Negotiation Skills 3


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Negotiation Skills 3

  1. 1. Negotiation
  2. 2. Definition: <ul><li>Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement </li></ul>
  3. 3. Dictator Difference In Opinion Share Or Exchange Conflict Yes but / No because Negotiate Could Not Process Leads To TO Solve Leads To Development of the Idea of Negotiation
  4. 4. <ul><li>There must be at least two or more parties involved. </li></ul><ul><li>There is a common interest between parties. </li></ul><ul><li>Have definite goals and objectives. </li></ul><ul><li>Allow adequate time for the process </li></ul>Basics Of Negotiation
  5. 5. Major Influences on the Process Choice Issues Time relationship Attitude
  6. 6. <ul><li>Positive Attitude </li></ul><ul><li>Knowledge of the Negotiation process </li></ul><ul><li>An understanding of people </li></ul><ul><li>A grasp of your subject </li></ul><ul><li>Creativity: settle on a solution before you negotiate </li></ul><ul><li>Communication skills </li></ul>Basic Elements of Successful Negotiation
  7. 7. <ul><li>Relate: Building a relationship </li></ul><ul><li>Explore: Interests of both sides </li></ul><ul><li>Propose: One concrete proposal addresses all underlying interests </li></ul><ul><li>Agree: Compromising & create alternatives </li></ul>Negotiation Process REPA
  8. 8. <ul><li>Benefits: </li></ul><ul><li>Avoid surprises </li></ul><ul><li>Provide more options </li></ul>Planning For Negotiation
  9. 9. <ul><li>Process: </li></ul><ul><li>Rational: Why we are negotiate </li></ul><ul><li>Objectives (Yours): Goals priorities </li></ul><ul><li>Differences: Possible conflicts </li></ul><ul><li>Mode of Negotiation: Bargaining, time frame & issues </li></ul><ul><li>Communications </li></ul>Planning For Negotiation
  10. 10. <ul><li>Protect your self from agreement you reject </li></ul><ul><li>Make the most assets to satisfy your interests. </li></ul>Objectives of Power Negotiation HOW ?
  11. 11. <ul><li>B est A lternative T o a N egotiated A greement to produce something better </li></ul><ul><li>The better your BATNA the greater your power </li></ul>Know Your BATNA
  12. 12. <ul><li>Learn to flinch </li></ul><ul><li>Recognize that people often ask more than they expect to get </li></ul><ul><li>The person with the most information usually does better </li></ul><ul><li>Practice at every opportunity </li></ul><ul><li>Maintain your walk away power </li></ul>Five Ways To Negotiate Effectively
  13. 13. <ul><li>Self confidence, patient, empathy. </li></ul><ul><li>Know when to start, stop & your bottom line </li></ul><ul><li>Know your best alternative to a negotiated settlement “BATNA” </li></ul><ul><li>If other party respects you they will try harder to agree with you </li></ul><ul><li>Aware of non-verbal communication </li></ul>The Negotiator Must Be:
  14. 14. Thank you