This document discusses various aspects of negotiation including: - Types of negotiation such as distributive vs integrative and phases of negotiation. - Skills needed for successful negotiation including effective communication, a positive attitude, and emotional intelligence. - Steps for preparing for negotiation including setting parameters, establishing common ground, and understanding each party's zone of possible agreement (ZOPA). - Different types of bargaining approaches such as positional bargaining which can be soft or hard.

1. Negotiation
NeedtoNegotiate?

3. Understanding Negotiation
• Types of negotiation
• Phases of negotiation
• Skills of successful negotiating
• Preparation of negotiation
• Preparation of negotiating groundwork

4. Types of negotiation
Distributive & Integrative
Characteristics Distributive Integrative
Outcome Win- lose Win- Win
Motivation I need We need
Relationship Short-term Longer or Short-term
Solution Not creative Creative

5. Phases of negotiation

6. Skills of successful negotiation
• Effective speaking
• Effective listening
• Sense of humor
• Positive attitude
• Respect
• Self-Confidence
• Emotional intelligence
• Persistence
• Patience
• Creativity

7. Preparation of negotiation
So, how to get prepared for the battle ?!

8. Preparation of negotiating groundwork
• Setting time & place
• Establishing Common ground
• Creating negotiation framework

9. For excellence of preparation 2 definitions to be memorized
by heart
So, What is ZOPA

10. ZOBA : Zone Of Possible Agreement

11. Bargaining

12. Types of Bargaining
• Positional Bargaining: Soft
• Participants want to be friends
• The goal is agreement
• Participants trust each other
• Participants are soft on the people and the problem
• Participants change position
• Participants state their bottom line
• Participants make concessions
• Participants search for one solution

13. • Positional Bargaining: Hard
• Participants are adversaries
• The goal is victory
• Participants stick to a position
• Participants conceal their bottom line
When dealing with people, remember you are not
dealing with creatures of logic, but with creatures of
emotion (Dale Carnegie).

14. Closing and Commitment
• Last Step after convincing the Doctor and/or Purchaser ……………..
* EVEN WIFE ( NOT SURE OF THIS POINT )
Time for Agreement

15. Negotiation
It’s a skill which You can upgrade by frequent practice with trial and
error and always remember that good negotiators are human beings
even if your negotiation wasn’t successful try not to lose the other part
as you don/t know what will happen in the future may be other
negotiation will be successful.

17. Thank you
Ahmed Nagi