This document discusses negotiating skills and the negotiation process. It defines negotiation as a process involving two or more groups trying to solve a problem or reach an agreement. The aim of negotiation is to secure an outcome as close as possible to one's own objectives. Key skills for successful negotiation include analytical skills, preparation, presentation skills, and detachment. The negotiation process involves an opening presentation, initial response, counter response, and final stages to reach an agreement and seal the deal. Both sides aim to get an outcome meeting their own objectives through this back-and-forth process.

1. NEGOTIATING SKILLS
-Abhijeet Tamhankar,
Swanand Gulavani
Monday, 25th July, 2016.

2. What is a NEGOTIATION?
 Negotiation is a process done by 2 or more persons or groups
which commonly solve a problem or make a deal with each
other.
 Negotiating and negotiations are a constant feature of
everyday life.
 We do it all the time with family, friends and a range of people
and organisations

3. AIM of Negotiation
 AIM of negotiation is to secure the outcome or results as
close as possible to your objective.
 The opposite party or group will try to do the same.
 Doing it successfully requires analytical skills, forethought,
preparation, presentational skills, realism and detachment.

4.  Analyse the different cases and their results with which you can
approach other party.
 Forethought means determining and evaluating the objectives carefully
and objectively.
 Preparation means being well briefed and knowledgeable about what
you are seeking to achieve and how that can be justified.
 Presentation is about how you can present your case in an accessible
and persuasive way to the employer or government. Present your side in
a pleasant, logical, friendly and a firm way.

5. SKILLS AND TECHNIQUES
Try to imagine yourself as the other side to the negotiations
and consider how they might view or react to your proposals
and arguments.
There is no any perfect style of negotiation. Have your own
style in which you are comfortable and which matches your
personality.
Some negotiators are like…

6. Colorful charismatic performer

7. Quiet, calm and methodological person

8. INITIATION
Opening presentation –
1. Explain the scene of negotiation from your own side
2. Define and explain shortly about important terms in the deal.
This presentation must not be too short or too long.
Do not promise anything in your proposal that you can’t fulfill
afterwards.

9. INITIAL RESPONSE
In this stage other side will respond in a way of
counter proposal or will offer an agreement that will
contain their views on the deal.
Listen to them carefully.
Note down key points.
Make sure none of their demands weakens your own
proposal.

10. COUNTER RESPONSE
 First response is not always the final response.
 Do not counter the response very quickly.
 Analyze the pros and cons of the response of other party.
 Look for the clues or something that will indicate you that
other party is progressing towards your objectives.
 Respond in a gentle, logical and non insulting way.
 Suggest improvements that will be beneficial for both the
sides.

11. FINAL STAGES
 Make possible changes in your proposal according to each
others suggestions.
 If both sides are agree to each other’s proposals and
conditions of work, they will head to finalize the deal.
 In the final stages everything must be in perception of both
the parties.

12. SEAL THE DEAL
 Convert informal agreements in the formal ones.
 Have written agreements to avoid arguments on what was
been assured in the negotiation.
 Conclude on good terms.

13. THANK YOU