Detailed powerpoint presentation on Negotiation Skills and Techniques by Rita Ohaedoghasi

1. NEGOTIATION MASTERY
Presented By: Rita Ohaedoghasi
Nigeria’s Leading Marketing and Public Relations Firm
Tel: +234-8182071037; Email: rita@vizonintegrated.com.
Address: 114B Illupeju Avenue, Dolphin Estate, Ikoyi, Lagos

2. Contents
• What is Negotiation?
• Features of Negotiation
• Types of Negotiation
• Distributive vs Integrative Negotiation
• BATNA
• Bargaining Zone Model of Negotiation
• Techniques for Negotiation
• Action Plans for Effective Negotiations

3. What is Negotiation?

4. Features of Negotiation
• Involves minimum of 2 parties
• Has predetermined goals
• Expected outcome
• Resolution and consensus
• Parties willing to modify their
position
• Parties must understand the
purpose of their agreement

8. Characteristics Of An Effective
Negotiator

9. An effective negotiator ;
• Should be a good listener and observer
• Should know how to read body language
• Should be open and flexible yet firm
• Should exercise maturity and patience
• Should understand the importance of
planning and research
• For greater results, should radiate positive
energy and enthusiasm at every meeting

10. THE NEGOTIATION PROCESS
PREPARATION
INFORMATION SHARING
BARGAINING
FINALIZING THE DEAL

11. B.A.T.N.A

13. Your B.A.T.N.A is the only standard which can
protect you from accepting terms that are too
unfavourable and from rejecting terms which
would be in your best interest to accept
In the simplest terms, if the
proposed agreement is
better than your “BATNA”,
then you should accept it. If
the agreement is not better
than your “BATNA”, then
you should reopen
negotiations.

14. Courtesy: Glenn Abelanish

15. Techniques for Better Negotiation

16. ACTION PLANS
• Prepare for the unexpected
• Never accept the first offer
• Anticipate compromise and
counter-offers
• Maintain control with silent cues
and volume moderation in your
tone
• Pay attention to timing
• Ramp up your listening skills
• Operate within the boundaries of
your principles and integrity
• Always close the meeting with a
confirmed response
• Measure your success rate
frequently

17. THANK YOU
Presented By: Rita Ohaedoghasi
Nigeria’s Leading Marketing and Public Relations Firm
Tel: +234-8182071037; Email: rita@vizonintegrated.com.
Address: 114B Illupeju Avenue, Dolphin Estate, Ikoyi, Lagos