Negotiation involves discussion and compromise between two or more parties who want something from each other. The negotiation process typically involves flexible communication to reach a mutually beneficial outcome where neither side is considered a clear winner or loser. Key aspects of negotiation include establishing goals, understanding influences like time constraints and attitudes, and employing strategies like integrating interests to find agreements all sides find acceptable.

2. Negotiation
‘The process by
which we search for
the terms to obtain
what we want from
somebody who
wants something
from us’
Confer with others to
reach a compromise or
agreement.
To negotiate
is to trade
something we
have for
something we
want.
‘Negotiation is an
explicit voluntary
traded exchange
between people who
want something from
each other’

3. Negotiation
•Discussion & Bargaining that goes on
between parties before a contract is
settled or a deal is agreed upon
•The outcome finally arrived upon is
mutually beneficial

4. 1. There must be at least two parties
involved.
2. Have definite goals and objectives.
3. Requires flexibility
4. Needs effective communication-7
C’s
5. Normally no winner/loser
Essentials of Negotiation

5. P’s of negotiation
•Purpose
•Plan
•Pace
•Personalities

6. Major Influences on the Process
Place
Time
Attitude
Other factors

7. Negotiation Outcomes
•Loss/Loss
•Win/Lose
•Draw
•Win/Win

8. Bargaining Strategies
•Distributive Strategy
•Integrative Strategy

9. Phases of Negotiation
•Planning
•Briefing
•Bidding
•Bargaining
•Setting
•Ratifying
•Reviewing

10. Bargain
• Emphasise the need for agreement at the outset
• Listen to what the other party say and how they say it
• Observe non-verbal signals
•Deliver the statements in a neutral tone.
•
Reinforce your tone with your behaviours. You want a solution to meet both parties
needs.
Give assurance, i.e. you are in the ‘solution business’, and any current difficulties are
problems to be jointly overcome.
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11. Negotiation Process
Offer
•Counter Offer
•Concession
•Agreement

12. •Disclaim any intention of acting negatively
towards the other party.
•Use questions to elicit information not to
fuel argument.
•Actively listen, don’t pretend to listen and
don’t wait to speak – give the speaker
your full attention.
•Summarise their views to demonstrate
you have understood.
BARGAIN
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13. 1. Relate: Building a relationship
2. Explore: Interests of both sides
3. Propose: One concrete proposal
addresses all underlying interests
4. Agree: Compromising & create
alternatives
Negotiation Process REPA

14. 1. Positive Attitude
2. Knowledge of the Negotiation
process
3. An understanding of people
4. A grasp of your subject
5. Creativity
Basic Elements of Successful
Negotiation

15. Basic Elements of Successful
Negotiation
6.Communication skills
7.Mental alertness
8.Patience

16. A. Recognize that people often ask more
than they expect to get
B. The person with the most information
usually does better
C. Practice at every opportunity
D.Maintain your walk away power
Ways To Negotiate Effectively

17. A. Self confidence, patient, empathy.
B. Know when to start, stop & your bottom
line
C. If other party respects you, they will try
harder to agree with you
D. Aware of non-verbal communication
The Negotiator Must Be: