This document discusses negotiation, outlining its key characteristics, benefits, challenges, and process. It defines negotiation as communication between parties with opposing interests to resolve disputes or lay the groundwork for future relationships. The main benefits are flexibility, addressing mutual needs, preserving relationships, and lower costs compared to litigation. Challenges include unequal power, uncertainty, and opposing ideologies. The negotiation process involves initial assessment, arrangement, strategy preparation, and focusing on interests rather than positions during discussions. It concludes by emphasizing the value of cooperative negotiation styles and the ability to develop skills through self-assessment.
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 definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
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 definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
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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
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.
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
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
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: 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 more.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
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
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.
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
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
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: 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 more.
Negotiation : One of the Method of Alternative Dispute Resolution System. Parties with mutual understanding and consensus try to settle the conflict between them.
Negotiation - Porto (Porto case).note this is a case study so the.pdffathimaoptical
MULTIPLE CHOICE:
On January 1, a customer paid X Company $21,600 in advance for cleaning services. The
cleaning was going to be done once in January, once in February, and once in March, so the
payment was recorded as Deferred Revenue. What will be the result of the adjusting entry on
January 31?
A: a balance of $7,200 in the Deferred Revenue account on the Balance Sheet
B: a $7,200 increase in the Cash account on the Balance Sheet
C: revenue of $7,200 reported on the Income Statement
D: a $7,200 increase in the Deferred Revenue account on the Balance Sheet
Solution
Income to be recorded for the month of January = $21,600 / 3 months = $7,200
Hence, $7,200 shall be recognised as income for the month of January by transferring from
deferred revenue
The adjusting entry shall be
C: revenue of $7,200 reported on the Income Statement.
1. University of economy and law: KROK
GALI Marius-Master student in Project Management 2016 - 2018 1
2. CONTENTS
INTRODUCTION
1- CHARACTERISTICS OF NEGOTIATION
2 - BENEFITS & CHALLENGES OF NEGOTIATION
3 - PROCESS OF NEGOTIATION
4 - NEGOTIATION SKILL SELF ASSESSMENT
5 - MY BEHAVIRAL COMPETENCE PROFILE
CONCLUSION 2
3. • Negotiation – a form of direct or indirect
communication whereby parties with opposing
interests discuss the form of any joint action
which they might take to resolve the dispute
between them.
• Negotiations may be used to resolve an already-
existing problem or to lay the groundwork for a
future relationship between two or more parties.
• Each negotiation is unique, differing from one
another in terms of subject matter, the number
of participants and the process used.
INTRODUCTION
3
5. Voluntary – No party is forced to participate in a negotiation. The parties are free to
accept or reject the outcome of negotiations and can withdraw at any point during
the process.
Bilateral/Multilateral – Negotiations can involve two, three or dozens of parties.
They can range from two individuals seeking a different agreement from dozens of
States.
Non-adjudicative – Negotiation involves only the parties. The outcome of a
negotiation is reached by the parties together without recourse to a third-party
neutral.
Informal – There are no prescribed rules in negotiation. The parties are free to
adopt whatever rules they choose, if any.
Confidential – The parties have the option of negotiating publicly or privately.
Flexible – The scope of a negotiation depends on the choice of the parties. They
determine the topic or the topics of the negotiations, but also whether the positional-
based bargaining approach or an interest-based approach.
CHARACTERISTICS OF NEGOTIATION (Cont.)
5
7. • Like any method of dispute
resolution, negotiation cannot
guarantee that a party will be
successful.
• However, many commentators
feel that negotiations have a
greater possibility of a successful
outcome when the parties adopt
an interest-based approach as
opposed to a positional-based
approach.
Mutual needs orientation
• Negotiation is probably the most
flexible form of dispute resolution as
it involves only those parties with an
interest in the matter and their
representatives, if any.
• The parties are free to shape the
negotiations in accordance with their
own needs, for example, setting the
agenda, selecting the forum (public
or private) and identifying the
participants.
Flexibility
BENEFITS OF NEGOTIATION (Cont.)
7
8. • Voluntary based process – Negotiation is a voluntary process. No one
is required to participate in negotiations should they not wish to do so.
• Neutrality of a third-party – There is no need for recourse to a third-
party neutral. This is important when none of the parties wants to involve
outside parties in the process.
• Opportunity for solution – Assuming that the parties are negotiating in
good faith, negotiation will provide them with the opportunity to design an
agreement which reflects their interests.
• Preservation of the relationship – Negotiations may preserve and in
some cases even enhance the relationship between the parties once an
agreement has been reached between them.
• Less expensive – Opting for negotiation instead of litigation may be less
expensive for the parties and may reduce delays.
BENEFITS OF NEGOTIATION(Cont.)
8
9. • Unequal power
• Existence of uncertainty
• Absence of a neutral third (3+4)
• Freedom to terminate negotiations
• Opposing ideologies or beliefs
CHALLENGES OF NEGOTIATION
9
10. PROCESS OF A NEGOTIATION
1 - Initial
assessment
2 - Arrangement/
Confirmation
3 - Preparation of a
strategy
4 - Pointers for
a negotiation
10
11. a. Agenda
b. Location (neutral)
c. Timetable
d. Participating parties
e. Public/Confidential
nature (statutory
requirements)
2 - Arrangement/Confirmation
a. Authority/Mandate to
negotiate and reach an
agreement or settlement
b. Willingness to negotiate
c. Credibility of other party(ies)
d. Ability to negotiate (equality?)
e. Alternatives to negotiation
1 - Initial assessment
PROCESS OF A NEGOTIATION
11
12. a. Concentrate on interests, not
positions
b. Separate the people from the
problem
c. Listen carefully and actively
d. Respect the other party (e.g., any
cultural, linguistic or other
differences)
e. Anticipate and avoid responding to
provocative tactics
f. Remain within the limits of the
negotiating mandate
4 - Pointers for a negotiation
a. Study the issues
b. Harmonize/reconcile competing
interests within the team
c. Assess the BATNA (Best
Alternative to a Negotiated
Agreement) for all parties
d. Assign roles for team members
(spokesperson(s), etc.)
e. Create options for mutual gain
(“win-win”)
3 - Preparation of a strategy
PROCESS OF NEGOTIATION (Cont.)
12
16. • In conclusion, needless to say that the objective of negotiation is to allow
parties to agree to an outcome which is mutually satisfactory.
• The main characteristics of negotiation are essentially: voluntary,
bilateral/ multilateral, non-adjudicative, informal, confidential and flexible.
• The benefit of negotiation offers flexibility, mutual needs satisfaction,
voluntary in the process design, neutrality of the third party, opportunity
for solution, preservation of relationship and finally is less expensive.
• While negotiating, the attention must be given to the negotiation styles.
Parties must make sure that cooperative or interest based negotiation is
targeted than competitive or positional based negotiation style.
• It is possible to achieve negotiation skills by taking self assessment test.
• Everybody with a huge desire in negotiation can acquire the skills by
taking an assessment test. Become a confident negotiator though.
CONCLUSION
16