developing a strategy for maintaining the relationship before, during and
after negotiations
• Communication: building trust by applying an open communication style
• Problem-solving: exploring options and strategies for reaching agreement

5. Features oF negotiation
• Two Parties
• Predetermined Goals
• Expecting an Outcome
• Parties willing to modify their Positions
• Parties should understand the purpose of their
negotiation

6. reasons For negotiation
• To Reach An Agreement
• To Make A Point
• To Settle An Argument
• To Compromise
• To Beat The Opposition

7. Types Of NegOTiaTiON
DISTRIBUTIVE NEGOTIATION INTEGRATIVE NEGOTIATION

8. DisTribuTive NegOTiaTiON
• The most distributive feature is that it operates under a zero sum game
• the gain made by one person is loss incurred by the other person.
• Each person involved in the negotiation defines ultimate point where the
settlement will be made.
• The sellers goal is to negotiate as high a price as possible; the Buyers
intention is to negotiate as low a price as possible
• Win –Lose Situation

9. iNTegraTive NegOTiaTiON
• Parties cooperate to achieve maximize benefits
by integrating their interests
• Both parties involved in negotiation process
jointly look at the problem, try to search for
alternatives and try to evaluate them and reach
a mutually acceptable decision or solution.
• Win-Win Situation

10. Distributive vs integrative

11. roles anD responsibilities of negotiator
• Negotiation is a dialog intended to resolve disputes and reach to
an agreement
• It is the primary method of alternative dispute resolution
• Negotiation can also be done to satisfy individual interests
• Negotiations are daily affairs in business, legal proceedings,
government affairs, and other such activities

12. “Thank You!”
“keep negoTiaTing”