Summary of the book - HOW TO BECOME A BETTER NEGOTIATOR

1. HOW TO BECOME A
BETTER NEGOTIATIOR
PRESENTED BY,
AVRIL RODRIGUES
MBA 3 - 1312

2. OVERVIEW
This book provides simple solutions to busy people
on how to negotiate in a better way and what
makes a good negotiator.

3. HOW CAN YOU BE A GOOD NEGOTIATOR?
• You know what you want and what you are
willing to give up
• You know what the other side wants and what
he is willing to give up
• “How can we both win” attitude
• You are skilled in problem solving, listening,
basic conflict management
• The uses of tactics and strategies in
negotiating.

4. WIN – LOSE
• Gained at the expense of the other
• Applied in the following situations-
- Price is all that matters.
- There is no expectation of a continuing
relationship with the other side.
- One side has greater bargaining power
than the other.
• In win-lose deals, relationships don’t matter.

5. WIN – WIN & LOSE - LOSE
• In win-win deals,
relationships often
matter.
• Both sides lose
something in the deal

6. 3 INDISPENSIBLE CONCEPTS
ALTERNATIVES
RESERVE PRICE
AREA OF POTENTIAL
AGREEMENT

7. COMMUNICATION STYLES
LISTENERS
CREATORS
DOERS
THINKERS

8. LISTENING
• How to improve on your listening
• Reflective listening
• Cost of not listening

9. MANAGING CONFLICT
• Withdrawal
• Accommodation
• Compromise
• Compete

10. WAYS TO ASSERTIVELY HANDLE CONFLICT

11. IMPROVE YOUR NEGOTIATING POSITION
STRENGTHEN YOUR
BEST ALTERNATIVE
TO A DEAL
WEAKEN THE
OTHER SIDE’S
POSITION

12. 5 BASIC STEPS FOR DOING THE DEAL
GETTING TO KNOW
EACH OTHER
BEGINNING
NEGOTIATIONS
EXPRESSING
DISAGREEMENT
&CONFLICT
REASSESSING AND
COMPROMISING
REACHING
AGREEMENTS

13. COMMON MISTAKES
• Being inadequately prepared
• Trying to win at any cost
• Failing to properly ‘‘frame’’ the
situation
• Being overconfident