The document covers presentation and negotiation skills, emphasizing the importance of thorough preparation, effective delivery, and audience engagement in presentations. It outlines negotiation as a process between two parties aimed at reaching a mutually beneficial agreement, detailing the factors influencing negotiations and the stages involved in the negotiation process. Additionally, it discusses various negotiation strategies and the importance of business etiquette in managerial communication.

1. MODULE 6
Presentation & Negotiation Skills
Lecture By : Udaya Shankar S, Assistant Professor, MBA Dept.,

2. What is presentation
 Professional firms use presentation to inform, educate, motivate & persuade internal & external
audience
 They build presentations into sales, training & internal communication programs, using the power
of words & images to engage their audience & retain attention
 A well-crafted presentation also demonstrates professionalism & helps to reinforce an
organisations corporate image

3. Elements of presentation
 Thorough preparation
 Rehearsal your material
 An effective start
 Clear objective and agenda
 Story-like structure
 Audience engagement
 Effective delivery
 Multimedia tools
 Contact information
 Question-and-answer session

4. Designing & Delivering Business presentation
 Planning Presentation :
 Brainstorming & Outline
 Research
 Write an outline
 Write a draft
 Plan any visual aids like PowerPoint
 Practice

5. Designing & Delivering Business presentation
 Organising Presentation :
 Beginning
 Body of presentation
 Conclusion

6. Advanced Visual Support for Managers
 Using Power Point
 Visual Media
 Software
 Charts & Graphs
 Diagrams & Photographs
 Audio & Video
 Handouts

7. Negotiation Skills

8. Negotiation
 The Winston Simplified Dictionary defines negotiation as, “the discussion and bargaining that goes
on between parties before a contract is settled or a deal is definitely agreed upon”
 According to Bill Scott, “A negotiation is a form of meeting between two parties: our party and the
other party”
 The objective of most negotiations is to reach an agreement in which both parties together move
towards an outcome that is mutually beneficial.

9. Negotiation - Nature
 The Negotiation takes place between two parties. Both the parties are equally interested in finding
a satisfactory result.
 Negotiation leads to agreement through discussion, not instructions, orders, or
power/influence/authority.
 Reaching an agreement is the objective of negotiation.

10. Negotiation - Need
 The need to negotiate is defined by the situation. Some situations require negotiating, others don’t
 Negotiation is necessary when an issue involves more than one person and the problem cannot be resolved by a single
person
 Whenever two or more persons or parties are involved, they are bound to have different views or aims regarding the
outcome. The way to overcome disagreement is by negotiating.
 Negotiation can take place only when both concerned parties are willing to meet and discuss the issue at hand
 That is, they both must want to reach a decision by discussion, not force or authority.

11. Negotiation – Factors Affecting
 Location :
 The location of a negotiation can influence the level of confidence of one party. When the location
is one party’s office, for instance, that party has several advantages
 They are on home ground, an area of strength
 They can access whatever information or material is needed during the course of the negotiation
 They can also extend social courtesies as a token of goodwill; this could move the negotiation
towards agreement.

12. Negotiation – Factors Affecting
 Timing :
 The choice of time for holding discussions and the length of the discussion should be fixed
according to mutual convenience
 There should be adequate time for the smooth exchange of ideas through different stages of
negotiation
 The preparation time and the timeframe for implementing the agreement afterwards should also be
carefully fixed.
 To be effective, negotiations should be timely.

13. Negotiation – Factors Affecting
 Subjective Factors :
 Often the outcome of a discussion does not depend wholly on objective factors such as logic and
the facts of the matter under consideration
 The final outcome may also be determined by subjective factors relating to influence as given
below,
 Individual relationships : The conduct of negotiations is influenced not only by the real situation of
the matter but also by the relationship and rapport between the two persons/parties involved in
the process of discussion
 Fear of authority: Often one side’s bargaining power is conditioned by fear of authority, higher
connections, and the other party’s capacity to hurt their professional future.
 Future & practical considerations: When personal relationships are at stake, the negotiators may
not wish to win the argument at the cost of the relationship, Sometimes losing a business in future
is a factor

14. Stages of Negotiation Process
 Generally, the process of negotiation moves from the stage of “offer” to that of “agreement” via the
stages of “counter-offer”, “concession”, and “compromise”
 All discussions that progress successfully from opening differences to a final, mutually acceptable
outcome/conclusion usually move through the same general sequence
 According to Alan Fowler, the stages of an effective discussion are:
 Preparing and planning
 Exchanging initial views
 Exploring possible compromises
 Searching for common ground
 Securing an agreement

15. Stages of Negotiation Process
 These stages can be grouped into three basic phases:
 Preparation Phase
 Actual Negotiation Process
 The Implementation of the agreement

16. Stages of Negotiation Process
 These six stages can be grouped into three basic phases:
 Preparation Stage
 There are two respects in which the negotiator has to be prepared before the negotiation
 Assessing the relative strength of the two parties
 Setting negotiating objectives. At this stage, the negotiator should try to answer the following two
questions
 What are the real issues?
 Which parties should be involved?

17. Stages of Negotiation Process
 These six stages can be grouped into three basic phases:
 Negotiation Phase
 The parties begin by defining the issues at hand. They ascertain the scope of the negotiation
 Each side then puts forward what it is seeking.
 First, the party that is making a claim presents its case, and then the other party gives an initial response
both the parties define their initial positions.
 After that comes a more open phase in which the initial positions are tested through argument.
 The parties then move to discussing a possible solution that could result in a resolution
 Firm proposals in more specific terms are then discussed and modified before both parties accept them
 Finally, an agreement is find out and a conclusion is reached

18. Stages of Negotiation Process
 These six stages can be grouped into three basic phases:
 The Implementation Phase
 Some Scholars consider two basic phases of the actual process of negotiation— one before
initiating the negotiation process and the other after concluding discussions.
 The purpose of negotiation is to achieve a decision; the purpose of an agreement is to implement
the agreed outcome
 If due attention is not paid to the implementation of a negotiation, then the negotiation fails.

19. Negotiation Strategies
 Win-Win Strategy
 Win- lose Strategy
 Lose – win strategy
 Lose – Lose stratergy

20. Etiquette Advantage in
Managerial Communication

21. Business Etiquette
 Telephonic Etiquette
 Cell Phone Etiquette
 Email Etiquette

22. Types of Etiquette
 Social
 Corporate
 Meeting
 Telephone
 Business
 Dining

23. Advantages
 Helps to create the first impression
 Helps to understand the culture
 Boosts self confidence
 creates strong relationship
 Urges you to be kind
 Provides opportunities to growth
 Helps to learn rules & regulations

24. Thank You