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Facing Tough time
Pondering Over Profits??
Negotiation Skills
Negotiation is a method by
which people settle
differences.
Negotiation Skills
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.
WHY
NEGOTIATE????
Why Negotiate?
– It is inevitable that, from time-to-time, conflict and
disagreement will arise as the differing needs, wants,
aims and beliefs of people are brought together.
– Without negotiation, such conflicts may lead to
argument and resentment resulting in one or all of the
parties feeling dissatisfied.
– The point of negotiation is to try to reach agreements
without causing future barriers to communications.
Negotiation Skills
Negotiation Skills
• Negotiation is not an Arena For The
Realization Of Individual Achievements.
• There can be Resentment Of The Need To
Negotiate By Those In Authority.
Negotiation Skills
In any negotiation, the following three elements
are important and likely to affect the ultimate
outcome of the negotiation:
– Attitudes
– Knowledge
– Interpersonal Skills
Stages of Negotiation
– In order to achieve a desirable outcome, it may be
useful to follow a structured approach to
negotiation.
Stages of Negotiation
The process of negotiation includes the following
stages:
– Preparation
– Discussion
– Clarification Of Goals
– Negotiate Towards Win-Win Outcome
– Agreement
– Implementation Of Course Action.
Negotiation Stage - 1
– Before any negotiation takes place, a decision needs to
be taken as to when and where a meeting will take place
to discuss the problem and who will attend.
– Setting a limited time-scale can also be helpful to
prevent the disagreement continuing.
– This stage involves ensuring all the pertinent facts of the
situation are known in order to clarify your own
position.
Negotiation Stage - 2
– During this stage, individuals or members of
each side put forward the case as they see it,
i.e. their understanding of the situation.
– Key skills during this stage include
questioning, listening and clarifying.
– Sometimes it is helpful to take notes during the discussion
stage to record all points put forward in case there is need
for further clarification.
– It is extremely important to listen, as when disagreement
takes place it is easy to make the mistake of saying too
much and listening too little.
– Each side should have an equal opportunity to present
their case.
Negotiation Stage - 3
– From the discussion, the goals, interests and
viewpoints of both sides of the disagreement
need to be clarified.
– It is helpful to list these factors in order of
priority. Through this clarification it is often
possible to identify or establish some common
ground.
- Clarification is an essential part of the negotiation
process, without it misunderstandings are likely to
occur which may cause problems and barriers to
reaching a beneficial outcome.
Negotiation Stage - 4
– This stage focuses on what is termed a 'WIN-WIN'
outcome where both sides feel they have gained
something positive through the process of negotiation
and both sides feel their point of view has been taken
into consideration.
– A win-win outcome is usually the best result. Although
this may not always be possible, through negotiation,
it should be the ultimate goal!
– Suggestions of alternative strategies and
compromises need to be considered at this point.
– Compromises are often positive alternatives which
can often achieve greater benefit for all concerned
compared to holding to the original positions.
Negotiation Stage - 5
– Agreement can be achieved once understanding
of both sides’ viewpoints and interests have been
considered.
– It is essential to for everybody involved to keep an
open mind in order to achieve an acceptable
solution.
– Any agreement needs to be made perfectly clear
so that both sides know what has been decided.
Negotiation Stage - 6
– From the agreement, a course of action has to be
implemented to carry through the decision.
– If the process of negotiation breaks down and
agreement cannot be reached, then re-scheduling
a further meeting is called for.
– This avoids all parties becoming embroiled in
heated discussion or argument, which not only
wastes time but can also damage future
relationships
Image Reading 1
Image Reading 2
55% of Women
and 39% of Men
admit of being
too scared to
Negotiate.
Image Reading 3
Case study 1
• John is a department manager at a large
company. His secretary requested a 10% raise
and she was worth it. However the company
on an average gave only 5% raise to other
employees.
– Was there a creative win-win way out of this
problem?
Case study 2
• Jack has two sons and a daughter and all his
children are married. Jack wanted to sell his
old house furniture. He offered them to his
children. His elder son used “arm’s length”
approach to deal with him. His younger son
asked his father to put price on each item.
Jack’s daughter checked the market value of
each item and explained to her father what
price she would pay and why.
– Whose negotiating strategy was best?

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Negotiation skills

  • 1.
  • 2.
  • 4. Negotiation Skills Negotiation is a method by which people settle differences.
  • 5. Negotiation Skills It is a process by which compromise or agreement is reached while avoiding argument and dispute.
  • 6. In any disagreement, individuals understandably Aim To Achieve The Best Possible Outcome For Their Position.
  • 8. Why Negotiate? – It is inevitable that, from time-to-time, conflict and disagreement will arise as the differing needs, wants, aims and beliefs of people are brought together. – Without negotiation, such conflicts may lead to argument and resentment resulting in one or all of the parties feeling dissatisfied. – The point of negotiation is to try to reach agreements without causing future barriers to communications.
  • 10. Negotiation Skills • Negotiation is not an Arena For The Realization Of Individual Achievements. • There can be Resentment Of The Need To Negotiate By Those In Authority.
  • 11. Negotiation Skills In any negotiation, the following three elements are important and likely to affect the ultimate outcome of the negotiation: – Attitudes – Knowledge – Interpersonal Skills
  • 12. Stages of Negotiation – In order to achieve a desirable outcome, it may be useful to follow a structured approach to negotiation.
  • 13. Stages of Negotiation The process of negotiation includes the following stages: – Preparation – Discussion – Clarification Of Goals – Negotiate Towards Win-Win Outcome – Agreement – Implementation Of Course Action.
  • 14.
  • 15. Negotiation Stage - 1 – Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. – Setting a limited time-scale can also be helpful to prevent the disagreement continuing. – This stage involves ensuring all the pertinent facts of the situation are known in order to clarify your own position.
  • 16. Negotiation Stage - 2 – During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. – Key skills during this stage include questioning, listening and clarifying.
  • 17. – Sometimes it is helpful to take notes during the discussion stage to record all points put forward in case there is need for further clarification. – It is extremely important to listen, as when disagreement takes place it is easy to make the mistake of saying too much and listening too little. – Each side should have an equal opportunity to present their case.
  • 18.
  • 19. Negotiation Stage - 3 – From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. – It is helpful to list these factors in order of priority. Through this clarification it is often possible to identify or establish some common ground.
  • 20. - Clarification is an essential part of the negotiation process, without it misunderstandings are likely to occur which may cause problems and barriers to reaching a beneficial outcome.
  • 21. Negotiation Stage - 4 – This stage focuses on what is termed a 'WIN-WIN' outcome where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. – A win-win outcome is usually the best result. Although this may not always be possible, through negotiation, it should be the ultimate goal!
  • 22. – Suggestions of alternative strategies and compromises need to be considered at this point. – Compromises are often positive alternatives which can often achieve greater benefit for all concerned compared to holding to the original positions.
  • 23. Negotiation Stage - 5 – Agreement can be achieved once understanding of both sides’ viewpoints and interests have been considered. – It is essential to for everybody involved to keep an open mind in order to achieve an acceptable solution. – Any agreement needs to be made perfectly clear so that both sides know what has been decided.
  • 24.
  • 25. Negotiation Stage - 6 – From the agreement, a course of action has to be implemented to carry through the decision.
  • 26. – If the process of negotiation breaks down and agreement cannot be reached, then re-scheduling a further meeting is called for. – This avoids all parties becoming embroiled in heated discussion or argument, which not only wastes time but can also damage future relationships
  • 28. Image Reading 2 55% of Women and 39% of Men admit of being too scared to Negotiate.
  • 30. Case study 1 • John is a department manager at a large company. His secretary requested a 10% raise and she was worth it. However the company on an average gave only 5% raise to other employees. – Was there a creative win-win way out of this problem?
  • 31. Case study 2 • Jack has two sons and a daughter and all his children are married. Jack wanted to sell his old house furniture. He offered them to his children. His elder son used “arm’s length” approach to deal with him. His younger son asked his father to put price on each item. Jack’s daughter checked the market value of each item and explained to her father what price she would pay and why. – Whose negotiating strategy was best?