The document discusses negotiation strategies and types. It defines negotiation as a win-win process involving two or more parties seeking agreement through mutual adjustment to resolve conflicts. Negotiation can involve compromise, collaboration, and pressure. The document contrasts integrative negotiation, which is a cooperative, win-win process, with distributive negotiation, which is a competitive, win-lose process. It also discusses planning strategies for negotiation and a dual concern model for strategic negotiation.

1. NEGOTIATION
Mukul Gupta
(Faculty of Management)
Trainer PD & English Communication Skills
(Khandewal College of Management Science & Technology)

2. concept
Negotiation starts with a discussion.

3. concept
A usual activity of ordinary life.

4. concept
Negotiation includes a combination of compromise,
collaboration, and possibly some pressure on vital issues.

5. concept
Negotiation process is commonly used for resolving
differences, allocating resources, and taking other decisions.

6. concept
The term negotiations and the term bargaining are generally
used interchangeably, but has different meaning in business
terminology.

7. concept
Bargaining is: -
WIN LOSE

8. concept
Negotiation is:-
WINWIN

9. characteristics
Two or More Parties

10. characteristics
Conflicts between Needs and Desires

11. characteristics
Negotiation contributes in better results.

12. characteristics
Surplus Equalizing Process

13. characteristics
Parties seeks for an Agreement with Mutual Adjustment

14. NATURE
A Continuous Process

15. NATURE
A Persuasive Activity

16. NATURE
A Psychological Approach Oriented process

17. NATURE
Soft skill that a manger need

18. NATURE
Process that contributes in Economic Balance

19. TYPES OF
NEGOTIATION
INTEGRATIVE
NEGOTIATION
DISTRIBUTIVE
NEGOTIATION

20. INTEGRATIVE
NEGOTIATION
The Concept of Integrative
negotiation is based on the concept of
SYNERGY.

21. INTEGRATIVE
NEGOTIATION
Parties cooperate to achieve
maximize benefits by integrating their
interests.

22. INTEGRATIVE
NEGOTIATION
Both parties involved in negotiation
process jointly look at the problem,
try to search for alternatives and try
to evaluate them and reach a mutually
acceptable decision or solution.

23. INTEGRATIVE
NEGOTIATION
WINWIN

24. DISTRIBUTIVE
NEGOTIATION
It may be called as Bargaining.

25. DISTRIBUTIVE
NEGOTIATION
Based on the concept that the gain made
by one person is loss incurred by the
other person.

26. DISTRIBUTIVE
NEGOTIATION
WIN LOSE

27. Comparison

28. planning for negotiation
Planning in its simplest form is thinking in advance to
respond to W factor accordingly…

29. planning for negotiation
Preparation
Relationship Building
Information Gathering
Information Using
Pre-Negotiation

30. planning for negotiation
Looking for the Possibility
Bidding
Closing the Deal
Negotiation

31. planning for negotiation
Implementing the Agreement
Follow-up
Post-
Negotiation

32. STRATEGIES for negotiation
The overall plan to achieve one’s goals in
Negotiation.
How is it differ from Tactics & Planning?

33. Approaches to Strategies
BilateralUnilateral

34. Strategic Model
of Negotiation
This model is known as “Dual Concern Model”

35. Strategic Model
of Negotiation
How much concern do I have in achieving my desired
outcomes at stake in the negotiation?

36. Strategic Model
of Negotiation
How much concern do I have for the current and future
quality of the relationship with the other party?

37. Strategic Model
of Negotiation
GAIN
RELATION

38. Active-engagement
Strategies
GAIN
RELATION
Collaboration Accommodation
Competition

39. NON-engagement
Strategies
GAIN
RELATION
Avoidance