What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
The document discusses negotiation processes, tactics, and styles. It describes the typical stages of negotiation as preparation, discussion, clarifying goals, negotiating towards a win-win outcome, agreement, and implementing the agreed upon course of action. Several common negotiation tactics are also outlined such as auctioning, brinksmanship, bogey, and good guy/bad guy. Finally, it identifies five main negotiation styles: accommodating, avoiding, collaborating, competing, and compromising.
The document discusses various aspects of negotiation skills and techniques. It covers determining goals, presenting supporting reasons, win-win negotiating involving stating ideal outcomes, preparing for negotiations by gathering information and setting objectives, the importance of questions in understanding other parties, and exchanging terms and concessions during bargaining.
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
Negotiation involves discussion and compromise between two or more parties who want something from each other. The negotiation process typically involves flexible communication to reach a mutually beneficial outcome where neither side is considered a clear winner or loser. Key aspects of negotiation include establishing goals, understanding influences like time constraints and attitudes, and employing strategies like integrating interests to find agreements all sides find acceptable.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
This document discusses various aspects of effective negotiation strategies and tactics. It outlines different negotiation styles like integrating, obliging, dominating, and compromising. It also lists assumptions that should be made before negotiating, such as both parties having needs to be met, avoiding a win-lose philosophy, issues being potentially negotiable, and considering the other person's needs. The document defines principled negotiation as deciding issues based on merits rather than positions, and focuses on separating people from problems, interests over positions, inventing mutual gain options, and using objective criteria. It concludes with questions for discussion about negotiation styles and examples of focusing on interests leading to agreement.
The document discusses negotiation processes, tactics, and styles. It describes the typical stages of negotiation as preparation, discussion, clarifying goals, negotiating towards a win-win outcome, agreement, and implementing the agreed upon course of action. Several common negotiation tactics are also outlined such as auctioning, brinksmanship, bogey, and good guy/bad guy. Finally, it identifies five main negotiation styles: accommodating, avoiding, collaborating, competing, and compromising.
The document discusses various aspects of negotiation skills and techniques. It covers determining goals, presenting supporting reasons, win-win negotiating involving stating ideal outcomes, preparing for negotiations by gathering information and setting objectives, the importance of questions in understanding other parties, and exchanging terms and concessions during bargaining.
This document provides guidance on developing negotiation skills. It discusses that negotiation involves parties working towards agreement while having conflicting interests. Good preparation, understanding each side's strengths and weaknesses, and selecting an appropriate strategy are emphasized. A win-win integrative approach where parties cooperate to find shared value is preferable to a win-lose distributive approach. Developing one's best alternative if no agreement is reached (BATNA) impacts negotiating power. Different roles like factual, relational, intuitive and logical negotiators are outlined. Key elements of successful negotiations include understanding interests, options, alternatives and the relationship between parties.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
Negotiation involves discussion and compromise between two or more parties who want something from each other. The negotiation process typically involves flexible communication to reach a mutually beneficial outcome where neither side is considered a clear winner or loser. Key aspects of negotiation include establishing goals, understanding influences like time constraints and attitudes, and employing strategies like integrating interests to find agreements all sides find acceptable.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
This document discusses various aspects of effective negotiation strategies and tactics. It outlines different negotiation styles like integrating, obliging, dominating, and compromising. It also lists assumptions that should be made before negotiating, such as both parties having needs to be met, avoiding a win-lose philosophy, issues being potentially negotiable, and considering the other person's needs. The document defines principled negotiation as deciding issues based on merits rather than positions, and focuses on separating people from problems, interests over positions, inventing mutual gain options, and using objective criteria. It concludes with questions for discussion about negotiation styles and examples of focusing on interests leading to agreement.
This document discusses various aspects of negotiation skills. It defines negotiation as a process of conferring between parties to reach an agreement, with each party having their own interests. There are two main types of negotiation - distributive, where parties compete over a fixed resource, and integrative, where parties cooperate to find mutually beneficial solutions. Key characteristics of an effective negotiator include preparation, flexibility, patience, understanding psychology, and building trust. The document also outlines various negotiation processes within organizations, such as managerial, commercial, and legal negotiations.
Negotiation is a process of communication between two or more parties to influence each other and reach an agreement. It can involve compromise to benefit both sides. There are two main types of negotiation: distributive negotiation which focuses on fixed resources and competitive goals, and integrative negotiation which aims to find mutually beneficial outcomes through problem solving and addressing underlying interests. Key factors for successful negotiation include thorough planning, understanding different perspectives, ensuring the right stakeholders are represented, and finding possible compromises.
The document discusses negotiation skills and provides information on:
1) The definition and origins of the word "negotiation" from Latin meanings related to business.
2) Negotiation involves communication between interdependent parties to reach agreements on differing needs or ideas.
3) Negotiation is used in many contexts from family, personal, academic, and business situations.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
- Four phases of negotiation: plan, debate, propose, and bargain.
- Styles of negotiation including accommodating, collaborating, avoiding, competing, and compromising.
- Principles of principled negotiation including separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria.
The document discusses the basics of negotiation. It defines negotiation as a process where people deal with their differences to seek mutual agreement through dialogue, which can result in a win-win or win-lose outcome. There are two main types of negotiation: distributive, which focuses on individual gain and is a short-term approach; and integrative, which aims for joint gain in a long-term relationship through flexible trade-offs. The document outlines four key concepts in negotiation: best alternative to a negotiated agreement, reservation price, zone of possible agreement, and value creation through trades. It provides explanations of these concepts and their importance in negotiation. Finally, barriers to successful agreement are identified such as lack of trust and cultural/communication
This document discusses negotiation skills and strategies. It begins by defining negotiation as a dialogue between parties aimed at reaching an understanding or compromise. It describes different negotiation strategies like distributive negotiation, which is a positional or win-lose approach, and integrative negotiation, which is an interest-based or win-win approach. The document then covers negotiation tactics, the role of emotion, different negotiation styles, the effects of teams in negotiation, and barriers to successful negotiation.
Negotiation skills PPT along with Slideshow audio description note.Sachin PM
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement while having different preferences. The document outlines key features of negotiation including having multiple parties, goals, and a willingness to modify positions. It describes different types of negotiation as distributive, focusing on distributing a fixed resource, and integrative, enabling parties to find mutually beneficial agreements. The negotiation process, importance of alternatives, bargaining zones, behaviors, issues, third party roles, tips and skills for effective negotiation are also summarized.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
The document discusses negotiation skills and conflict management. It describes the negotiation process as having 5 stages: planning and preparation, relationship building, information exchange, persuasion attempts, and concessions/agreement. It also discusses setting negotiation strategies, different types of negotiations like haggling and bargaining, and resolving conflicts through various techniques like problem solving, compromise, and altering organizational structures. Non-verbal communication cues that can provide insights during negotiations are also outlined.
This document provides strategies and tactics for negotiation skills. It discusses making connections with others by showing respect. High aspirations are important for negotiation - aiming high in initial offers correlates with better outcomes regardless of skill. "No" can be a powerful negotiation tool when used respectfully. Analyzing one's bargaining power and focusing on expanding opportunities rather than dividing a fixed pie are keys to achieving win-win agreements. Listening well to understand interests and find joint gains is emphasized.
this is powerpoint for negotiation
there are 3 main parts:
1, the definition
2, the ten skills in negotiation
3, the advantages and disadvantages of negotiation
The document discusses the key aspects of negotiation including style, outcomes, principles, and a negotiation model. It notes that negotiation is the art of reaching agreement by resolving differences through creativity. There are different styles such as quick, deliberate, and a compromise in the middle. Outcomes can be realistic, acceptable, or worst. Principles include having no set rules, everything is negotiable, be creative, and learn to say no. The negotiation model involves investigating, presenting, bargaining, and reaching agreement.
Peter Looney, a project manager at IT company Globus Inc., agreed to an unrealistic deadline for a software development project for client Maxwell Telecommunications. When issues arose, Peter had not properly negotiated terms for extensions or additional requirements. As a result, Globus incurred losses due to penalties, increased scope without updated terms, and overtime costs. The document emphasizes the importance of negotiation skills for professionals to avoid such problems and instead reach mutually agreeable solutions through open discussion and compromise.
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
Negotiation Skills and Conflict HandlingZiaur Rahman
An essential learning for all managers and entrepreneurs and other professionals needing to negotiate on a daily basis. These slides will provide a direction as to the ways of negotiation and resolving conflicts.
This document discusses various aspects of negotiation skills. It defines negotiation as a process of conferring between parties to reach an agreement, with each party having their own interests. There are two main types of negotiation - distributive, where parties compete over a fixed resource, and integrative, where parties cooperate to find mutually beneficial solutions. Key characteristics of an effective negotiator include preparation, flexibility, patience, understanding psychology, and building trust. The document also outlines various negotiation processes within organizations, such as managerial, commercial, and legal negotiations.
Negotiation is a process of communication between two or more parties to influence each other and reach an agreement. It can involve compromise to benefit both sides. There are two main types of negotiation: distributive negotiation which focuses on fixed resources and competitive goals, and integrative negotiation which aims to find mutually beneficial outcomes through problem solving and addressing underlying interests. Key factors for successful negotiation include thorough planning, understanding different perspectives, ensuring the right stakeholders are represented, and finding possible compromises.
The document discusses negotiation skills and provides information on:
1) The definition and origins of the word "negotiation" from Latin meanings related to business.
2) Negotiation involves communication between interdependent parties to reach agreements on differing needs or ideas.
3) Negotiation is used in many contexts from family, personal, academic, and business situations.
This document outlines an agenda for a negotiation training session. It includes definitions of negotiation, the basics of negotiation including having at least two parties and common interests. It also discusses the stages of negotiation, types of negotiations, obstacles to negotiation, and components of successful planning and negotiation such as preparation, objectives, alternatives, and knowing your best alternative to a negotiated agreement. The document provides guidance on how to have an effective win-win negotiation.
The document provides an overview of key concepts related to negotiation including:
- Common negotiation tactics like acting crazy, using a prestigious ally, limited authority, and divide and conquer strategies.
- Four phases of negotiation: plan, debate, propose, and bargain.
- Styles of negotiation including accommodating, collaborating, avoiding, competing, and compromising.
- Principles of principled negotiation including separating people from problems, focusing on interests not positions, inventing options for mutual gain, and using objective criteria.
The document discusses the basics of negotiation. It defines negotiation as a process where people deal with their differences to seek mutual agreement through dialogue, which can result in a win-win or win-lose outcome. There are two main types of negotiation: distributive, which focuses on individual gain and is a short-term approach; and integrative, which aims for joint gain in a long-term relationship through flexible trade-offs. The document outlines four key concepts in negotiation: best alternative to a negotiated agreement, reservation price, zone of possible agreement, and value creation through trades. It provides explanations of these concepts and their importance in negotiation. Finally, barriers to successful agreement are identified such as lack of trust and cultural/communication
This document discusses negotiation skills and strategies. It begins by defining negotiation as a dialogue between parties aimed at reaching an understanding or compromise. It describes different negotiation strategies like distributive negotiation, which is a positional or win-lose approach, and integrative negotiation, which is an interest-based or win-win approach. The document then covers negotiation tactics, the role of emotion, different negotiation styles, the effects of teams in negotiation, and barriers to successful negotiation.
Negotiation skills PPT along with Slideshow audio description note.Sachin PM
This document provides an overview of negotiation skills. It defines negotiation as a process involving two or more interdependent parties seeking to reach an agreement while having different preferences. The document outlines key features of negotiation including having multiple parties, goals, and a willingness to modify positions. It describes different types of negotiation as distributive, focusing on distributing a fixed resource, and integrative, enabling parties to find mutually beneficial agreements. The negotiation process, importance of alternatives, bargaining zones, behaviors, issues, third party roles, tips and skills for effective negotiation are also summarized.
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Negotiation is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
The document discusses negotiation skills and conflict management. It describes the negotiation process as having 5 stages: planning and preparation, relationship building, information exchange, persuasion attempts, and concessions/agreement. It also discusses setting negotiation strategies, different types of negotiations like haggling and bargaining, and resolving conflicts through various techniques like problem solving, compromise, and altering organizational structures. Non-verbal communication cues that can provide insights during negotiations are also outlined.
This document provides strategies and tactics for negotiation skills. It discusses making connections with others by showing respect. High aspirations are important for negotiation - aiming high in initial offers correlates with better outcomes regardless of skill. "No" can be a powerful negotiation tool when used respectfully. Analyzing one's bargaining power and focusing on expanding opportunities rather than dividing a fixed pie are keys to achieving win-win agreements. Listening well to understand interests and find joint gains is emphasized.
this is powerpoint for negotiation
there are 3 main parts:
1, the definition
2, the ten skills in negotiation
3, the advantages and disadvantages of negotiation
The document discusses the key aspects of negotiation including style, outcomes, principles, and a negotiation model. It notes that negotiation is the art of reaching agreement by resolving differences through creativity. There are different styles such as quick, deliberate, and a compromise in the middle. Outcomes can be realistic, acceptable, or worst. Principles include having no set rules, everything is negotiable, be creative, and learn to say no. The negotiation model involves investigating, presenting, bargaining, and reaching agreement.
Peter Looney, a project manager at IT company Globus Inc., agreed to an unrealistic deadline for a software development project for client Maxwell Telecommunications. When issues arose, Peter had not properly negotiated terms for extensions or additional requirements. As a result, Globus incurred losses due to penalties, increased scope without updated terms, and overtime costs. The document emphasizes the importance of negotiation skills for professionals to avoid such problems and instead reach mutually agreeable solutions through open discussion and compromise.
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
Negotiation Skills and Conflict HandlingZiaur Rahman
An essential learning for all managers and entrepreneurs and other professionals needing to negotiate on a daily basis. These slides will provide a direction as to the ways of negotiation and resolving conflicts.
Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.
The Better Ways to Improve Your Negotiation SkillsAbhishek Shah
Here are 10 tips you can implement immediately to improve your negotiation skills. Ultimately, the more you improve your negotiation skills, the more likely your sales motivation will improve as well.
Collective bargaining is a process of negotiation between employers and a group of employees, aimed at agreements to regulate working conditions. It involves representatives from both sides meeting to negotiate terms like wages, benefits, and dispute resolution procedures. The presentation discusses the definition of negotiation and collective bargaining, different types of negotiations including distributive and integrative, obstacles to negotiation, and the collective bargaining process involving proposal, discussion, preparation, bargaining, and settlement.
The students are requesting a remark of their exam papers from 4 modules in the 1st semester due to perceived unfairness and inconsistencies. They felt the marking was too varied, some exams favored IT students over business students, and two lecturers seemed rushed. Ninety-five percent of the class agreed and signed the petition. The letter provides contact information for the class representative for any further details.
Commercial awareness refers to showing interest in and understanding of the business environment in which an organization operates, including its customers, competitors, suppliers, and how political, economic, social, and technological factors influence the organization. It involves understanding how factors like the economy, government policies, consumer confidence, trade partnerships, and exchange rates impact both the wider business environment and specific companies. Developing commercial awareness involves analyzing the internal and external influences on an organization and identifying opportunities for growth by considering competitors and the market.
This document discusses negotiating, influencing, and selling. It provides tips for being effective in these areas, including preparing by knowing what you want and knowing the other party. It emphasizes listening, asking questions, and tuning into the other party's needs and interests. Understanding how to flex one's own social style based on the other party's style is also discussed. Key aspects covered include benefits and features versus focusing on problems to be solved and needs to be met from the other party's perspective. Various social styles and tests are presented to help understand different approaches. The overall goal is to leave the workshop having thought about key elements of negotiating, influencing, and selling successfully.
Playing Games with Healthcare - serious games in healthcare education and tra...Curatr
This presentation was given at Great Ormond Street Hospital's Learning Innovation Day 2013. It briefly covers the nature of games for education, including serious games and showcases a number of games created for use in healthcare settings in the UK
The only learning simulators which guarantees a 90% completion rate in more than 1,000 clients. These award winning game-based learning products are now available in India.
Negotiation skills game:
Merchants is the first online negotiation skills simulator that allows learning to occur through an almost life-like interaction where learners take place of merchants in old Venice.
Leadership skills game:
The Pacific game offers a unique survival adventure that allows learning about leadership skills, motivation, conflict resolution, delegation and empowerment.
To attend the public event closest to you check our calendar:
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VLOOKUP is a function that pulls data from one spreadsheet to another based on a primary key. It requires a source spreadsheet with the data to pull, a destination spreadsheet to insert the data, and a primary key column that uniquely identifies each row and is present in both spreadsheets. The function looks up values in the source table based on the primary key, and returns data from the column index specified.
Definition of Planning.
Definition of Success.
SWOT Analysis
Steps of Strategic planning.
Mindset
KPI (Definition & Example)
Measuring Success.
Using KPI to measure success of strategy.
Remember
Definition of Planning.
Definition of Success.
SWOT Analysis
Steps of Strategic planning.
Mindset
KPI (Definition & Example)
Measuring Success.
Using KPI to measure success of strategy.
Remember
Social Media plan , why social media , Benefits of social media , channels of social media , social media for free , social media paid , Road-map , what does a social media package include?
Social Media plan , why social media , Benefits of social media , channels of social media , social media for free , social media paid , Road-map , what does a social media package include?
The document outlines 20 common errors made by unprepared negotiators. These include a lack of practice and preparation, failing to see negotiations from the other party's perspective, overconfidence and lack of confidence, setting unrealistic goals, using dirty tactics, prioritizing "winning" over mutually beneficial outcomes, neglecting nonverbal cues, making concessions too quickly, and failing to learn from past negotiations. The document stresses the importance of preparation, understanding interests and perspectives, effective communication, creativity, and flexibility for successful negotiations.
The document provides information on various negotiation skills and strategies. It discusses different types of negotiations including intra-person, inter-person, planned, and unplanned negotiations. It also covers different negotiation styles such as hard, soft, and principled negotiation. Specific negotiation strategies are outlined, including lowballing, pinpointing needs, challenging, feinting, using a good guy/bad guy approach, and splitting the difference. Good communication skills for negotiation include using clear language, listening effectively, and paying attention to non-verbal cues such as body language, facial expressions, and physical gestures.
Negotiation is a planned and purposeful discussion betweenkaurnavdeep272
This document discusses negotiation selling and provides definitions and types of negotiation. It defines negotiation as a planned discussion between two or more parties to resolve issues or come to an agreement. There are three main types of negotiation: distributive, which is competitive; integrative, which is more collaborative; and principled, which follows four stages including problem identification and objective evaluation. The document also outlines the negotiation process and different strategies that can be used depending on goals, resources, and other factors.
This document discusses negotiating and defines key concepts. It begins by defining negotiation as a process where parties discuss to reach agreement, with each having their own interests. Business negotiations often involve influencing another party's decision or contract signing. The document then defines negotiation and outlines four principles of best practice: preparation, relationship building, open communication, and problem-solving. It distinguishes between distributive and integrative negotiation, noting distributive involves a zero-sum approach while integrative seeks mutual benefits. The document concludes by outlining the roles and responsibilities of negotiators in resolving disputes and satisfying interests.
This document discusses negotiation and provides key details. It defines negotiation as a dialogue between two or more parties intended to reach an agreement or understanding. Negotiation occurs in various contexts like business, government, legal proceedings, and personal situations. There are two main types of negotiation: distributive (win-lose) and integrative (win-win). The document also outlines five negotiation styles: accommodating, avoiding, collaborating, competing, and compromising.
Negotiation has evolved from early humans bargaining with their clans to modern complex business deals. It involves two or more parties discussing issues to reach an agreement. There are different styles like competitive which assumes opposing interests, and cooperative which seeks win-win agreements. Effective negotiation requires preparation, proposal, agreement, and flexibility between parties. It can involve multiple issues, parties, and phases to reach a final deal. Both an art and a science, successful negotiation balances communicating positions with understanding others' perspectives.
The document provides an overview of negotiation strategies and techniques. It discusses different approaches to negotiation including competitive, cooperative, and collaborative strategies. It also outlines skills needed for negotiation like planning, flexibility, teamwork, managing concessions, observing ethics, and assessing outcomes. The document provides examples of phrases to use during negotiation and guidelines for effective negotiation practices at the starting, during, and closing stages.
Lecture 1 - ADR Principles and Practice.pdfjonathan539518
This document provides an overview of alternative dispute resolution (ADR) methods and procedures. It defines ADR as dispute resolution processes outside the court system, such as mediation, conciliation, arbitration, and negotiation. These methods aim to resolve disputes quickly and at a lower cost than litigation. The document discusses several ADR processes in detail, including negotiation, which involves direct discussions between two disputing parties, and conciliation, which utilizes a neutral third party conciliator to help parties reach an agreement. Overall, the document presents ADR as an alternative for resolving disputes that is less expensive and time-consuming than the court system.
Negotiation involves conferring with another party to reach an agreement on terms that affect both sides. The goal is for all parties to feel they secured a good deal given the circumstances. Effective negotiation requires preparation, establishing rapport, bargaining to find compromise, and closing the agreement in writing. Key factors that affect negotiations include the authority of each side, their credibility, having sufficient relevant information, managing time constraints, and controlling emotions.
The document provides information about group members for a project and then discusses the concepts of negotiation. It begins by defining negotiation and explaining its origins from Latin words. It then covers negotiation styles, goals, processes, characteristics, types including distributive and integrative. The document also discusses multiparty negotiations, the effects of positive and negative emotions, and describes negotiation as both an art and a science.
Negotiationskillsforprojectmanagers 100206233654-phpapp01Tufail Ahmed
This document provides an overview and outline for a course on negotiation skills for project managers. The course is taught by Dr. Attia Hussien Gomaa and is aimed at managers, engineers and practitioners. The objectives are to provide an understanding of negotiation processes, train participants in planning and tactics, and enhance experience through case studies. The course outline covers topics like negotiation management, selling and buying, salary negotiation, conflict management, and case studies for project managers. It also defines negotiation, lists principles, and discusses strategies, needs vs wants, and who negotiates. The overall goal is to arrive at a win-win situation through the negotiation process.
The document discusses the nature of negotiations, noting that they occur to share resources, create new opportunities, or resolve disputes between parties. It defines negotiation as seeking win-win agreements, unlike bargaining which is win-lose, and outlines characteristics of negotiation situations like having interdependent goals and alternatives that shape negotiations. The document also examines approaches to negotiation like value claiming, value creating, and managing conflict constructively.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
Negotiation is a dialogue between two or more parties aimed at reaching an understanding or agreement. It involves parties trying to gain advantage for themselves while also aiming for compromise. Negotiation occurs in various contexts like business, government, legal proceedings, and personal situations. It follows stages including preparation, discussion, clarifying goals, negotiating towards a win-win solution, agreeing on a course of action, and implementing it. The attitude, interpersonal skills, and knowledge of those involved are important elements to consider.
Presentation - Breach of contract and remedies.pptxAbhinavChahar4
This document outlines the key aspects of contract negotiations and breach of contract. It discusses the definition and characteristics of contract negotiations, including that it is a voluntary process where parties negotiate to find an agreeable outcome. It also covers major negotiation techniques like distributive negotiation, which is a win-lose approach where parties compete over limited resources, and integrative negotiation, which is a cooperative approach where parties share information to find mutually beneficial solutions. The document provides strategies for each technique, such as discovering resistance points in distributive negotiation and emphasizing commonalities in integrative negotiation. Finally, it briefly introduces the topic of breach of contract and available remedies.
Negotiation definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
Negotiation involves two or more parties with differing views coming together to try and reach an agreement. It is a form of persuasive communication where each side aims to get the best possible outcome. Successful negotiation requires both sides to be willing to compromise and understand the purpose of the discussion. Key aspects include preparation, objectivity, strategy, technique, having confidence while showing courtesy and adapting to the other party. Parties should also consider incentives, tradeoffs and research the overall context.
Negotiation is a method to settle differences and reach agreements without conflict or resentment. There are six stages of negotiation: preparation, discussion, clarifying goals, negotiating for a win-win outcome, agreement, and implementing the agreed course of action. Key elements for effective negotiation include having the right attitudes, interpersonal skills like listening and problem solving, and preparation and knowledge. There are five main negotiation styles - win/lose, avoidance, accommodation, compromise, and collaboration which aims for a win-win outcome where both sides' needs are met. Maintaining relationships, focusing on interests not positions, generating options, and clarifying meanings are important for successful negotiation.
This document discusses negotiation. It defines negotiation as a strategic discussion that resolves an issue in a way acceptable to both parties. It notes negotiation is used in sharing resources, creating new things, collaborations, mergers and acquisitions, dispute resolution, customer service, and more. The document outlines the nature of negotiation as a give-and-take process aimed at mutually acceptable solutions. It describes the key characteristics of negotiation as involving two or more parties with goals and an expected outcome, where both parties find the result satisfactory and are willing to compromise. The document then contrasts distributive bargaining, which divides a fixed resource competitively, from integrative negotiation, where parties work together to find solutions meeting everyone's needs.
Presentation skills designed for autistic kids teachergihan aboueleish
Presentation skills designed for autistic kids who can't communicate properly.
Presentation types.
Tone / voice
Eye contact
Selecting the presentation tool
Presentation Elements;
Goals.
Titles.
Gathering data / information
Selecting the needed information
Set the plan
Select the presentation style / design /color
This document summarizes the key points from a presentation on the social criticisms of marketing and the impact of marketing on individuals and society. It discusses complaints about marketing such as high costs, deceptive practices, and false wants created by advertising. It also covers responses to these criticisms regarding benefits to consumers from marketing activities. Additionally, it defines concepts like consumerism, environmentalism, and socially responsible marketing. The role of ethics in marketing and how marketing can impact other businesses are also addressed.
Academic training for the pre-graduate students , held in both Cairo University & Ain Shams University - duration is 1hr.
Contents ;
- Definition.
- Process of communication
- Types of communication
- Barriers to communication
- Path of good communication
- How to overcome the barriers.
What is Emotional Intelligence?
1. Self-awareness.
2. Managing Emotions.
3. Motivation
4. Empathy.
05- Handling relationships
How To Develop A Higher Sense Of Emotional Intelligence?
IQ vs. EQ
Components of Emotional Quotient.
Characteristics of Emotional Intelligent PeopleHow to Increase Your EQ?
Importance.
Implementation
Legality is only a first step
Questions to ask: When faced with a potentially unethical action.
Management’s role
Compliance/Integrity based codes
Corporate social responsibility
A definition and stakeholders
Advanced presentation & communication skills . learn about communication , presentation skills, body language, How to design an effective presentation with applications , assignment & videos.
Types of Reports
What makes a good report?
How to Write Reports
Clarity and Structure
Figures and Tables (floats)
Technical Issues
Sales Proposals
Computer Reports
Anatomy of a Report
Future of Reports
Further reading
Conclusions
The document outlines a framework for conducting a market opportunity analysis in 8 steps: 1) Identify unmet and underserved customer needs, 2) Identify specific target customers, 3) Assess competitive advantages, 4) Assess resource needs, 5) Assess market readiness of relevant technologies, 6) Craft an opportunity story, 7) Assess attractiveness of the opportunity, and 8) Determine whether to pursue the opportunity. The analysis examines customers, competition, company resources and capabilities, and the external environment to evaluate a potential market opportunity.
• Principles underpinning all etiquette: the Golden and Platinum rules.
• Perception Equals Reality.
• Initial and Sustained Perception
• Communicating with Confidence
o PRESENCE
o APPEARANCE
o Handshaking exercise handout
o DRESS handout
o Grooming
o Mental rehearsal
o Make your first words count
• Interaction: Listening skills handout
• Interaction: Listening skills
• Interactive moment
• Planning a message
o Outlining your message
o Write an effective opening
o Order your arguments
• TELEPHONES AND FRONT DOORS
o Telephone Etiquette handout & exercise.
o General Do’s and Don’ts.
o Conference calls.
o Voice Mail
o Cell phone.
• At the Office
o Understanding Office Protocol
o Introducing yourself
o Introduce lower ranking person to higher ranking person. Include useful information
o Remembering names
o Speak with authority
o Write with authoritatively and positively and concisely.
o Notes of Appreciation
• Ice breakers
• Meeting Etiquette "Before , During & After"
• Social Events
• TABLE MANNERS
o Business Meals
o Rules of the host.
o Rules of the guest.
o Dining Etiquette
• MORALS AND MANNERS
• ATTITUDE
• PROVIDING SOLUTIONS TO CLIENT PROBLEMS
• TRAVELING AND SELLING
Workshop in two days with 12 hrs duration for mid-management level.
Identify the characteristics of an effective leader & identify their leadership styles.
Obtain a deeper understanding of leadership by a review of appropriate theories
Understand the meaning of, and barriers to, motivation.
Evaluate & apply motivation theories to their current operation.
Develop their teams to maximize their strengths and enhance productivity
Motivate their teams with effective performance measurement
Leverage the complementary skills and styles of their teams
Eliminate barriers and chokepoints that block teamwork
Develop a personal action plan to develop their leadership style
Integrate their leadership responsibilities, competencies and behaviors into their management role
Optimize organization and work design for success in service delivery teams
Creativity and Types of Innovation
Conceptual Blocks
Three Components of Creativity
The Paradoxical Characteristics of Creative Groups
Tools for Defining Problems and Creating New Ideas
Creating a Creative Climate
The document discusses creative problem solving and creativity. It covers topics like types of innovation, conceptual blocks to creativity, components of creativity, tools for defining problems and creating new ideas. Specific tools covered include the Kipling method, problem statements, brainstorming, attribute listing, and visioning. The goal is to provide an overview of concepts and approaches for creative problem solving.
Advanced presentation & communication skills universalgihan aboueleish
Advanced presentation & communication skills . learn about communication , presentation skills, body language, How to design an effective presentation with applications , assignment & videos.
The document discusses social media marketing basics. It defines social media as online media where people share and participate. Examples include blogs, forums, social networks, wikis, and bookmarks. Social media allows two-way communication between brands and customers for engagement, insights, and feedback. It is cost-effective for companies and competitors are using it, so brands need a social media presence. The document warns that social media requires resources to avoid backfiring and damaging a brand, and should not be used simply to push messages.
Job analysis is the process of studying and collecting information about the duties, responsibilities, skills, and qualifications of a specific job. It involves systematically exploring the tasks and activities within a job to understand what the job entails. The key aspects of job analysis include determining the duties and skill requirements of a job, developing a job description and job specification, and using this information for human resource planning and other HR functions like recruitment, selection, training, and performance management.
The document discusses the HR scorecard and dashboard. It provides information on:
1. The value and role of the HR scorecard in guiding decision making and evaluating program effectiveness.
2. The difference between leading and lagging indicators as measures of HR effectiveness, with leading indicators focusing on processes and lagging indicators focusing on outcomes.
3. Components of the HR scorecard including objectives, strategies, enablers, resources, and key performance drivers and deliverables that support business strategies.
Manpower planning involves forecasting future personnel needs, assessing current staffing levels, and developing strategies to ensure the right number and types of employees are available at the right times. It is a systematic process that promotes optimal use of human resources, continuous staffing, and flexibility to adapt to changing needs or circumstances. The goal is to link business and operational strategies by maintaining an appropriate balance between future workforce supply and demand.
The document discusses various topics related to human resource management including definitions of management, the role of HR, HR objectives and activities, HR planning, trends in HRM, and the relationship between HR and technology. It defines management as the process of planning, organizing, leading, and controlling activities to achieve objectives. HR management involves acquiring and developing employee skills, motivating performance, and ensuring commitment. The objectives of HRM include maximizing returns from human capital and aligning employee capabilities with organizational goals. HR planning, hiring, training, compensation, and performance evaluation are described as key HR activities. Emerging trends in HRM include increased diversity, an aging workforce, and globalization. The document emphasizes the strategic importance of linking HR to
The document discusses various topics related to human resource management and strategic management. It defines management and its key factors. It then defines human resource management and discusses its role, objectives, and activities. It covers topics like HR planning, trends, strategy, tools, technology, and their application. It also discusses challenges faced by HR and how HR activities focus on productivity, quality, and services.
Communication & presentation skills training course duration 12hrs in 2days , advanced course Video & assignment embedded for mid-level career or management level.
How to Fix the Import Error in the Odoo 17Celine George
An import error occurs when a program fails to import a module or library, disrupting its execution. In languages like Python, this issue arises when the specified module cannot be found or accessed, hindering the program's functionality. Resolving import errors is crucial for maintaining smooth software operation and uninterrupted development processes.
Main Java[All of the Base Concepts}.docxadhitya5119
This is part 1 of my Java Learning Journey. This Contains Custom methods, classes, constructors, packages, multithreading , try- catch block, finally block and more.
বাংলাদেশের অর্থনৈতিক সমীক্ষা ২০২৪ [Bangladesh Economic Review 2024 Bangla.pdf] কম্পিউটার , ট্যাব ও স্মার্ট ফোন ভার্সন সহ সম্পূর্ণ বাংলা ই-বুক বা pdf বই " সুচিপত্র ...বুকমার্ক মেনু 🔖 ও হাইপার লিংক মেনু 📝👆 যুক্ত ..
আমাদের সবার জন্য খুব খুব গুরুত্বপূর্ণ একটি বই ..বিসিএস, ব্যাংক, ইউনিভার্সিটি ভর্তি ও যে কোন প্রতিযোগিতা মূলক পরীক্ষার জন্য এর খুব ইম্পরট্যান্ট একটি বিষয় ...তাছাড়া বাংলাদেশের সাম্প্রতিক যে কোন ডাটা বা তথ্য এই বইতে পাবেন ...
তাই একজন নাগরিক হিসাবে এই তথ্য গুলো আপনার জানা প্রয়োজন ...।
বিসিএস ও ব্যাংক এর লিখিত পরীক্ষা ...+এছাড়া মাধ্যমিক ও উচ্চমাধ্যমিকের স্টুডেন্টদের জন্য অনেক কাজে আসবে ...
How to Build a Module in Odoo 17 Using the Scaffold MethodCeline George
Odoo provides an option for creating a module by using a single line command. By using this command the user can make a whole structure of a module. It is very easy for a beginner to make a module. There is no need to make each file manually. This slide will show how to create a module using the scaffold method.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
This presentation includes basic of PCOS their pathology and treatment and also Ayurveda correlation of PCOS and Ayurvedic line of treatment mentioned in classics.
A review of the growth of the Israel Genealogy Research Association Database Collection for the last 12 months. Our collection is now passed the 3 million mark and still growing. See which archives have contributed the most. See the different types of records we have, and which years have had records added. You can also see what we have for the future.
ISO/IEC 27001, ISO/IEC 42001, and GDPR: Best Practices for Implementation and...PECB
Denis is a dynamic and results-driven Chief Information Officer (CIO) with a distinguished career spanning information systems analysis and technical project management. With a proven track record of spearheading the design and delivery of cutting-edge Information Management solutions, he has consistently elevated business operations, streamlined reporting functions, and maximized process efficiency.
Certified as an ISO/IEC 27001: Information Security Management Systems (ISMS) Lead Implementer, Data Protection Officer, and Cyber Risks Analyst, Denis brings a heightened focus on data security, privacy, and cyber resilience to every endeavor.
His expertise extends across a diverse spectrum of reporting, database, and web development applications, underpinned by an exceptional grasp of data storage and virtualization technologies. His proficiency in application testing, database administration, and data cleansing ensures seamless execution of complex projects.
What sets Denis apart is his comprehensive understanding of Business and Systems Analysis technologies, honed through involvement in all phases of the Software Development Lifecycle (SDLC). From meticulous requirements gathering to precise analysis, innovative design, rigorous development, thorough testing, and successful implementation, he has consistently delivered exceptional results.
Throughout his career, he has taken on multifaceted roles, from leading technical project management teams to owning solutions that drive operational excellence. His conscientious and proactive approach is unwavering, whether he is working independently or collaboratively within a team. His ability to connect with colleagues on a personal level underscores his commitment to fostering a harmonious and productive workplace environment.
Date: May 29, 2024
Tags: Information Security, ISO/IEC 27001, ISO/IEC 42001, Artificial Intelligence, GDPR
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2. Contents
• What is Negotiation?
• Features of Negotiation
• Why Negotiate ?
• Types of Negotiation
• Distributive Vs Integrative Negotiation
• Negotiation Process
Negotiation skills - Gihan
Aboueleish
• BATNA
• Bargaining Zone Model of Negotiation
• Negotiating Behavior
• Issues in Negotiation
• Third party Negotiations
• How to achieve an Effective Negotiation
• Negotiation Tips
3. “Change the
way you look at
things, and the
things you
look at
Negotiation skills - Gihan
Aboueleish
change ”
4. You can’t sail anywhere until you learn which way the wind wants to blow
Negotiation skills - Gihan
Aboueleish
5. What Is Negotiation ?
• The word "negotiation" originated from the Latin expression,
"negotiatus", which means "to carry on business".
• The process of conferring to arrive at an agreement between different
parties, each with their own interests and preferences.
Negotiation skills - Gihan
Aboueleish
• “A give-and-take decision-making process
involving interdependent parties with
different preferences.”
6. Defined :
Negotiating is the process of communicating back and forth,
for the purpose of reaching a joint agreement about differing
needs or ideas.
It is a collection of behaviours that involves communication,
sales, marketing, psychology, sociology, assertiveness and
conflict resolution.
Negotiation skills - Gihan
Aboueleish
A negotiator may be a buyer or seller, a customer or supplier,
a boss or employee, a business partner, a diplomat or a civil
servant. On a more personal level negotiation takes place
between spouse’s friends, parents or children.
7. Features Of Negotiation
• Minimum two parties
• Predetermined goals
• Expecting an outcome
• Resolution and Consensus
Negotiation skills - Gihan
Aboueleish
• Parties willing to modify their positions
• Parties should understand the purpose of negotiation
8. Why Do We Negotiate ?
• To reach an agreement
• To beat the opposition
• To compromise
Negotiation skills - Gihan
Aboueleish
• To settle an argument
• To make a point
10. Distributive Negotiation
Parties compete over the distribution of a fixed sum of value.
The key question in a distributed negotiation is, “Who will
claim the most value?” A gain by one side is made at the
expanse of other.
Negotiation skills - Gihan
Aboueleish
The Seller’s goal is to negotiate as high a price as possible; the
Buyer’s goal is to negotiate as low a price as possible.
Thus, the deal is confined: there are not much opportunities
for creativity or for enlarging the scope of the negotiation.
11. Integrative Negotiation
In Integrative Negotiation, parties cooperate to achieve maximize
benefits by integrating their interests into an agreement. This is
also known as a win-win negotiation.
• The key questions is: “How can the resource best be utilized?”
Integrative negotiations tend to occur in following situations:
Negotiation skills - Gihan
Aboueleish
• Structuring of complex long-term Strategic Relationships or
other collaborations.
• When the deal involves many financial and non-financial
terms.
In an integrative negotiation,, there are many items and issues to
be negotiated, and the goal of each side is to “create” as much
value as possible for itself and the other side.
12. Distributive Versus Integrative
Negotiations
Characteristic Distributive Integrative
Outcome Win-lose Win-win
Motivation Individual gain Joint and individual gain
Different but not always
Negotiation skills - Gihan
Aboueleish
Interests Opposed
Opposite
Relationship Short-term Longer or Short-term
Issues involved Single Multiple
Ability to make
Not Flexible Flexible
trade-offs
Solution Not creative Creative
13. Negotiation Process
PREPARATION
INFORMATION SHARING
Negotiation skills - Gihan
Aboueleish
BARGAINING
FINALIZING THE DEAL
14. BATNA
BATNA is ;
Best
Alternative
To
Negotiation skills - Gihan
Aboueleish
Negotiated
Agreement
15. Why BATNAS Matter
• BATNAs tell you when to accept and when to reject an
agreement
• When a proposal is better than your BATNA:
Negotiation skills - Gihan
Aboueleish
ACCEPT IT
• When a proposal is worse than your BATNA:
REJECT IT
16. Negotiation: A Counter-intuitive Process
Title comes from remarks made by participants at some of
my negotiation workshops
“that’s the opposite of what I do”
“I know I should do that, but I find myself doing exactly the
opposite”
“Its counter-intuitive”
Negotiation skills - Gihan
Aboueleish
What are people saying ?
• They recognize the prudence of a particular strategy
• But they find it difficult to implement it
• Their natural inclination is to do the opposite of what
they recognise is the prudent strategy
17. Intuitive – Counter-intuitive
What are
some of the intuitive things we do in a negotiation
the counter-intuitive thing we might consider as an alternative ?
Automatic gear Shift into manual
Focus on Positions Focus on interests
Dive into the negotiation Defer the negotiation to a time of our own
choosing, gather information first
When our proposals are rejected, Ask why our proposal doesn’t work, and
justify and defend them gather information
When a proposal is made to us Instead of rejecting, ask why their proposal
that is unacceptable, rejection is important, and gather information
17
18. Basic Principles Common To All Forms Of
Negotiation
There are minimum 2 parties involved in the
negotiation process. There exists some common
interest, either in the subject matter of the
negotiation or in the negotiating context, that
Negotiation skills - Gihan
Aboueleish
puts or keeps the parties in contact.
Though the parties have the same degree of
interest, they initially start with different
opinions and objectives which hinders the
outcome in general.
19. In the beginning, parties consider that
negotiation is a better way of trying to solve
their differences.
Negotiation skills - Gihan
Aboueleish
Each party is under an impression that there is
a possibility of persuading the other party to
modify their original position, as initially parties
feel that they shall maintain their opening
position and persuade the other to change.
20. During the process, the ideal outcome proves
unattainable but parties retain their hope of an
acceptable final agreement.
Each party has some influence or power – real or
Negotiation skills - Gihan
Aboueleish
assumed – over the other’s ability to act.
The process of negotiation is that of interaction
between people – usually this is direct and verbal
interchange.
21. Characteristics Of An Effective Negotiator
He should be a good learner and observer.
Should know the body language of the people
at the negotiation process.
Should be open and flexible and yet firm.
Negotiation skills - Gihan
Aboueleish
Exercise great patience, coolness and maturity.
Should possess leadership qualities.
22. • Should control emotions and not
show his weaknesses.
• Should bargain from the position of strength.
• Should know and anticipate the pros and cons
of his each move and its repercussions.
Negotiation skills - Gihan
Aboueleish
• Should know how to create the momentum for
the negotiations and must know when to exit
and where to exit by closing the talks
successfully.
23. • Should build trust and confidence.
• Should be confident and optimist.
• Should have clear cut goals and objectives.
• If necessary, he should provide a face saving
formula for his counter party.
• Should be able to grasp the situation from many
Negotiation skills - Gihan
Aboueleish
dimensions.
• Should know human psychology and face
reading
24. • Should not be a doubting Thomas.
• Should plan and prepare thoroughly with
relevant data and information to avoid
blank mind in the process.
• Should radiate energy and enthusiasm and
Negotiation skills - Gihan
Aboueleish
must be in a position to empathize with his
opponents.
• Should be a patient listener.
25. How To Develop These Skills And Use Them
Effectively ?
• what negotiation means and the various forms
it can take that negotiating, in the fullest
sense, means forging long-term relationships
the role that the individual personalities play in
Negotiation skills - Gihan
Aboueleish
negotiating that you must take a variety of
approaches to negotiation, since no single set
of principles will suffice in all circumstances
28. Managerial Negotiations
Types Parties Involved Examples
1. Different levels of 1. Negotiation for
Day-to-day/ Management pay, terms and
Managerial
Negotiation skills - Gihan
working
Aboueleish
Negotiations 2. In between
colleagues conditions.
3. Trade unions 2. Description of
the job and
4. Legal advisers
fixation of
responsibility.
3. Increasing
productivity.
29. Commercial Negotiations
Types Parties Involved Examples
Commercial 1. Management 1. Striking a contract with
Negotiation skills - Gihan
Aboueleish
Negotiations 2. Suppliers the customer.
3. Government 2. Negotiations for the
4. Customers price and quality of
5. Trade unions goods to be
6. Legal advisors purchased.
7. Public 3. Negotiations with
financial institutions as
regarding the
availability of capital
30. Legal Negotiations
Types Parties Involved Examples
1.Government 1. Adhering to
the laws of
Negotiation skills - Gihan
Legal
Aboueleish
2.Management
Negotiations the local and
3.Customers national
government.
31. How To Plan Your Negotiation Agenda
Negotiation skills - Gihan
Aboueleish
32. Preparing For A Successful Negotiation…
Depending on a scale of disagreement, the level
of preparation might be appropriate for
conducting the successful negotiation.
Negotiation skills - Gihan Aboueleish
For a small disagreements, excessive
preparation could be counter-productive
because it do takes time which is better focused
in reaching the team goals.
33. If the major disagreement needed to be resolved,
preparing thoroughly for that is required, and
worthwhile.
Think through following points before you could start
Negotiation skills - Gihan Aboueleish
negotiating.
• Goals:
What you want to get out from the negotiation?
What do you expect from the other person?
34. What you and the other person have
which you can trade?
Negotiation skills - Gihan Aboueleish
• What do you and the other person have
so that the other wants it?
• What might you both be prepared to give
away?
35. • Alternatives:
• If you do not reach the agreement with
him/her, what alternatives you have?
• Are these things good or bad
alternatives?
Negotiation skills - Gihan Aboueleish
• How much it matters if you do not reach
the agreement?
• Will the failure to reach the agreement
cut out future opportunities?
• What alternatives may the other person
have?
36. • The relationship:
• What is a history of relationship?
• Can or should this history impact
negotiation?
Negotiation skills - Gihan Aboueleish
• Will there be any of the hidden issues
that might influence negotiation?
• How you will handle these?
37. • Expected outcomes:
• What outcome would people
be expecting from the
Negotiation skills - Gihan Aboueleish
negotiation?
• What was the outcome in the
past, and what precedents been
set?
38. • The Consequences:
• What are the consequences of
winning or losing this negotiation by
Negotiation skills - Gihan Aboueleish
you?
• What are the consequences of
winning or loosing by the other
person?
39. Power: •
• Who has the power in the
relationship?
• Who do controls the resources?
Negotiation skills - Gihan Aboueleish
• Who stands to lose most if agreement
is not been reached?
• What power does other person have to
deliver which you do hope for?
40. • Possible Solutions:
•
Based on all considerations, what possible
Negotiation skills - Gihan Aboueleish
compromises might be there?
41. Negotiating And Long-term Relationships
Good negotiators are the people who understand
• how to build key relationships
Negotiation skills - Gihan Aboueleish
• how to identify what people need
• how to give them what they need and
• how to get what they want in return, all
in a way that seems effortless.
42. Negotiating And Individual Personalities
Autocratic managers typically hold the view that they
are going to get what they want when they interact with
subordinates, because their inherent authority
Negotiation skills - Gihan Aboueleish
precludes the need to negotiate.
These managers do not realize that, in the process of
handing out orders, they are engaged in a kind of one-
sided negotiation that can antagonize others, with the
result that the tasks they wish to see completed may be
carried out improperly or not at all.
43. The Accommodating manager is more concerned
with what others want than with their own
needs.
Negotiation skills - Gihan Aboueleish
In order to avoid conflict, they do not negotiate at
all and often end up overriding their own
interests.
45. The Negotiation Process
BATNA
The Best Alternative To a
Negotiation skills - Gihan Aboueleish
Negotiated Agreement; the
lowest acceptable value
(outcome) to an individual for a
negotiated agreement.
46. Your “BATNA “ is the only standard which can protect
you both from accepting terms that are too
unfavourable and from rejecting terms it would be
Negotiation skills - Gihan Aboueleish
in your interest to accept.”
In the simplest terms, if the proposed agreement is
better than your “BATNA”, then you should accept
it. If the agreement is not better than your
“BATNA” , then you should reopen negotiations.
47. Where Do Use This Skill?
• Everything is negotiated.
• Family and personal
• “ Where should we go for dinner?”
• “ Can I borrow the car?”
Negotiation skills - Gihan Aboueleish
• Academic research
• “ Fund my project.”
• “ Publish my paper.”
• Business ventures
• “ I want a raise.”
• “ Invest in my company.”
• “ Pay me a license fee or I’ll sue you.”
48. Determining Your BATNA
BATNAs are not always readily apparent. Fisher
and Ury outline a simple process for determining
your BATNA:
Negotiation skills - Gihan Aboueleish
• develop a list of actions you might conceivably
take if no agreement is reached;
• improve some of the more promising ideas
and convert them into practical options; and
• select, tentatively, the one option that seems
best.
49. A persons go for car purchase.
[To negotiate with showroom sales man
for lesser price]
Negotiation skills - Gihan Aboueleish
The car owner is not
agreeing for the
lesser price.
Than customer can
ask for Radial
tires[best alternative]
with any increase in
price further.
51. Case Study – Application 01
• Highly Brill Leisure Centre has hired you to help
them with their marketing decision making.
Perform a SWOT analysis on Highly Brill Leisure
Negotiation skills - Gihan Aboueleish
Centre, based upon the following issues:
52. CASE STUDY – Application 02
A community discovers that its water is being
polluted by the discharges of a nearby factory.
Community leaders first attempt to negotiate a
Negotiation skills - Gihan Aboueleish
clean-up plan with the company, but the
business refuses to voluntarily agree on a plan of
action that the community is satisfied with.
53. Issues In Negotiation
The Role of Mood & Personality Traits in Negotiation;
• Positive moods positively affect negotiations
• Traits do not appear to have a significantly
Negotiation skills - Gihan Aboueleish
direct effect on the outcomes of either
bargaining or negotiating processes (except
extraversion, which is bad for negotiation
effectiveness)
54. Gender Differences In Negotiations;
• Women negotiate no differently from men,
although men apparently negotiate slightly
better outcomes.
Negotiation skills - Gihan Aboueleish
• Men and women with similar power bases
use the same negotiating styles.
• Women’s attitudes toward negotiation and
their success as negotiators are less favorable
than men’s.
55. The Importance of BATNAs
Once parties establish a BATNA, they must
then compare the costs and benefits of
the BATNA to all of the settlement options
Negotiation skills - Gihan Aboueleish
on the table.
Ask, "What's it going to cost you if you
don't?"
57. • Most of the negotiation literature focuses on
two strategies, although they call them by
different names.
Negotiation skills - Gihan Aboueleish
• One strategy is interest-based(or integrative, or
cooperative) bargaining, while the other is
positional (or distributive or competitive)
bargaining.
58. Interest-based Bargaining /Win-win
Bargaining
• Integrative bargaining in which parties
collaborate to find a “win-win" solution to
Negotiation skills - Gihan Aboueleish
their dispute.
• This strategy focuses on developing
mutually beneficial agreements based on
the interests of the disputants.
• Interests include the needs, desires,
concerns, and fears important to each
side.
59. Positional Bargaining
Positional bargaining is one that involves
holding on to a fixed idea, or position, of
Negotiation skills - Gihan Aboueleish
what you want and arguing for it and it
alone, regardless of any underlying
interests.
62. Exercise #1
Roles : Rita, a 15 year old girl. The Observer becomes
Rita’s parent. Others are Observers to record use/abuse
of “win/win” techniques.
Negotiation skills - Gihan Aboueleish
Background: Rita is calling home from a payphone on
Hwy 401 to tell her parent she is hitch-hiking to
Hollywood to be a movie star. She has no money, is a
little afraid, and secretly wants to go to drama school.
The parent is worried about Rita being out after curfew.
Parent picks up the ‘phone, and has 3 minutes to effect
a “win-win” approach before the payphone times out.
63. Exercises #2
Background:
Suresh has a Programmer off sick, and wants to negotiate two
weeks of Kunal’s time to work on the Company’s most
important project immediately, because Kunal is the best
Negotiation skills - Gihan Aboueleish
programmer, and knows the tasks. Delays may affect
everyone’s bonus.
Kunal’s Manager is concerned the loss of Kunal will mean he
will not be able to complete tasks on another project their
department is committed to deliver (requiring one week of
work in the next 3 weeks), because Suresh has a reputation of
over-utilizing resources (and padding their schedule
contingency). Other commitments will also need juggling.
64. Exercise #3
Background: Raima is not using the car
this weekend, but is concerned the good
friend is a fast driver. The friend is
Negotiation skills - Gihan Aboueleish
generous, and has done Raima several
favors for Raima, including a recent
birthday gift.
Time: 3 minutes
65. Use….Competition
When quick, decisive action is vital (in emergencies); on
important issues.
Where unpopular actions need implementing (in cost
Negotiation skills - Gihan Aboueleish
cutting, enforcing unpopular rules, discipline).
On issues vital to the organization’s welfare.
When you know you’re right.
Against people who take advantage of noncompetitive
behavior.
66. Use …..Collaboration
To find an integrative solution when both sets of
concerns are too important to be compromised.
When your objective is to learn.
To merge insights from people with different
Negotiation skills - Gihan Aboueleish
perspectives.
To gain commitment by incorporating concerns into a
consensus.
To work through feelings that have interfered with a
relationship.
67. Use….Avoidance
When an issue is trivial, or more important issues are
pressing.
When you perceive no chance of satisfying your
concerns.
When potential disruption outweighs the benefits of
Negotiation skills - Gihan Aboueleish
resolution.
To let people cool down and regain perspective.
When gathering information supersedes immediate
decision.
When others can resolve the conflict effectively.
When issues seem tangential or symptomatic of other
issues.
68. Use….Accommodation ;
When you find you’re wrong and to allow a better
position to be heard.
To learn, and to show your reasonableness.
When issues are more important to others than to
yourself and to satisfy others and maintain
Negotiation skills - Gihan Aboueleish
cooperation.
To build social credits for later issues.
To minimize loss when outmatched and losing.
When harmony and stability are especially important.
To allow employees to develop by learning from
mistakes.
69. Use…compromise;
When goals are important but not worth the effort
of potential disruption of more assertive
approaches.
When opponents with equal power are committed
Negotiation skills - Gihan Aboueleish
to mutually exclusive goals.
To achieve temporary settlements to complex issues.
To arrive at expedient solutions under time pressure.
As a backup when collaboration or competition is
unsuccessful.
73. 1) Prepare, prepare, prepare
2) Pay attention to timing
3) Leave behind your ego.
4) Ramp up your listening skills.
Negotiation skills - Gihan Aboueleish
5) If you don't ask, you don't get
74. 6. Anticipate compromise
7. Offer and expect commitment
8. Don't absorb their problems
9. Stick to your principles
Negotiation skills - Gihan Aboueleish
10. Close with confirmation.
75. 01- Prepare, Prepare, Prepare
Pay attention to timing. Timing is important in
any negotiation. Sure, you must know what to
Negotiation skills - Gihan Aboueleish
ask for. But be sensitive to when you ask for it.
There are times to press ahead, and times to
wait. When you are looking your best is the time
to press for what you want. But beware of
pushing too hard and poisoning any long-term
relationship.
76. - Pay Attention To Timing
• Pay attention to timing. Timing is important in
any negotiation. Sure, you must know what to
ask for. But be sensitive to when you ask for it.
There are times to press ahead, and times to
Negotiation skills - Gihan Aboueleish
wait. When you are looking your best is the time
to press for what you want. But beware of
pushing too hard and poisoning any long-term
relationship.
77. 03- Leave Behind Your Ego.
• Leave behind your ego. The best
negotiators either don't care or don't show
they care about who gets credit for a
successful deal. Their talent is in making
Negotiation skills - Gihan Aboueleish
the other side feel like the final agreement
was all their idea.
78. 04 - Ramp Up Your Listening Skills.
Ramp up your listening skills. The best negotiators
are often quiet listeners who patiently let others
have the floor while they make their case. They
never interrupt. Encourage the other side to talk
Negotiation skills - Gihan Aboueleish
first. That helps set up one of negotiation's oldest
maxims: Whoever mentions numbers first, loses.
While that's not always true, it's generally better
to sit tight and let the other side go first. Even if
they don't mention numbers, it gives you a
chance to ask what they are thinking.
79. -if You Don't Ask, You Don't Get
• If you don't ask, you don't get. Another
tenet of negotiating is "Go high, or go
home." As part of your preparation,
define your highest justifiable price. As
Negotiation skills - Gihan Aboueleish
long as you can argue convincingly, don't
be afraid to aim high. But no ultimatums,
please. Take-it-or-leave-it offers are
usually out of place.
80. 06- Anticipate Compromise.
• Anticipate compromise. You should expect to
make concessions and plan what they might be.
Of course, the other side is thinking the same, so
Negotiation skills - Gihan Aboueleish
never take their first offer. Even if it's better than
you'd hoped for, practice your best look of
disappointment and politely decline. You never
know what else you can get.
81. 07- Offer And Expect Commitment.
• Offer and expect commitment. The
glue that keeps deals from unravelling
Negotiation skills - Gihan Aboueleish
is an unshakable commitment to
deliver. You should offer this comfort
level to others. Likewise, avoid deals
where the other side does not
demonstrate commitment.
82. Don't Absorb Their Problems.
• Don't absorb their problems. In most
negotiations, you will hear all of the other side's
problems and reasons they can't give you what
Negotiation skills - Gihan Aboueleish
you want. They want their problems to become
yours, but don't let them. Instead, deal with
each as they come up and try to solve them. If
their "budget" is too low, for example, maybe
there are other places that money could come
from.
83. Stick To Your Principles.
• Stick to your principles. As an individual
and a business owner, you likely have a set
Negotiation skills - Gihan Aboueleish
of guiding principles — values that you just
won't compromise. If you find
negotiations crossing those boundaries, it
might be a deal you can live without.
84. Close with confirmation.
• Close with confirmation. At the close of
any meeting — even if no final deal is
struck — recap the points covered and any
Negotiation skills - Gihan Aboueleish
areas of agreement. Make sure everyone
confirms. Follow-up with appropriate
letters or emails. Do not leave behind
loose ends.
86. • Speak more quietly than them.
• Have more space in between your words than
them.
• If they interrupt, pause for a few seconds after
Negotiation skills - Gihan Aboueleish
they finish.
• Be critical of foul language.
• Do not rise to a bait if they attack or blame you.
• Ignore all threats.
87. Handling Emotions
Emotional Challenges Recommended Response
Anger/exasperation Allow venting. Probe for why
Insulted What wouldn’t be insulting?
Guilt Focus on issues
Negotiation skills - Gihan Aboueleish
False flattery Re-focus
Tips:
•Don’t lose your cool .
•Try to defuse with acknowledgement, empathy, patience,
impartiality.
•Consider dealing with less emotional issues first
•Know your own “Hot Buttons”
•Practice
88. Know Your Hot
Buttons
Exercise: List the last 3 times you felt someone pressed
your “Hot Button”.
Subject Who pushed Why did you feel Next time I
Negotiation skills - Gihan Aboueleish
discussed your buttons? manipulated? will…..
89. Reachnegotiate?
So why an agreement
Get the better of the
opposition
Negotiation skills - Gihan Aboueleish
Compromise
Settle a dispute
Make a point
91. Key steps
In writing•
Speed•
Communicate Enforce•
clearly
Confidence Close deal
Flexible
Control
Strategy
Build expectations•
Who with
Preparation Which style?
Homework Easy first
Objectives Manage agenda
Benefits to both
91 Negotiation skills - Gihan Aboueleish
92. Negotiation Strategy
High
BARGAINING EMOTION
[Ability to modify others]
Negotiation skills - Gihan Aboueleish
INTITUTION
COMPROMISE LOGICALLY
Low
Low High
INFLUENCE
93. Bargaining Zone Model Of Negotiation
Your initial Your target
Your resistance
point point
point
Negotiation skills - Gihan Aboueleish
Area of
potential
agreement
Opponent’s Opponent’s Opponent’s
resistance target point initial point
point
95. Negotiating Behaviour
Gavin Kennedy describes 3 types of behaviour
that we can display and encounter when in a
negotiating situation.
Negotiation skills - Gihan Aboueleish
PURPLE BLUE RED
96. RED Behaviour
Manipulation
Aggressive
Negotiation skills - Gihan Aboueleish
Intimidation
Exploitation
Always seeking the best for you
No concern for person you are negotiating with
Taking
98. PURPLE Behaviour
• Give me some of what I want (red)
• I’ll give you some of what you want (blue)
• Deal with people as they are not how you think they are
• Good intentions
• Two way exchange
Negotiation skills - Gihan Aboueleish
• Purple behaviour incites purple behaviour
• Tit for tat strategies
• Open
• People know where they stand
• Determination to solve problems by both sets of criteria of the merits of the
case and/or the terms of a negotiated exchange
100. Effective Negotiation
• Successful relationships are built on communication
and trust.
• Lack of trust leads to “win-lose” or “lose-lose”
Negotiation skills - Gihan Aboueleish
result.
• Negotiation is one way of creating trust – or
deciding whether trust is justified.
• Example: “The Negotiator’s Dilemma” a classic
risk strategy game
101. The Negotiator’s Dilemma
B Cooperates B Competes
A Cooperates Both cooperates A Cooperates
Both have a good B Competes
outcome
Negotiation skills - Gihan Aboueleish
A has terrible outcome,
B has great outcome
A Competes A Competes Both competes
B Cooperates Both have mediocre
outcome
A has great outcome,
B has terrible outcome
102. Negotiation Tips;
1) Do not underestimate your power.
2) Do not assume that other party knows your
weaknesses.
3) It is a mistake to assume you know what the other
Negotiation skills - Gihan Aboueleish
party wants.
4) Never accept the 1st offer.
5) Don’t fear to negotiate.
103. Skills For Effective Negotiation
• Preparation and planning skill
• Knowledge of the subject
• Ability to think clearly and rapidly under
pressure and uncertainty
Negotiation skills - Gihan Aboueleish
• Ability to express thoughts verbally
• Listening skill
• Patience
• General problem-solving and analytical
skills
104. Preparation
1. Firstly understand what it is you want?
2. What do you think your opponent wants?
3. What would happen if you didn’t do a deal?
4. Do you know your stakeholders?
Negotiation skills - Gihan Aboueleish
5. Do you know who the decision maker is? Are you negotiating with
them? If not what affect does that have?
6. Are there concessions you can build into the negotiation?
7. Know your product / service inside out? What standards are there
in the market place?
8. Know your price points?
9. What issues do you think you’ll need to overcome?
10. Prioritize!
11. Practice!
105. Information Sharing
1. Company activities and market position
2. Opinion on entry points
3. What elements are clearly off the table or not up for discussion
Negotiation skills - Gihan Aboueleish
and why
4. Opponents attitude and commitment
5. Motivational factors (“I want this price because…”)
6. Stakeholders and importantly decision makers
7. Problems, issues or risk
8. An order/structure for proceedings
107. DEBATING
• To be successful in negotiation you must build relationships and
trust
• You need to avoid the following-
• Point scoring – “Your company is always late with deliveries so I’m not
paying that!”
Negotiation skills - Gihan Aboueleish
• Insults – “If you insist on that price you must be stupid”
• Provocation – “Keep talking like that and see where it gets you!”
• Threats – “You just wait until your other customers hear about this”
• Instead try-
• Building a relationship – It will make your negotiation much easier
• Sticking to an agreed agenda – This will help avoid destructive
discussions.
• Share information and ask questions – What do you want – what do
they want
• Try and be positive and listen – What do they want and why – look for
areas of win/win or easy compromise.
108. PROPOSING
• When proposing your offer consider
• Consider both your entry and exit – This could include all or some of
your wants, and your opponents entry and exit points
• Consider how you will phrase your proposal
Negotiation skills - Gihan Aboueleish
• Consider what will motivate your opponent into making the deal
• Consider the likely response – Think about the “if I do that then they
will do that”
• Are there alternative proposals? – Once an initial response has been
made are you happy or do you need to offer up something new.
• Remember the key thing is to propose – don’t argue and try and
remain realistic, and invite a response from your opponent.
109. Finalizing The Deal
• So when closing the deal consider
• Do you have what you want?
• Do they have what they want?
• Can you signify to your opponent that if certain terms were met the
Negotiation skills - Gihan Aboueleish
deal could be done.
• Do you both understand the potential non deal by not closing or
reaching agreement?
• Document the agreement quickly and share it with your opponent and
get agreement on the details of the deal.
• Do not offer further concessions!
• Agree the measures that will be applied to record fulfilment of the
deal.
110. Cabot Circus - UK
Negotiation skills - Gihan Aboueleish
112. Negotiation and Relationships
Global marketplace
Negotiation skills - Gihan Aboueleish
Long-lasting business relationships
Trust and integrity
Conflicts with short-term needs
Deals from position of strength
113. Preparation
Give and take
Trust and
integrity
Negotiation skills - Gihan Aboueleish
Shared values
Steady dialogue
Creative solutions
114. Your experiences? Negotiating in Dubai
Developers
Contractors
Negotiation skills - Gihan Aboueleish
Sub-contractors
Consultants
Suppliers
Local government
115. Summary
Promises – keeping them is hard
Builds reputation
Negotiation skills - Gihan Aboueleish
More Trust = More Wins
Never compromise on integrity
Success is measure over time…
116. People always give the most
consideration, the best deals,
to those people they like and
Negotiation skills - Gihan Aboueleish
TRUST
Day-to-day / Managerial Negotiations Such types of negotiations are done within the organization and are related to the internal problems in the organization. It is in regards to the working relationship between the groups of employees. Usually, the manager needs to interact with the members at different levels in the organization structure. For conducting the day-to-day business, internally, the superior needs to allot job responsibilities, maintain a flow of information, direct the record keeping and many more activities for smooth functioning. All this requires entering into negotiations with the parties internal to the organization.
Commercial NegotiationsSuch types of negotiations are conducted with external parties. The driving forces behind such negotiations are usually financial gains. They are based on a give-and-take relationship. Commercial negotiations successfully end up into contracts. It relates to foregoing of one resource to get the other.
Legal Negotiations These negotiations are usually formal and legally binding. Disputes over precedents can become as significant as the main issue. They are also contractual in nature and relate to gaining legal ground.
This type of manager must learn to be more collaborative. Autocratic managers have a tendency to miss seeing the big picture. When these types of managers fail to negotiate effectively, the results of their efforts often suffer. While autocratic types may believe they are skilled negotiators, they often are not because they lack the ability to listen and to empathize.
Since negotiation often implies conflict (something these types of managers avoid at all costs), it is critical for them to take responsibility for forcing a certain amount of compromise. This is the only way they will be able to lead others effectively.
Highly Brill Leisure Center has hired you to help them with their marketing decision making. Perform a SWOT analysis on Highly Brill Leisure Center, based upon the following issues:1.The Center is located within a two-minute walk of the main bus station, and is a fifteen-minute ride away from the local railway station.2.There is a competition standard swimming pool; although it has no wave machines or whirlpool equipment as do competing local facilities.3.It is located next to one of the largest shopping centers in Britain.4.It is one of the oldest centers in the area and needs some cosmetic attention.5.Due to an increase in disposable income over the last six years, local residents have more money to spend on leisure activities.6.There has been a substantial decrease in the birth rate over the last ten years.7.In general people are living longer and there are more local residents aged over fifty-five now than ever before.8.After a heated argument with the manager of a competing leisure center, the leader of a respected local scuba club is looking for a new venue.9.The local authority is considering privatizing all local leisure centers by the year 2000.10.Press releases have just been issued to confirm that Highly Brill Leisure Center is the first center in the area to be awarded quality assurance standard BS EN ISO 9002.11.A private joke between staff states that if you want a day-off from work that you should order a curry from the Center's canteen, which has never made a profit.12.The Center has been offered the latest sporting craze.13.Highly Brill Leisure Center has received a grant to fit special ramps and changing rooms to accommodate the local disabled.14.It is widely acknowledged that Highly Brill has the best-trained and most respected staff of all of the centres in the locality
Negotiation activity_charity
Established rapport and common goals?Probed for understanding of beliefs, goals, win-win options, and hidden stakeholder motivators? Paraphrased for confirmation/affirmation?Analysed outcomes and risks?Summarized what was agreed on, and next steps?If stalled, returned to a fundamental that was agree on?Built on this common ground?Avoided emotional responses (even if insulted)?Considered interim options (or postponement) if undesirable outcome was imminent, or key info missing?
Anticipate compromise. You should expect to make concessions and plan what they might be. Of course, the other side is thinking the same, so never take their first offer. Even if it's better than you'd hoped for, practice your best look of disappointment and politely decline. You never know what else you can get. Offer and expect commitment. The glue that keeps deals from unraveling is an unshakable commitment to deliver. You should offer this comfort level to others. Likewise, avoid deals where the other side does not demonstrate commitment. Don't absorb their problems. In most negotiations, you will hear all of the other side's problems and reasons they can't give you what you want. They want their problems to become yours, but don't let them. Instead, deal with each as they come up and try to solve them. If their "budget" is too low, for example, maybe there are other places that money could come from. Stick to your principles. As an individual and a business owner, you likely have a set of guiding principles — values that you just won't compromise. If you find negotiations crossing those boundaries, it might be a deal you can live without. Close with confirmation. At the close of any meeting — even if no final deal is struck — recap the points covered and any areas of agreement. Make sure everyone confirms. Follow-up with appropriate letters or emails. Do not leave behind loose ends.