personality development

1. SUBMITTED TO:
COL. KIRAN THACKER
SUBMITTED BY:
DIVYA DUBEY
SHWETA PATEL
URJA JAIN
MBA FT “B”

2. • “The goal is not to get a deal. The
goal is to get a good deal.”

3.  Why Negotiation???
Introduction
 Everyone Negotiates!!
› Buying a car, a house or another object for which
the price may not be fixed
› Accepting a job offer or getting a salary raise
› Organizing team tasks or priorities
› Deciding how to spend a free evening

4. Since we were born
Our ability to negotiate
has been embeded
our lives are filled with…
Negotiation

5. Negotiation is the process of conferring to arrive
at an Agreement Between different parties ,each
with their own interest and Preferences.
What is Negotiation?
Simply… The term ‘Negotiation’ means a
discussion intended to produce an agreement.
The process of getting what you want from
another.

6. Featuresofnegotiation
• Minimum two parties
• Predetermined goals
• Expecting an outcome
• Parties willing to modify there position
• Parties should understand the purpose of
negotiation

7. Why negotiation occurs?
•To convince people to take your side of an issue.
•To agree on how to share or divide a limited
resources.
•To resolve a problem or dispute between the two
parties.
•To sell a product or services.

8. remember when you want to buy toys
But your mom said NO

10. Agree with
Your mom’s decision?

11. Or you are going to
cry out loud until
your mom finally
Buy that toys?
It all depends on your power of
NEGOTIATION

12. Negotiate with your
Business partner
NEGOTIATION is
everywhere like you..

13. With your Husband/wife

14. With your Boss

15. With your workmate

16. With your Lecturer

18. Everything is

19. N EGO TIATIO N PRO CESS

20. PROCESS OF NEGOTIATION
1. Preparation
Before any negotiation takes place, a decision needs to
be taken as to when and where a meeting will take place
to discuss the problem and who will attend.

21. PROCESS OF NEGOTIATION
2. Discussion
During this stage, individuals or members of each side put
forward the case as they see it, i.e. their understanding of
the situation.

22. PROCESS OF NEGOTIATION
3. Clarifying Goals
From the discussion, the goals, interests and viewpoints
of both sides of the disagreement need to be clarified.

23. PROCESS OF NEGOTIATION
4. Negotiate Towards a Win-Win Outcome
This stage focuses on what is termed a 'win-win' outcome where
both sides feel they have gained something positive through the
process of negotiation and both sides feel their point of view has
been taken into consideration.

24. PROCESS OF NEGOTIATION
5. Agreement
Agreement can be achieved once understanding of both
sides’ viewpoints and interests have been considered.
6. Implementing a Course of Action
From the agreement, a course of action has to be
implemented to carry through the decision.

25. Social styles of negotiation
Social Style Theory is based on work originated by David
Merrill,
Social style is the world best known model for building
personal effectiveness and to improve leadership
performance.
It helps in:
•Managing and leadership
•Building relationship
•Increasing sales
•How to work in teams
•How to manage conflict
•How to work across culture

26. By David Merrill, who used factor analysis to identify
two scales, identified
as Assertiveness and Responsiveness. This results in a
model that has Four Quadrants which identify four social
styles.

30. Driver
With high assertiveness and low emotional response to others,
Drivers are not so worried by how others react and are hence more
independent .They may also be poor collaborators and upset others
with inconsiderate words and actions.
Some characteristics of Drivers:
• Competitive and needs to win
• Seeks control and being in charge
• Fast-acting
• Plans carefully
• Decisive
• Results-oriented
• Task-focused

31. Expressive
Expressive people have higher assertiveness and greater
responsiveness to others. With less concern for what others think they
are typically articulate, quick and visionary. On the down side, their
assertiveness may make them poor listeners and with a tendency to
distract .
Some characteristics of Expressive:
• Intuitive
• Creative
• Outgoing and enthusiastic
• Spontaneous and fun-loving
• Interacts well with others at work
• Good at persuading and motivating
• Fears being ignored or rejected

32. Amiable
People with higher responsiveness than others and lower assertiveness
are people-oriented and sociable. Without a need to lead, they can be
steady and reliable workers.They may also avoid any conflict and be
rather passive, lacking drive and becoming careless.
Some characteristics of Amiable:
•Friendly and relates well to others
•Good at listening and teamwork
•Dislikes of conflict and risk-taking
•Seeks security and like organized workplaces
•Slow decision-making

33. ANALYTICAL
Analytical people are less assertive and less responsive to others. They
hence tend to focus more on tasks than people and are less interested
in leading, being happier to work by themselves.
Some characteristics of Analytical:
•Focuses on tasks more than people
•Likes to be right and will take time to ensure this
•Thoughtful, careful fact-oriented and precise
•Good at objective evaluation and problem solving
•Likes organization and structure
•Avoids group work, preferring to work alone

34. These styles helps us to
Interaction with others
Decision making process

35. “Thank-you“
KeepNegotiating