Negotiation is a form of decision making where two or more parties discuss opposing interests in an attempt to find a resolution. It requires removing fear and anxiety and approaching it like children do - focusing on mutual understanding rather than winning or losing. Preparation, understanding both sides, finding areas of agreement, and finalizing the agreement are key steps. Developing alternatives if no agreement is reached gives negotiators more power. Effective negotiation requires understanding interests, making proposals constructively, and getting agreements in writing.

1. Negotiation skills

3. Negotiation defined as…
• “a form of Decision making
• in which Two or more parties talk with one another in an effort to
Resolve
• their opposing Interests
(Lewicki, Barry and Saunders, 2010, p. 3)

4. It is so important to remove the anxiety and
fear and be like children when it comes to this
skill.
Children are the world‟s greatest negotiators.
“Let us never negotiate out of fear. But let us
never fear to negotiate.” – John F. Kennedy

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TE Data was established in 2001 by Telecom Egypt to function as its data
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ISO ID# 9105064548 TYPE # ISO 9001:2008 & ISO/IEC 27001:2005

6. “ A form of DECISION MAKING in which
TWO or more parties talk with one another in
an effort to RESOLVE their opposing
INTEREST ”
Negotiation is a method by which people settle differences. It is
a process by which compromise or agreement is reached while
avoiding argument. 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.
achieve whatever you want without the fear of conflicts or misunderstandings. It is a
peaceful way of accomplishing things without making anyone angry.
Negotiation takes place when two or more people, with differing views, come together
to attempt to reach agreement on an issue. It is persuasive communication or bargaining.
“Negotiation is about getting the best possible deal in the best possible way.”

7. Types of negotiation
Distributive (win-lose)
Integrative (win-win)
Benefits of win-win

8. Negotiating skills
Tact & diplomacy
Awareness of body language
Effective listening skills
Assertiveness
Empathy
Patience
The ability to remain calm & deal with conflict
Accurate note taking/record keeping

11. 1. Preparation
2. Introductions & Entry: Setting the Stage
3. Information Gathering & Exploration
4. Option Generation of Possible Resolutions
5. Option Analysis and Bargaining
6. Agreement Finalization & Closure

12. ‘Tack to achieve your Strategy’
• Strategy: Overall plan to achieve one‟s goals in a
negotiation
• Tactics: Short-term, adaptive moves designed to
enact or pursue broad strategies

14. Why do negotiations take place?
• Divide
• Create
• Resolve

15. Negotiation Skills Top 10 Tips
http://www.youtube.com/watch?feature=player_detailpage
&v=oy0MD2nsZVs
http://www.youtube.com/watch?feature=player_detailpage
&v=31EA3-4BudU
http://www.youtube.com/watch?feature=player_detailpage
&v=wqs0pbcVRP0&list=WL8D609A371427A608
http://www.youtube.com/watch?v=Nsjeot4kHDY&list=WL
8D609A371427A608&feature=player_detailpage
http://www.youtube.com/watch?list=WL8D609A371427A6
08&feature=player_detailpage&v=g81uPG7UHMI

16. BATNA
• Best Alternative to Negotiated Agreement
• These alternatives are outside the negotiation and
are typically implemented without the buy in of the
other
• Focus on what you want to achieve and the different
ways to accomplish this

17. The Role of BATNA
• Alternatives give the negotiator Power to walk away
from the negotiation
Key aspects to consider about BATNA
• If alternatives are attractive…
Set their goals higher
Make fewer concessions
• If there are no attractive alternatives…
Negotiators have much less bargaining power

18. Six stages of negotiation
1.Establish your objectives
2.Establish other party’s objectives
3.Frame negotiation as a joint search for a solution
4.Identify areas of agreement
5.Trouble shoot disagreements: bargain & seek
alternative solutions, introduce trade offs
6. Agreement and close: summaries and ensure
acceptance

19. The Three „Ps‟:
• Position (power?)
• Perspective (empathy)
• Problems (solutions)
Factors for success:
• Legitimacy of your case
• Confidence in presenting it
• Courtesy to the other party
• Adaptation to the other party‟s style
• Rapport
• Incentives and trade offs
• Research the bigger picture
How to influence others

20. • Aim high to begin with – easier to lose ground than gain
• Give concessions ‘reluctantly’
• Break down complex deals
• Language:
• Make proposals with open questions such as:
• “what would happen if we…?”
• “suppose we were to…”
• “what would be the result of?”
• Dealing with stone-walls: “what would need to happen for you to
be willing to negotiate over this?”
• Always get agreement in written
Tips

21. Bargaining and Negotiation
• Bargaining (Distributive):
• competitive, win-lose situation
• Negotiation (Integrative):
• win-win situations
• mutually acceptable (beneficial) solution
• * In real world scenarios both aspects are present

22. Six Characteristics of a Negotiation
• Two or more parties
• Conflict of Needs and Desires between parties
• Parties negotiate by Choice (think we can get a better deal )
• We expect a Give and take ” process (reciprocity)
• Parties Search for agreement
• Management of Tangibles (price, widgets )and resolution of an
intangibles (reputation, honor, feelings, pride…psychological
motivators)

23. Develop a Pre-Plan
• Who are the participants?
• What are the issues? (Bargaining mix)
• Distributive…Integrative?
• What are our goals?- RP/TP/BATNA
• When do we walk away?
• How can we measure “success”?
• What strategies/tactics can we use?

24. Aspects that can influence negotiation…
• Gender
• Context
• Time
• Culture
• Communicative styles/skills
• Power dynamics
• Framing
• Others?

25. How to improve as a negotiator
• Look for opportunities
• Plan
• Practice
• Gain experience
• Better communication through improved listening
• Reflect
• Resort to Mediation before Litigation

26. In conclusion
• Know the issues
• Have RP/TP/BATNA
• Develop strategic plan
• Measured success
• Clarify expectations
• Reflect
• What type of scientist/scholar do I want to be?
• What is my “science identity”? (Tran Herrera, & Gasiewski, 2009)