This document discusses skills and procedures for negotiations. It covers developing rapport with other parties through effective communication and listening skills. The steps in the negotiation process are preparation, discussion, clarifying goals, and working towards a mutually agreeable outcome. Decision making and conflict resolution strategies include awareness that negotiations are not about individual achievements and certain behaviors can influence people. Procedures for documenting negotiations specify including the purpose, people involved, status of relevant systems, cost data used, summaries of proposals, and documentation of fair pricing.

1. "H.E- Commercial cooking NC III"
 Organization’s policy and procedures for
negotiations
 Interpersonal skills to develop rapport with other
parties
 Steps in negotiating process
 How to deal with unexpected questions and
attitudes during negotiations
 Decision making and conflict resolutions
strategies procedures
 Procedure in documenting negotiations
 Managing information
 Filing documents

2. "H.E- Commercial cooking NC III"
2.1 All parties to agree on criteria for successful
outcomes.
2.2 Consider the desired outcomes of all parties.
2.3 Use appropriate language throughout the
negotiations.
2.4 Use a variety of questioning techniques.
2.5 All parties to document and agree upon the issues
and processes.
2.6 Discuss and assess possible solutions and viability.
2.7 Confirm and record areas for agreement.
2.8 All parties to agree on follow-up actions.

3. "H.E- Commercial cooking NC III"
Lesson 3:
DEVELOPING AND PRACTICING
NEGOTIATIONS SKILL
(STLE_HECCK9-12DPN-Ic-9)

4. "H.E- Commercial cooking NC III"
Organization’s policy and procedures
for negotiations

5. "H.E- Commercial cooking NC III"
Negotiation
is a method by which people settle
differences. It is a process by which
compromise or agreement is reached
while avoiding argument and dispute.
In any disagreement, individuals
understandably aim to achieve the
best possible outcome for their position
(or perhaps an organisation they
represent). However, the principles of
fairness, seeking mutual benefit and

6. "H.E- Commercial cooking NC III"
Organization’s policy and procedures
for negotiations
PURPOSE. The purpose of this policies
and procedures document is to set guidelines
for staff and the City Council to ensure that all
labor negotiations are conducted in good faith,
to avoid actions that would hinder the City’s
labor negotiation teams, and to provide timely
and accurate information about the
negotiations to the City Council and the public.

7. "H.E- Commercial cooking NC III"
Interpersonal skills to develop rapport
with other parties
Good interpersonal skills are essential for
effective negotiations, both in formal situations
and in less formal or one-to-one negotiations.
These skills include:
1. Effective verbal communication
2. Listening
3. Reducing misunderstandings
4. Rapport Building.
5. Decision making
6. Problem Solving
7. Dealing with difficult situation

8. "H.E- Commercial cooking NC III"
Steps in negotiating process
1. Preparation
2. Discussion
3. Clarification of goals
4. Negotiate towards a Win-Win
outcome
5. Agreement
6. Implementation of a course of
action

9. "H.E- Commercial cooking NC III"
Decision making and conflict
resolutions strategies procedures
Always be aware that:
Negotiation is not an arena for the realisation
of individual achievements.
There can be resentment of the need to
negotiate by those in authority.
Certain features of negotiation may influence a
person’s behaviour, for example some people
may become defensive.

10. "H.E- Commercial cooking NC III"
Procedure in documenting
negotiations
(1) The purpose of the negotiation.
(2) A description of the acquisition, including
appropriate identifying numbers(e.g., RFP
No.).
(3) The name, position, and organization of each
person representing the contractor and the
Government in the negotiation.
(4) The current status of any contractor systems
(e.g., purchasing, estimating, accounting, and
compensation) to the extent they affected and
were considered in the negotiation.

11. "H.E- Commercial cooking NC III"
Procedure in documenting negotiations
(5) If certified cost or pricing data were not required in
the case of any price negotiation exceeding the
certified cost or pricing data threshold, the exception
used and the basis for it.
(6) If certified cost or pricing data were required, the
extent to which the contracting officer must be
noted.
7). A summary of the contractor's proposal, any field
pricing assistance recommendations, including
the reasons for any pertinent variances from
them, the Government's negotiation objective,
and the negotiated position.

12. "H.E- Commercial cooking NC III"
Procedure in documenting negotiations
9. Documentation of fair and reasonable pricing.

13. "H.E- Commercial cooking NC III"