This document discusses negotiation tactics and strategies. It explains that negotiation is a process of joint decision making where parties with different preferred outcomes interact to resolve differences. It provides examples of negotiations between a buyer and seller, showing how adjusting limits and stances can enable a transaction. The document also outlines key negotiation behaviours and tactics like information sharing, argumentation, and compliance seeking. It notes factors like continuity of interaction and how parties define the situation can influence strategic choices in negotiations. The overall message is that respecting both sides and listening are important for successful negotiations.

1. NEGOTIATION
THE LATEST BREAKTHROUGH EXPLAINED
Learn how Negotiation is changing the world of communication

2. Negotiation: What You Need to Know
UNDERSTAND HOW THE NEGOTIATION WORKS
Tactics
Motivational Operation
Impact Factors
Target and limit
Negotiating
Behaviour
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3. Negotiation
Negotiation is a process of joint decision
making in which people with different
preferred outcomes interact in order to
resolve their differences.

4. example : seller sells at 250 but the cost of creating
the product is 120, buyer want to buy at 100. seller
lower their selling price to 200, buyer raise to 150. if
this transaction didn't outweight the profit margin, it is
considered as a " Under the limit" hence it is doable.

5. 100 150 200 250 300 350 400
Buyers limit:
acceptable buying price:
acceptable selling price:
GAP
Since the condition is not met, the transaction is imposible
SOLUTION:
lower the acceptable selling price
higher the acceptable buying price
if the costumer insist
and point a gun at seller
, then this is robbery.

6. 100 150 200 250 300 350 400
Buyers limit:
acceptable buying price:
acceptable selling price:
Since the condition is met, the transaction is deemed possible
with a few tactics
Has no gap

7. Let me explain why.
Tactics
The buyer is prepared to pay up to 300 unit, while
the seller is prepared to sell above 200, the the
transaction is deemed possible since it is below the
limit of both sides.

8. The Tactics of
negotiating
The primary components of negotiating skills are behaviours such as
information sending, information seeking, argumentation, compliance seeking,
bidding and yielding. These behaviours can be structured and sequenced into
sets that are often referred to as negotiating tactics

10. The integrative dimension is concerned with the total benefits
available to all parties, sometimes referred to as the ‘size of
the pie’ dimension. Collaborating involves seeking outcomes
that enable both parties to satisfy their needs as completely
as possible (which involves behaving in ways that offer the
possibility of ‘enlarging the pie’ of potential benefits).
Please refer to the next slide.

12. Many people regard collaboration as the
negotiating strategy that will be most effective in
all circumstances.
The more you assert the negotiation process, the
more likely it will spew positive outcome

13. Other factors affecting
strategic choice
While the negotiators’ motivational orientation will exert
a strong influence on an individuals’ preferred
negotiating strategy, a number of more immediate
factors can affect the choice of strategy in any given
situation
Continuityoftheinteraction
Definition of the situation
Sometimes negotiations are one-off episodes and
whatever happens between the parties is unlikely to
have any long-term consequences.
How parties define the situation makes them to
implement different strategies.
Respect both sides
if you listen, you will be heard.

14. "The art of negotiation:
how to compromise
without compromising
your business"
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15. Geen Dank.
may this presentation broaden your insight about negotiation
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