Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more.
Negotiation skills is very important in day to day life be it a informal or formal situation a good negotiation skills can make you a successful person.
What is Negotiation?
Features of Negotiation
Why Negotiate ?
Types of Negotiation
Distributive Vs Integrative Negotiation
Negotiation Process
BATNA
Bargaining Zone Model of Negotiation
Negotiating Behavior
Issues in Negotiation
Third party Negotiations
How to achieve an Effective Negotiation
Negotiation Tips
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Negotiation helps us to meet our goals and objectives, to satisfy our needs and to resolve conflicts. Really in life everything is negotiable!
Also, everyone negotiates and negotiations can take place almost anywhere.
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
document consist of the following:
NEGOTIATION process, OTHER NEGOTIATION STYLES, APPROACHES TO NEGOTIATION, PRINCIPLES OF NEGOTIATION, SKILLS REQUIRED FOR NEGOTIATION, Role of Emotions in Negotiation, NEGOTIABLE INSTRUMENT and NON NEGOTIABLE INSTRUMENT
Dispute resolution & Grievance HandlingGheethu Joy
This presentation includes notes collected from various sources from internet during my study journey with regard to the topic Dispute resolution & Grievance Handling
PURPOSE OF NEGOTIATION4Theodore HickmanInstructor Joh.docxmakdul
PURPOSE OF NEGOTIATION
4
Theodore Hickman
Instructor: Johnny Maddox
Unit 3 IP
SCM340 1703A-01
16 July 2017
Power and leverage
Sources of power
What leverage or power can people apply to achieve their goals?
The buyer of the plastics has power considering that it’s the company that is need of the materials. In other words, the fact that the business can decide to buy or not proves that it has the power to make its choices. Therefore, it has the power to bargain with the use of its financial capability. Moreover, the company has the authority to purchase the goods from another firm based on the fact that it is not mandatory to buy from the same firm that it has entered into the negotiation process. Also, the supplier has power considering that it is in possession of the goods that are required for the manufacturing process. Therefore, if it decides not to sell the goods, the buyer will face difficulties when it comes to where to acquire the goods. Also, the supplier’s power can be earned through the provision of high-quality raw materials that are in a position to attain the production of products that are of the highest quality possible.
Power and influence Define power and influence in the negotiation process.
Power refers to the ability to influence parties in the bargaining process to do according to your will (Zartman, & Rubin, 2000). In other words, power is the activity by which one party can make use of its knowledge and bargaining skills to influence the other parties to do what it wants. For instance, where the supplier decides to convince the buyer that the goods are of good quality and assure the buyer that the goods are going to him best so as to end up purchasing the goods. The word influence in the negotiation process refers to the situation by which people are not forced to do something. It is the use of the available information and knowledge to convince the one party to do something at their own will without having to use force.
Describe at least two sources of power and influence in negotiations.
Some of the sources of power include the position at which the organization is placed. For instance, the supplier can be holding the top position in the industry that allows the other firms to believe that they products are of better quality than any other organization in the same industry. Also, knowledge is another source of influence and power that arises with the initiation of the same knowledge to win over something. People gain knowledge that can be used to act as power during the negotiation processes by researching and going through a wide variety of data so as to acquire the statistics and facts that are related to a particular situation.
Walk-away alternative
Best alternative to negotiated agreement (BATNA)
BATNA suggests that the organizations should go for the choice that provides the highest level of benefits when agreement becomes a problem (Winkler, 2006). It is required that t ...
This document contains a brief summary about a course given on www.coursera.com about "essentials of negotiation skills" by professor Georges Siedel, Williamson Family Professor of Business Administration and Thurnau Professor of Business LawUniversity of Michigan. All rights reserved to the owner of the course.
Best Crypto Marketing Ideas to Lead Your Project to SuccessIntelisync
In this comprehensive slideshow presentation, we delve into the intricacies of crypto marketing, offering invaluable insights and strategies to propel your project to success in the dynamic cryptocurrency landscape. From understanding market trends to building a robust brand identity, engaging with influencers, and analyzing performance metrics, we cover all aspects essential for effective marketing in the crypto space.
Also Intelisync, our cutting-edge service designed to streamline and optimize your marketing efforts, leveraging data-driven insights and innovative strategies to drive growth and visibility for your project.
With a data-driven approach, transparent communication, and a commitment to excellence, InteliSync is your trusted partner for driving meaningful impact in the fast-paced world of Web3. Contact us today to learn more and embark on a journey to crypto marketing mastery!
Ready to elevate your Web3 project to new heights? Contact InteliSync now and unleash the full potential of your crypto venture!
Explore Sarasota Collection's exquisite and long-lasting dining table sets and chairs in Sarasota. Elevate your dining experience with our high-quality collection!
What You're Going to Learn
- How These 4 Leaks Force You To Work Longer And Harder in order to grow your income… improve just one of these and the impact could be life changing.
- How to SHUT DOWN the revolving door of Income Stagnation… you know, where new sales come into your magazine while at the same time existing sponsors exit.
- How to transform your magazine business by fixing the 4 “DON’Ts”...
#1 LEADS Don’t Book
#2 PROSPECTS Don’t Show
#3 PROSPECTS Don’t Buy
#4 CLIENTS Don’t Stay
- How to identify which leak to fix first so you get the biggest bang for your income.
- Get actionable strategies you can use right away to improve your bookings, sales and retention.
2. Overview
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
Index
3. Definition of Negotiations :
Negotiation is a dialogue between two or more people or parties intended to reach a beneficial
outcome. This beneficial outcome can be for all of the parties involved, or just for one or some of them.
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft
outcomes to satisfy various interests. It is often conducted by putting forward a position and making
small concessions to achieve an agreement. The degree to which the negotiating parties trust each other
to implement the negotiated solution is a major factor in determining whether negotiations are
successful. Negotiation is not a zero-sum game; if there is no cooperation, the negotiation will fail.
Everyone negotiates everyday, often without even considering it a negotiation. Negotiation occurs in
business, sales, non-profit organizations, government branches, legal proceedings, among nations, and
in personal situations such as marriage, divorce, parenting, etc. The study of the subject is
called negotiation theory. Professional negotiators are often specialized, such as union negotiators,
leverage buyout negotiators, peace negotiator, or hostage negotiators
Overview
4. Requirement Analysis
Product or Service
Product Marketability
Market Research / Industry Study
Competition / Monopoly
Buyer and Seller
Volume and Value
Product / Service Quality
Terms and Conditions
Authority Level
Available Alternatives
Direct dealing or indirect dealing
Key Elements of Negotiation Process
Brand Power
Taxation
Internal Conflicts
Pain Points
Reverse Engineering
Long Term Vision
Cost benefit analysis
Judgement
Reaction Time
Decision Timing
Culture / Geographical Conditions
Nature of Product of Service
Ongoing process
Political Considerations
Inco Terms & Lead Time
Credit Period
5. Daily routine Negotiations
Commercial Negotiations
Employment Negotiations
Political Negotiations
Price Negotiations
Terms and Conditions Negotiations
Hostage Negotiations
Social Negotiations
Technology Negotiations
Barter Negotiations
Variety of Negotiations
6. Integrative Negotiation (Win-Win)
Integrative negotiation is also called interest-based,
merit-based, or principled negotiation. It is a set of
techniques that attempts to improve the quality and
likelihood of negotiated agreement by providing an
alternative to traditional distributive negotiation
techniques.
While distributive negotiation assumes there is a
fixed amount of value (a "fixed pie") to be divided
between the parties, integrative negotiation often
attempts to create value in the course of the
negotiation ("expand the pie").
It focuses on the underlying interests of the parties
rather than their arbitrary starting positions,
approaches negotiation as a shared problem rather
than a personalized battle, and insists upon
adherence to objective, principled criteria as the basis
for agreement.
Types of Negotiations
Distributive Negotiation (Win-Lose)
Distributive negotiation is also sometimes
called positional or hard-bargaining
negotiation. It tends to approach negotiation on
the model of haggling in a market.
In a distributive negotiation, each side often
adopts an extreme position, knowing that it
will not be accepted, and then employs a
combination of guile, bluffing, and
brinkmanship in order to cede as little as
possible before reaching a deal.
Distributive bargainers conceive of negotiation
as a process of distributing a fixed amount of
value
7. Accommodating
Individuals who enjoy solving the other party's problems and preserving personal relationships. Accommodators are sensitive to
the emotional states, body language, and verbal signals of the other parties. They can, however, feel taken advantage of in
situations when the other party places little emphasis on the relationship.
Avoiding
Individuals who do not like to negotiate and don't do it unless warranted. When negotiating, avoiders tend to defer and dodge the
confrontational aspects of negotiating; however, they may be perceived as tactful and diplomatic.
Collaborating
Individuals who enjoy negotiations that involve solving tough problems in creative ways. Collaborators are good at using
negotiations to understand the concerns and interests of the other parties. They can, however, create problems by transforming
simple situations into more complex ones.
Competing
Individuals who enjoy negotiations because they present an opportunity to win something. Competitive negotiators have strong
instincts for all aspects of negotiating and are often strategic. Because their style can dominate the bargaining process, competitive
negotiators often neglect the importance of relationships.
Compromising
Individuals who are eager to close the deal by doing what is fair and equal for all parties involved in the negotiation.
Compromisers can be useful when there is limited time to complete the deal; however, compromisers often unnecessarily rush the
negotiation process and make concessions too quickly.
Negotiation styles
8. Three basic kinds of negotiators have been identified by researchers involved in The Harvard Negotiation Project.
These types of negotiators are: Soft bargainers, hard bargainers, and principled bargainers.
Soft. These people see negotiation as too close to competition, so they choose a gentle style of bargaining. The offers
they make are not in their best interests, they yield to others' demands, avoid confrontation, and they maintain good
relations with fellow negotiators. Their perception of others is one of friendship, and their goal is agreement. They
do not separate the people from the problem, but are soft on both. They avoid contests of wills and will insist on
agreement, offering solutions and easily trusting others and changing their opinions.
Hard. These people use contentious strategies to influence, utilizing phrases such as "this is my final offer" and
"take it or leave it." They make threats, are distrustful of others, insist on their position, and apply pressure to
negotiate. They see others as adversaries and their ultimate goal is victory. Additionally, they will search for one
single answer, and insist you agree on it. They do not separate the people from the problem (as with soft bargainers),
but they are hard on both the people involved and the problem.
Principled. Individuals who bargain this way seek integrative solutions, and do so by sidestepping commitment to
specific positions. They focus on the problem rather than the intentions, motives, and needs of the people involved.
They separate the people from the problem, explore interests, avoid bottom lines, and reach results based on
standards (which are independent of personal will). They base their choices on objective criteria rather than power,
pressure, self-interest, or an arbitrary decisional procedure. These criteria may be drawn from moral standards,
principles of fairness, professional standards, tradition, and so on.
Type of Negotiators
9. Auction: The bidding process is designed to create competition. When multiple parties want the same thing, pit
them against one another. When people know that they may lose out on something, they will want it even more. Not
only do they want the thing that is being bid on, they also want to win, just to win. Taking advantage of someone's
competitive nature can drive up the price.
Brinksmanship: One party aggressively pursues a set of terms to the point at which the other negotiating party must
either agree or walk away. Brinkmanship is a type of "hard nut" approach to bargaining in which one party pushes
the other party to the "brink" or edge of what that party is willing to accommodate. Successful brinksmanship
convinces the other party they have no choice but to accept the offer and there is no acceptable alternative to the
proposed agreement.
Bogey: Negotiators use the bogey tactic to pretend that an issue of little or no importance to him or her is very
important. Then, later in the negotiation, the issue can be traded for a major concession of actual importance.
Chicken: Negotiators propose extreme measures, often bluffs, to force the other party to chicken out and give them
what they want. This tactic can be dangerous when parties are unwilling to back down and go through with the
extreme measure.
Negotiation Tactics
10. Defence in Depth: Several layers of decision-making authority is used to allow further concessions each time the agreement
goes through a different level of authority. In other words, each time the offer goes to a decision maker, that decision maker
asks to add another concession in order to close the deal.
Deadlines: Give the other party a deadline forcing them to make a decision. This method uses time to apply pressure to the
other party. Deadlines given can be actual or artificial.
Good Guy/Bad Guy: The good guy/bad guy approach is typically used in team negotiations where one member of
the team makes extreme or unreasonable demands, and the other offers a more rational approach. This tactic is
named after a police interrogation technique often portrayed in the media. The "good guy" will appear more
reasonable and understanding, and therefore, easier to work with. In essence, it is using the law of relativity to
attract cooperation. The good guy will appear more agreeable relative to the "bad guy." This tactic is easy to spot
because of its frequent use.
Highball/Lowball: Depending on whether selling or buying, sellers or buyers use a ridiculously high, or
ridiculously low opening offer that will never be achieved. The theory is that the extreme offer will cause the other
party to re evaluate his or her own opening offer and move close to the resistance point (as far as you are willing to
go to reach an agreement). Another advantage is that the person giving the extreme demand appears more flexible
he or she makes concessions toward a more reasonable outcome. A danger of this tactic is that the opposite party
may think negotiating is a waste of time.
Negotiation Tactics – continued..
11. Flinch: Flinching is showing a strong negative physical reaction to a proposal. Common examples of
flinching are gasping for air, or a visible expression of surprise or shock. The flinch can be done
consciously or unconsciously. The flinch signals to the opposite party that you think the offer or
proposal is absurd in hopes the other party will lower their aspirations. Seeing a physical reaction is
more believable than hearing someone saying, "I'm shocked.“
The Nibble: Nibbling is asking for proportionally small concessions that haven't been discussed previously just
before closing the deal. This method takes advantage of the other party's desire to close by adding "just one more
thing."
Snow Job: Negotiators overwhelm the other party with so much information that he or she has difficulty
determining which facts are important, and which facts are diversions. Negotiators may also use technical language
or jargon to mask a simple answer to a question asked by a non-expert.
Mirroring: When people get on well, the outcome of a negotiation is likely to be more positive. In order to create
trust and a rapport, it is recommended to mimic or mirror the opponent's behaviour and repeat what has been said.
Mirroring is a behaviour that refers to a person repeating the core content of what another person just said, or
repeating a certain expression. It indicates attention to the subject of negotiation and acknowledges the other party's
point or statement. Mirroring can help create trust and establish a relationship.
Negotiation Tactics – continued..
12. Before The Negotiation
Strategy : Increase Your Power
- Gather Benchmark Data
- Enhance Your BATNAs
Strategy : Control the Logistics
- Choose a Day With Nice Weather
- Choose an Early Time
- Choose the Right Medium
- Negotiate at Your Office
Strategy : Encourage Cooperative Behaviour
- Avoid Negotiation Terminology
- Schedule a Future Interaction
Stages of Negotiation Cycle
13. During the Negotiation
Strategy : Convey the Proper Emotions
- Show the Signs of Disappointment
- Become Angry (When Appropriate)
Strategy : Demonstrate Your Power
- Mention Your BATNAs
- Avoid Disclaimers and Weak Language
Strategy : Properly Address the Terms
- Address all Relevant Terms
- Rank Order the Terms
Stages of Negotiation Cycle
14. Ending The Negotiation
Strategy : Anchor Your Offer
- Make the First Offer
- Request a High Precise Range
Strategy : Frame Your Offer
- Separate Gains / Combine Losses
- Create Visual Balance
- Justify With Graphs
Strategy : Counter Their Offer
- Ask Diagnostic Questions
- Always Counter Their First Offer
- Pause After They Make an Offer
Stages of Negotiation Cycle
15. After The Negotiation
Strategy : Finalize The Deal
- Follow Up With an Email Summary
- Compliment Their Negotiation Skills
- Be the First to Draft the Contract
Stages of Negotiation Cycle