The best negotiator is prepared with research backing up facts and figures, understands it's a process of building relationships with people, and aims for mutual benefit. Negotiation is a regular part of life where we don't get what we deserve but what we negotiate. To negotiate successfully, understand interests, find win-win solutions through compromise and stamina, and build goodwill and willingness to deal again in the future.

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Best negotiator isn’t the big-talking powerful
personality.
The best negotiator is armed with information,
backed by research, and reinforced by facts
and figures.

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We don’t negotiate with
Departments,
Companies,
Countries
… but with people !
People are key to negotiations
i.e. building & growing mutually beneficial
relationship with people

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Negotiation is Part of our life
Everyone is Negotiating with someone everyday
Negotiation is not hard or soft but should be hard on
fact and soft on people .

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• Things you want are controlled by others
• Other side people have different wants
• Some approaches work fairly regularly, others
don’t

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You don’t get what you deserve …
You get what you negotiate!
Chester Karrass
Founder, Centre for Effective Negotiating

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“One swallow does not make a summer,
neither does one fine day;
Similarly one day or brief time of happiness does not
make a person entirely happy.”
― Aristotle

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• Understand the issue
• Recognize key issues quickly
• Seek the win-win
• Will compromise
• Have stamina

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• Tolerate conflict and stress
• Cope with abuse
• Listen well
• Are sensitive to others’ need
• Have patience

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•
You need goodwill on both sides
• Giving and getting information is vital
• Different people want different things
• Afterwards people are willing to deal with you again
• Both parties confident the agreement will hold
• Each side has achieved something

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• Win – lose : the loser
- Feels cheated
- Resents the winner’
- Is reluctant to risk it again
- Wants revenge

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• Lose – lose : both parties
- Feel let down / frustrated
- Lose goodwill for one another
- Are reluctant to repeat the experience

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• Win – win : both parties
- Have gained something
- Feel the result is fair
- Feel mutual respect and confidence
- Are willing to deal again

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Leverage
Approach
Timing
Information

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• Things others
want
-Motivation
-Benefits to them
-Rewards /
punishments
• Formal Power
-Titles and status
-Situations
• Personal sources
-Characteristics
-Approach
-Expertise
-Choice

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• Your own position
• The other party
• Common interests
• Conflict
• Influencing factors

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• Processes
• Getting information
• Pressure 80:20
• Timing for Impact
• Readjustment

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• Set high, positive goals
• The self-fulfilling prophecy
• Visible objective
• Avoid tangents
• Open attitude
• Confident of mutual success
• Listen

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• Vocabulary and phraseology
• Positive
• Authoritative
• confident

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• “I know you’re busy, but the boss would like it if…”
• “There were a few problems last time so I thought we
could do this…”
• “This worked well the last time we tried it and the
situation was very familiar”
• “Think about what to do, but I will need to know by the
end of the day”

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TACTICS
1. Early
3. Pressure
Building
4. Pressure
Removing
6.
Ending
2.
Relationship
5. Offers

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1. Preparation
2. Scene setting
3. Stating goals
4. Exchanging information:
• Facts
• Responses
• Feelings
-needs
-desires

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5. Exploring conflict and compromises
6. Offers and compromises
7. Agreements
8. Administration

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• Know your Ideal Outcome .
• Get Prepare before start of Negotiation.
• First start relationship with other party.
• Be Creative when negotiation.
• Documented the Negotiation immediate after
completion ,to avoid conflict later on .

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• Don’t get Personal .
• Don’t accept the first offer – at least not immediately.
• Don’t think outside the Topic of Negotiation .
• Don’t admit you’re under time pressure.
• Don’t leave a single issue outstanding it leaves you with
confrontation and yes/no decisions later on.