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Introduction To Negotiation Isao Nakamsu Kaori Morishima Yurie Notomi - How to Acquire Survival Skill in  Business-
Negotiation <ul><li>Process of exchange to resolve conflict and reach a mutually beneficial agreement </li></ul>
Positive Sides of Negotiation <ul><li>1 .  Both Parties Maintain Control </li></ul>2 . Strengthen the relationships  ->  U...
Step 1:  Identify Needs & Objectives <ul><li>-> Have your goals clear </li></ul><ul><li>Negotiation = Exchange </li></ul><...
1. Desired Settlement Point (DSP) = “Fair deal” Step2: Establish Settlement Points 2. Opening Position (OP) =higher and mo...
Best Alternative To a Negotiated Agreement Definition:  course of action that will be taken by a party if the current  neg...
Advantages of BATNA <ul><li>Gets rid of a pressure (* ´Д `)=3 </li></ul><ul><li>-> judge it is really worthy negotiation t...
Step3:   Currencies  People  Facilities Equipment   Give us your currency!!!!! Exchange Give-and-take
Step4: Stages of Negotiation Opening   Exploring Closing
Opening ・・  set the climate           state and respond to             opening positions .  Exploring ・・  wants and needs ...
Step5: Identify the Negotiation Approach Relationship Issue
Win-win Low Low Importance of Issue Importance of Relationship High High Accommodate Collaboration Win/Win  Negotiation Av...
Tactics  Disclosure ・・ reveal a piece of information         or an underlying issue.     Objective Criteria ・・ use facts, ...
Let’s become a  Negotiation Expert!!
Reference  <ul><li>Gosselin,Tim. Practical Negotiating. John Wiley&Sons, Inc. 2007. </li></ul>
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Negotiation pp12

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Negotiation pp12

  1. 1. Introduction To Negotiation Isao Nakamsu Kaori Morishima Yurie Notomi - How to Acquire Survival Skill in Business-
  2. 2. Negotiation <ul><li>Process of exchange to resolve conflict and reach a mutually beneficial agreement </li></ul>
  3. 3. Positive Sides of Negotiation <ul><li>1 .  Both Parties Maintain Control </li></ul>2 . Strengthen the relationships  -> Understanding  -> Respect
  4. 4. Step 1: Identify Needs & Objectives <ul><li>-> Have your goals clear </li></ul><ul><li>Negotiation = Exchange </li></ul><ul><li>Negotiation ≠Only Take </li></ul>
  5. 5. 1. Desired Settlement Point (DSP) = “Fair deal” Step2: Establish Settlement Points 2. Opening Position (OP) =higher and more defensible point than DSP 3. Walk Away Point (WA) =When OP of the other party is unacceptable
  6. 6. Best Alternative To a Negotiated Agreement Definition: course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. Simple Example: Assume you will buy PC from your friend. In this case possible would be… 1. Buy same PC in PC shop 2. Buy same PC in online shopping 3. Buy same PC from another friend
  7. 7. Advantages of BATNA <ul><li>Gets rid of a pressure (* ´Д `)=3 </li></ul><ul><li>-> judge it is really worthy negotiation to consent. </li></ul><ul><li>You won’t have too bad result </li></ul><ul><li>  </li></ul><ul><li>So.. </li></ul><ul><li>Create the most effective BATNA and use it in the most effective time! </li></ul>
  8. 8. Step3:   Currencies People Facilities Equipment Give us your currency!!!!! Exchange Give-and-take
  9. 9. Step4: Stages of Negotiation Opening Exploring Closing
  10. 10. Opening ・・  set the climate           state and respond to            opening positions . Exploring ・・ wants and needs        Closing ・・ summarize the agreement and contract .
  11. 11. Step5: Identify the Negotiation Approach Relationship Issue
  12. 12. Win-win Low Low Importance of Issue Importance of Relationship High High Accommodate Collaboration Win/Win Negotiation Avoidance Compromise Take It or Leave It
  13. 13. Tactics Disclosure ・・ reveal a piece of information        or an underlying issue.    Objective Criteria ・・ use facts, figures, or data from an objective source   O ff the record discussion ・・ step back and conversation with the other party
  14. 14. Let’s become a Negotiation Expert!!
  15. 15. Reference <ul><li>Gosselin,Tim. Practical Negotiating. John Wiley&Sons, Inc. 2007. </li></ul>

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