Negotiation is a dialoguebetween two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all of the parties involved, or just for one or some of them. Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organization they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome. Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.

1. Welcome to Our Presentation
on
NEGOTIATION

2. Prepared By:
Setu Karmokar (Group Leader)
ID: 2016-11-000-4007
Shaila Sharmin Pew
ID: 2015-01-000-2007
Masudul Hasan
ID: 2015-01-000-2006
Rashidul Islam
ID: 2016-21-000-4079

3. INTRODUCTION
Dialogue between two or more people or parties.
 Bargain for individual or collective advantage.
Beneficial outcome over one or more issues.
 May be a compromise satisfactory to both sides.

4. CHARECTERISTICS OF NEGOTIATOR
 Preparation and planning skill.
 Knowledge of the subject matter being negotiated.
 Ability to think clearly and rapidly under pressure and uncertainty.
 Ability to express thoughts verbally.
 Listening skill.
 Judgment and general intelligence.
 Ability to persuade others.
 Patience.
 Considers lots of options.
 Aware of the process and style of the other person.
 Is flexible.
 Thinks and talks about possible areas of agreement.

5. SKILLS OF A NEGOTIATOR
Empathy.
Listening.
Questioning.
Remembering.
Attention.
Language.
Non-verbal cues.

6. ELEMENTS OF NEGOTIATION
Process.
Behavior.
Substance.

7. NEGOTIATION ISSUES
Trust.
Relationship Fair.
Honest and Openness.
Reflection.

8. STRENGTHS OF DIFFERENT
NEGOTIATION
Relationship with customer
Knowledge of customer’s need
Experience
Market position
Financial resources
Knowledgeable staffing
Product strengths over competition

9. WEAKNESS OF DIFFERENT
NEGOTIATION
Staffing
Loss of key staff
Margins too low
Market position
Product weaknesses
Financial resources
Increased competition

10. MODELS OF NEGOTIATION
Win Win Model.
Win Lose Model.
Lose Lose Model

11. MODELS OF NEGOTIATION (Continue)
Win Win Model.

12. MODELS OF NEGOTIATION (Continue)
Win Lose Model.

13. MODELS OF NEGOTIATION (Continue)
Lose Lose Model

14. ROLE OF EMOTIONS IN NEGOTIATION
If one is in a happy mood, everything seems
perfect and good to him.
Needs to be friendly with the second party.
Negotiations must be with a clear and a
tension free mind.
Avoid being clever.
Being positive always helps.

15. NEGOTIATION TECHNIQUES
 Take good care of your posture as well as your body
movements.
 Be very focused.
 Never keep things to yourself and crib later.
 Be a patient listener.
 Be realistic.
 Don’t be in a hurry to close the deal.
 Know where to compromise.
 Communication is also important in negotiation.
 For a third party it’s always better to sign a contract.

16. CHALLENGE FOR AN EFFECTIVE
NEGOTIATION
Individuals are not ready to understand the
second party at all.
Lack of time.
Going unprepared for a negotiation.
Lack of patience.
Criticism, sarcasm, derogatory remarks.
Avoid last minute changes.
Being too rigid.
Lack of confidence.

17. NEGOTIATION PROCESS (STEPS)
Preparation and Planning.
Definition of Ground Rules.
Clarification and Justification.
Bargaining and Problem Solving.
Closure and Implementation.

18. SITUATIONS REQUIRING
NEGOTIATIONS
Informal situations
Formal situations

19. SITUATIONS REQUIRING
NEGOTIATIONS (Continue)
Informal situations
Allocation of work.
Problem-solving meeting.
Target setting.
Performance counseling.
One-to-one discipline meetings.
Routine meeting with employees or their
representatives.

20. SITUATIONS REQUIRING
NEGOTIATIONS (Continue)
Formal situations:
 Performance-review discussion.
 Appraisal interviews.
 Section interviews.
 Budgetary meetings.
 Agenda-based meetings with unions or employees.
 Grievance meetings.
 Works committee meetings.
 Joint council meetings.

21. ISSUES FOR SUCCESSFUL
NEGOTIATION
 Preparation.
 Confidence.
 Avoid delays.
 Understand the other person well.
 Don’t cheat anyone.
 Always have an alternate plan.
 Must know the purpose of negotiation.
 Don’t get too involved in the negotiation.
 Maintain the decorum of the place.
 Be a good communicator.
 Be patient.
 Don’t drag the conversation too long.
 Chose a proper room for better negotiations.

22. STEPS TO PREPARATION SUCCESS
Know Your Strategy.
Negotiating Style.
Identify Goals.
Prepare a SWOT Analysis.
Pre-Meeting Questions.
Options / Deal design.
Trading Plan.
Set the Agenda.
Build a Team.

23. PREPARE FOR WIN WIN NEGOTIATION
 Should be very specific about his expectations from the
negotiation.
 Should always be ready with an alternate plan.
 Be transparent and honest with the second party.
 Be very confident.
 Understand the second party well.
 Be a good communicator.
 Take care of your dressing as well.
 When done with the negotiation, do sign contracts and
agreements in the presence of both the parties.

24. CONCLUSION
Is simply a technique, a discussion among
individuals to reach to a mutual agreement.
Everyone gains something or the other and
conflicts are avoided.
Will help to work more effectively.

25. Thank You

26. Questions?
Comments?