Communication-Negotiation skills

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  • Negotiation is getting what u want from the others, by interactive communication designed to reach an agreement.Confer with others to reach a compromise or agreement.‘The process by which we search for the terms to obtain what we want from somebody who wants something from us’Gavin Kennedy
  • Develop your BATNA, and consider their BATNA
  • Lack of trust leads to win-lose or lose-lose results.Win-win leads to the effective negotiation.
  • Communication-Negotiation skills

    1. 1. Instructed on: 2-Dec-2011 | Session: #03   By: Sherif shawki Doaa saber Topic Code: SFK-03-2011 All Copy Rights Saved to the 7th Students’ Conference on Communication and Information Based in the Faculty of Computers and Information Cairo University – Egypt 2011/2012 www.scci-cu.com
    2. 2. Communication skills By:Sherif shawki Doaa saber
    3. 3. Agenda1. Communication cycle2. Types of communication3. How to win friends and influence people4. Dos & donts5. Active listening6. Communication barriers7. What is negotiation8. Negotiation behaviour9. BATNA/win-win
    4. 4. Communication cycle
    5. 5. Types of communicationVerbal7%Vocal 38%Visual55%
    6. 6. How to win friends & influence people• 3 fundamental teqniches in handling people• 6 ways to make people like you
    7. 7. Communication cycle3 Fundamental Techniques in Handling People 1. Don’t criticize, condemn or complain.
    8. 8. How to win friends & influence people3 Fundamental Techniques in Handling People 2. Give honest and sincere appreciation.
    9. 9. How to win friends & influence people3 Fundamental Techniques in Handling People 3. Arouse in the other person an eager want.
    10. 10. How to win friends & influence people6 ways to make people like you 1. be a good listener.
    11. 11. How to win friends & influence people6 ways to make people like you 2. Talk in terms of the other person’s interests.
    12. 12. How to win friends & influence people6 ways to make people like you 3. Follow up afterwards
    13. 13. How to win friends & influence people6 ways to make people like you 4. Remember names.
    14. 14. How to win friends & influence people6 ways to make people like you 5. Remember birthdays
    15. 15. How to win friends & influence people6 ways to make people like you 6. be yourself.
    16. 16. Dos & Donts• Listen with opened arms and legs and body forward• Keep eye contact.• Ensure the agreement.• Use terms like yes and certainly.• Rephrase
    17. 17. Dos & Donts• Interrupt, try to finish the sentence for the sender.• Smoke, bite nails, or chew pens.• Tap finger or feet.• Openly disagree like (no).• Say, yes but …
    18. 18. Game
    19. 19. Active listening
    20. 20. Active listening• Focus on what they are saying.
    21. 21. Active listening• Show intrest
    22. 22. Active listening• Take notes.
    23. 23. Active listening• Ask questions.
    24. 24. Communication barriers1. Psychological barriers2. Language barriers3. Individual linguistic ability4. Physical barriers5. Emotional barriers
    25. 25. Communication barriers1. Psychological Barriers
    26. 26. Communication barriers2.language barrier
    27. 27. Communication barriers3. Individual linguistic ability
    28. 28. Communication barriers4. Physical barriers
    29. 29. Communication barriers5. Emotional barriers
    30. 30. What’s negotiation?! 30
    31. 31. Negotiation BehaviorGavin Kennedy (The New NegotiatingEdge) describes 3 types of behaviour thatwe can display and encounter when in anegotiating situation RED Blue Purple 31
    32. 32. RED Behavior• Manipulation• Aggressive• Intimidation• Exploitation• Always seeking the best for you• No concern for the person you are negotiating with 32
    33. 33. BLUE Behavior• Win-win approach• Cooperation• Trusting• Pacifying• Relational• Giving 33
    34. 34. PURPLE Behavior• Give me some of what I want (red)• I’ll give you some of what you want (blue)• Deal with people asthey are not how you think they are• Good intentions• Two way exchange• Open 34
    35. 35. Negotiation Approaches BATNABestAlternativeToaNegotiatedAgreement 35
    36. 36. BATNA cont• BATNAs tell you when to accept and when to reject an agreement – When a proposal is better to your BATNA, ACCEPT IT. – When a proposal is worse than your BATNA, REJECT IT. 36
    37. 37. Win-Win Negotiation 37
    38. 38. Game 38
    39. 39. SummaryCommunication CycleTypes of CommunicationHow to Win Friends and Influence PeopleDos & Don’tsActive ListeningCommunication Barriers What is negotiationNegotiation behaviourBATNA/win-win
    40. 40. Questions
    41. 41. Thank you

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