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Negotiation
   2013
A Six-Step Model




               www.readysetpresent.com   Page 2
Program Objectives          (1 of 2)

     Understand what negotiations are
      all about.


     Choose a strategy to effectively
      negotiate.


     Learn the range of negotiation
      approaches and their results
      based on your interactions.



                     www.readysetpresent.com   Page 3
Program Objectives          (2 of 2)

     Plan for a negotiation session.


     Use communication techniques to
      avert potential conflicts.


     Practice your general negotiation
      techniques.




                     www.readysetpresent.com   Page 4
Definition   (1 of 2)

     Negotiation is getting what you
      want from the other person – no
      matter what.
     We all know how bargaining
      works: you ask for a lot and wind
      up settling for something in the
      middle.




                        www.readysetpresent.com   Page 5
Definition   (2 of 2)

     Negotiation is an attempted trade-
      off between getting what you want
      and getting along with people.
     Negotiation is a discussion
      between people with the goal of
      reaching an agreement on issues
      and separating the parties when
      neither party has the power to get
      the desired outcome.




                        www.readysetpresent.com   Page 6
How To Assemble Data               (3 of 4)


  3.   Convert this data into questions
       framed to require specific
       answers.
       If answers cannot be provided by
       primary or secondary resources,
       review your facts.
       This serves as a further check of
       your understanding of the issues.




                     www.readysetpresent.com   Page 7
Positional Negotiation         (1 of 2)

     Positional negotiation occurs when
      both parties propose a solution.
     Both parties make offers and
      counter-offers until an agreement
      is reached.
     The agreement is acceptable to
      both parties, meaning it falls
      within the ZOPA or Zone of
      Possible Agreement.


                                              Adapted From:
                                                     Beyond
                                                Intractability

                    www.readysetpresent.com         Page 8
Negotiation Techniques                   (2 of 3)


  Active Techniques:
     Increase maneuverability and
      flexibility:
        1. Blame of an absent party
        2. Straw issues
        3. The walkout
        4. Holding back on strong points
        5. Division of the opposition's team
        6. The informal meeting




                          www.readysetpresent.com   Page 9
The 5 Negotiating Approaches

    Approach         Description                  Adage

                     Hard-nosed,           “Put your foot
     Forcing          conflictive,        down where you
                    confrontational       mean to stand.”

                      Splitting the      “You have to give
   Compromising   difference, sharing,      some to get
                         trading              some.”


                   Losing/leaving,          “Let sleeping
     Avoiding      withdrawing                  dogs
                                                 lie.”



                        www.readysetpresent.com              Page 10
Negotiating Options          (2 of 3)


  Hard Negotiations:
  Negotiation   occurs between
  adversaries.
  The goal of the negotiation is
  victory.
  Concessions  are demanded for the
  sake of the relationship.
  Negotiationis hard on the person
  and the problem
                                               Adapted From:
                                                      Beyond
                                                 Intractability

                     www.readysetpresent.com         Page 11
CONE




       www.readysetpresent.com   Page 12
The Arbitrator




www.readysetpresent.com   Page 13
Physical Setting




       www.readysetpresent.com   Page 14
Approaches    (4 of 10)


   The Typical American Approach:
   Americans tend to place great value on:
       – Objectivity
       – Competitiveness
       – Equality
       – Punctuality
   When    other cultures do not have the
   same values, Americans may have
   difficulty adjusting, causing a
   disadvantage.
                                                            Adapted From:
                                                 “International Marketing,”
                                                            by McGraw-Hill

                       www.readysetpresent.com                  Page 15
Predetermined Factors           (5 of 7)

  Audience:
  The audience can put pressure on
  both parties.
  Media, competitors, and other
  vendors can influence parties
  because they want to maintain their
  reputation.




                                                        Adapted From:
                                             “International Marketing,”
                                                        by McGraw-Hill

                   www.readysetpresent.com                  Page 16
Download “Negotiation”
                  PowerPoint presentation
                 at ReadySetPresent.com
 150 slides include: 5 points on the definition of negotiation, 5 negotiation
 questions, 4 basic components, 6 points on identifying the issues, 4 points
   on how to assemble data, 6 points on positional negotiation, BATNA, 10
points on integrative and distributive bargaining, 4 components to successful
strategies, 4 points on strategy assistance, 5 successful tactics, 20 points on
  negotiation techniques, 3 slides on negotiating options, 6 points on when
   using questions, 10 points on the art of negotiation, 15 points on the 5
    negotiation approaches, 20 points on style pros and cons, 4 points on
 causes, a 6 step model, 62 points on CONE (Characteristics Of Negotiating
 Effectively), 6 points on integrative agreements, 8 points on mediators and
    mediation, 6 points on arbitrators and arbitration, 7 points on physical
setting, 9 points on advantages of your versus their versus a third party site,
   8 points on time, 6 points on information, 10 points on appearance and
   mannerisms, 3 points on finalizing negotiations, 7 points on negotiation
      styles, 7 slides on cultural approaches to negotiation, 8 slides on
           predetermined factors, 16 action steps and much more.

        Royalty Free - Use Them Over and Over Again.
              Updated & Expanded 2013
       Now: more content, graphics, and diagrams



                                  www.readysetpresent.com                         Page 17

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Negotiation PowerPoint PPT Content Modern Sample

  • 1. Negotiation 2013
  • 2. A Six-Step Model www.readysetpresent.com Page 2
  • 3. Program Objectives (1 of 2)  Understand what negotiations are all about.  Choose a strategy to effectively negotiate.  Learn the range of negotiation approaches and their results based on your interactions. www.readysetpresent.com Page 3
  • 4. Program Objectives (2 of 2)  Plan for a negotiation session.  Use communication techniques to avert potential conflicts.  Practice your general negotiation techniques. www.readysetpresent.com Page 4
  • 5. Definition (1 of 2)  Negotiation is getting what you want from the other person – no matter what.  We all know how bargaining works: you ask for a lot and wind up settling for something in the middle. www.readysetpresent.com Page 5
  • 6. Definition (2 of 2)  Negotiation is an attempted trade- off between getting what you want and getting along with people.  Negotiation is a discussion between people with the goal of reaching an agreement on issues and separating the parties when neither party has the power to get the desired outcome. www.readysetpresent.com Page 6
  • 7. How To Assemble Data (3 of 4) 3. Convert this data into questions framed to require specific answers. If answers cannot be provided by primary or secondary resources, review your facts. This serves as a further check of your understanding of the issues. www.readysetpresent.com Page 7
  • 8. Positional Negotiation (1 of 2)  Positional negotiation occurs when both parties propose a solution.  Both parties make offers and counter-offers until an agreement is reached.  The agreement is acceptable to both parties, meaning it falls within the ZOPA or Zone of Possible Agreement. Adapted From: Beyond Intractability www.readysetpresent.com Page 8
  • 9. Negotiation Techniques (2 of 3) Active Techniques:  Increase maneuverability and flexibility: 1. Blame of an absent party 2. Straw issues 3. The walkout 4. Holding back on strong points 5. Division of the opposition's team 6. The informal meeting www.readysetpresent.com Page 9
  • 10. The 5 Negotiating Approaches Approach Description Adage Hard-nosed, “Put your foot Forcing conflictive, down where you confrontational mean to stand.” Splitting the “You have to give Compromising difference, sharing, some to get trading some.” Losing/leaving, “Let sleeping Avoiding withdrawing dogs lie.” www.readysetpresent.com Page 10
  • 11. Negotiating Options (2 of 3) Hard Negotiations: Negotiation occurs between adversaries. The goal of the negotiation is victory. Concessions are demanded for the sake of the relationship. Negotiationis hard on the person and the problem Adapted From: Beyond Intractability www.readysetpresent.com Page 11
  • 12. CONE www.readysetpresent.com Page 12
  • 14. Physical Setting www.readysetpresent.com Page 14
  • 15. Approaches (4 of 10) The Typical American Approach: Americans tend to place great value on: – Objectivity – Competitiveness – Equality – Punctuality When other cultures do not have the same values, Americans may have difficulty adjusting, causing a disadvantage. Adapted From: “International Marketing,” by McGraw-Hill www.readysetpresent.com Page 15
  • 16. Predetermined Factors (5 of 7) Audience: The audience can put pressure on both parties. Media, competitors, and other vendors can influence parties because they want to maintain their reputation. Adapted From: “International Marketing,” by McGraw-Hill www.readysetpresent.com Page 16
  • 17. Download “Negotiation” PowerPoint presentation at ReadySetPresent.com 150 slides include: 5 points on the definition of negotiation, 5 negotiation questions, 4 basic components, 6 points on identifying the issues, 4 points on how to assemble data, 6 points on positional negotiation, BATNA, 10 points on integrative and distributive bargaining, 4 components to successful strategies, 4 points on strategy assistance, 5 successful tactics, 20 points on negotiation techniques, 3 slides on negotiating options, 6 points on when using questions, 10 points on the art of negotiation, 15 points on the 5 negotiation approaches, 20 points on style pros and cons, 4 points on causes, a 6 step model, 62 points on CONE (Characteristics Of Negotiating Effectively), 6 points on integrative agreements, 8 points on mediators and mediation, 6 points on arbitrators and arbitration, 7 points on physical setting, 9 points on advantages of your versus their versus a third party site, 8 points on time, 6 points on information, 10 points on appearance and mannerisms, 3 points on finalizing negotiations, 7 points on negotiation styles, 7 slides on cultural approaches to negotiation, 8 slides on predetermined factors, 16 action steps and much more. Royalty Free - Use Them Over and Over Again. Updated & Expanded 2013 Now: more content, graphics, and diagrams www.readysetpresent.com Page 17