This document discusses negotiation skills and principled negotiations. It explains that negotiators should separate people from the problem by focusing on interests rather than positions. Negotiators should look for conflicting and shared interests between parties and prioritize all interests. The document also discusses generating a variety of possibilities rather than searching for a single answer by looking for mutual gain and making decisions easy. It outlines four basic steps for inventing options which include defining the problem, diagnosing causes, considering approaches, and generating action ideas. Finally, it discusses alternatives like BATNA, WATNA, WAP, and ZOPA.

1. By
Srinivas Bandameedi MA, MPhil, (PhD), NET
Assistant Professor
Symbiosis
Negotiation Skills

2. Negotiation

3. Soft & Hard

4. Principled negotiations

5. Separate the People from the Problem.

6. Focus on interests, not positions.
Interests define the problem.
Look for the interests behind the position.
Look for conflicting as well as shared
interests.
Each side has multiple interests.
Prioritize both the sides interests

7. Generate a variety of possibilities.
 Separate the act of inventing options from the
act of judging them.
Expand the options on the table than searching
for a single answer.
Look for mutual gain.
Make their decision easy.

8. Seven Elements:

9. Four major obstacles while finding of
options:

10. Four basic steps for inventing options:
Step 1: define the problem.
Step 2: Analysis—diagnose causes of the
problem.
Step 3: Approaches—what are possible
strategies?
Step 4: Action ideas.

11. Alternatives.
WATNA (Worst Alternative to a Negotiated
Agreement)
BATNA (Best Alternative to a Negotiated
Agreement)
WAP (Walk Away Price)
ZOPA (Zone Of Possible Agreement)

12. Thank you