The document provides an overview of a two-day training program on negotiation skills. The training will demonstrate theoretical aspects of negotiation, identify effective negotiation characteristics and skills, apply different negotiation strategies and styles, and use a four-phase negotiation process. Participants will complete assessments to determine their negotiation style and skills, engage in role-playing exercises, and discuss techniques for preparing, exchanging information, bargaining, and reaching agreements. The goal is for participants to approach negotiations differently by focusing on preparation, collaboration, and developing sustainable agreements.
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
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
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
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
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
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
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 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.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
Negotiation definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
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 is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
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
The Better Ways to Improve Your Negotiation SkillsAbhishek Shah
Here are 10 tips you can implement immediately to improve your negotiation skills. Ultimately, the more you improve your negotiation skills, the more likely your sales motivation will improve as well.
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 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.
NEGOTIATION
INTRODUCTION TO NEGOTIATION
NATURE AND NEED FOR NEGOTIATION
FACTORS AFFECTING NEGOTIATION
STAGES OF NEGOTIATION
ROLL OF PERSONALITY IN NEGOTATION
WHAT IS NEGOTIATION STRATEGY?
FIVE SUCCESSFUL NEGOTIATION STRATEGIES
NEGOTIATION STRATEGY: SEVEN COMMON PITFALLS TO AVOID
Negotiation definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
The Negotiation Process Four Stages {Lecture Notes}FellowBuddy.com
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 is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. Here you can find new ways to improve your negotiation skills.
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
The Better Ways to Improve Your Negotiation SkillsAbhishek Shah
Here are 10 tips you can implement immediately to improve your negotiation skills. Ultimately, the more you improve your negotiation skills, the more likely your sales motivation will improve as well.
Negotiation PowerPoint Slides include topics such as: 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 much more.
Sales stuck in Negotiation? Is it winning the deal or relationship?Learn the Steps to Negotiate. Learn Negotiation Strategies and Communication Styles.
Negotiation Skills and Conflict HandlingZiaur Rahman
An essential learning for all managers and entrepreneurs and other professionals needing to negotiate on a daily basis. These slides will provide a direction as to the ways of negotiation and resolving conflicts.
Dr. Rick Goodman shares useful tips on developing and using negotiation skills in work and everyday life. For more information visit www.rickgoodman.com and www.advantagecontinuingeducationseminars.com
Social Influence Optimization (SIO) by NetCos is a service to optimize the use of digital native influencers through a statistical model based un numerical analysis, which creates a decision matrix for marketers.
Interviewing and Counselling for Legal PracticeNilendra Kumar
Law professionals would invariably be involved in interviewing the clients who maybe individuals or corporate and require to discuss their pending issues. To interview them is a skill requiring training and practice. The next stage is to counsel them and proceed further. This presentation is an effort in that direction.
The Key to Success in Negotiation is to have a systematic approach. This Negotiator's Framework -> gives you a direction to guide or lead through the negotiation; helps you evaluate offers and propose counter offers. In a nutshell, the framework offers a disciplined approach to negotiation.
Negotiation Skills for Not for Profits QED Group Lunch Time WebinarTarun Philip
Part of The QED Group's Lunch Time Webinar Series, this webinar on Negotiation Skills for Not for Profits in Contracting and Procurement was delivered by Peter Spence.
Does our negotiation strategy really make a difference? Attend this webinar and you will find out the answer is YES and WHY. While every negotiator wants to win, having a thoughtful approach to reach a desired outcome is as important as the outcome. Understanding and honing the skills necessary to reach a beneficial decision is critical to success. During this webinar you will learn the definition of “negotiation” and the various styles of negotiation.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Negotiation is a method by which people settle differences. It is a process by which compromise or agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for their position (or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
Specific forms of negotiation are used in many situations: international affairs, the legal system, government, industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
Find more at:
http://www.slideshare.net/AnkushBharanta
https://www.google.co.in/#q=ankush+bharanta
https://www.facebook.com/ankushbhranta
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2. TRAINING PROGRAMME OVERVIEW
• Demonstrate an understanding of the theoretical aspects regarding
negotiation
• Identify the characteristics and key skills of effective negotiators
• Determine and differentiate between the negotiation styles
• Apply different negotiation strategies
• Differentiate between the types of negotiation – positional and
integrative bargaining
• Apply the core elements of the 4-phase negotiation process
• Article Review: Best practice negotiation techniques
• Integrated, Role Play activity (negotiation exercise)
3. INTRODUCTORY ACTIVITY
• Individual activity:
• Complete the following statement by inserting one word
only. In order to reach a mutually-beneficial (win-win)
negotiated agreement, I need to/to
be………………………………………………………..
• Jot this word down and find other learners who have
written down the same word.
• Write this word down on the flip-chart.
• Each learner will have the opportunity to elaborate on
their choice of word.
4.
5.
6. FUNDAMENTALS OF NEGOTIATION
• Defining negotiation
• Characteristics of effective negotiators
• Key skills of negotiators
• Negotiation styles
• Negotiation strategies
7. DEFINING NEGOTIATION
• Negotiation is a process centered on a discussion that is intended to
produce an agreement.
• In its simplest form, it could be considered to be about power. More than
just about money, it involves issues of ego, leveraging, saving face, and
being right. It can appear that the negotiator or team with the most power
will triumph over a weaker team or win something important.
• In current business practices, however, negotiation often leads to
compromises, where both sides make concessions to get as close as they
can to exactly what they want. Other times, no concessions are available
and a power struggle can go on for a long time.
• When negotiation is not effective, there are other options, such as
bringing in a mediator, which can help both sides speak to one another
and move towards a resolution instead of walking away and resolving
nothing.
22. TRUST ENHANCING STRATEGIES FOR
NEGOTIATORS
• Open and transparent communication
• Mutual respect and tolerance for individual
differences
• Demonstrated care and sincere interest
• Recognition for the value of each individual
team member
• Co-operation and shared commitment
23.
24. BUILDING CREDIBILITY AS A
NEGOTIATOR
• The Credibility Formula: Credibility = Integrity + Expertise.
• Achieving a distinguishable level of counterpart faith and
loyalty is certainly not an overnight occurrence and can be
achieved only through openness; committed people
investment and a proven scorecard of leadership and
performance excellence.
• Negotiator behaviour, actions and decisions congruent with
reliability, fairness, consistency and transparency are
instrumental values which can enhance counterpart
perception of the negotiator’s reputation, standing and
eventually, their willingness and receptivity to influence
and support of proposals
25.
26. PRINCIPLES OF EFFECTIVE
NEGOTIATION
• Allow for Creative Flexibility
• Prepare
• Know the Role of Value – Creating and Claiming Value
• Understand Negotiating Styles – Co-operative vs. Competitive
negotiators
• Manage the Process
• Handle Relationships
• Learn
• Word about Experience – “Experience is your best negotiation tutor.”
27. NEGOTIATION STYLE AND –SKILLS
QUIZ/TEST
• Individual activity (during training intervention):
• Complete the online quiz (7 responses):
www.quibblo.com/quiz/9CYtS6X/Negotiation-Style
• Identify your preferred (dominant) negotiation style and the
appropriateness thereof
• Individual activity (post training intervention):
• Complete the online Negotiation Skills test (76 questions):
www.queendom.com/tests/access-
page/index.htm?idRegTest=3094 – (scientifically validated)
• Identify negotiation skills gaps and recommend improvement
strategies
30. LEARNING ACTIVITY 1
• Group discussion:
Think about the most recent workplace negotiation situation
you found yourself in. Briefly describe the situation.
Were you cooperative or competitive?
How effective were you in your approach?
Were you satisfied with the outcome? Was your partner?
What would you do differently next time?
Identify the characteristics and skills of an effective negotiator
31. TYPES OF NEGOTIATION
• Integrative/Distributive
• Inductive/Deductive/Mixed
• Soft/Hard/Principled
• Alternative Dispute Resolution (ADR)
• Non-Negotiable Positions/Options
32.
33. CONSOLIDATORY GROUP DISCUSSION
• Critically review the different types of
negotiation. Given your scope of negotiation,
identify the most appropriate type. Justify
your response.
• Review the comparative analysis (table) of
positional bargaining and integrative
bargaining. Given your scope of negotiation,
identify the most appropriate type. Justify
your response.
34.
35.
36. NEGOTIATION OCD
• Negotiation OBSESSIVE CONTROL DISORDER (OCD)
• Avoid being a “Control Freak”
• Guard against trying to “hijack”/capture the negotiation process
• Guard against trying to “micro-manage” the negotiation process –
“Be conceptual and not critical.”
• Guard against being hyper-competitive – rather collaborate
• Avoid being aggressive
38. MEASURING YOUR ASSERTIVENESS
AS A NEGOTIATOR
• Do you have difficulty accepting constructive criticism?
• Do you have trouble voicing a difference of opinion with
others?
• Do people tend to feel alienated by your communication
style when you do disagree with them?
• Do you feel attacked when someone has an opinion
different from your own?
• Do you find yourself saying ‘yes’ to requests that you
should really say ‘no’ to, just to avoid disappointing
people?
39. ASSERTIVENESS STRATEGIES
• Be Firm and Decisive - Say No if You Have To
• Ask For What You Want - Matter of Factly
• Achieve Your Goals
• Constructively Resolve Conflict
• Believe in Yourself
• Be Interested In the People Around You
43. PHASE 1: PREPARATION
• Preparatory points to consider
• Key to preparation – setting ground rules and other guidelines etc.
• Identifying your Hot Buttons
• Doing Research
• Identifying Your Walk Away Position (WAP)
• Identifying Your Best Alternative to a Negotiated Agreement
(BATNA)
• Working within the Zone of Possible Agreement (ZOPA)
44. PREPARATORY POINTS TO CONSIDER
• Goals
• Trades
• Alternatives
• Relationships
• Expected outcomes
• Consequences
• Power
• Possible solutions
45. KEY TO PREPARATION – 10
GUIDELINES/RULES FOR NEGOTIATORS
• #1: All parties must agree on ground rules and guidelines.
• #2: Expect that negotiating will take much more time than you
think, and build that into your plan – contingency planning and -
management
• #3: When it comes to wording ground rules and
agreements/contracts, check and double-check language – be
vigilant with quality assurance and due diligence.
• #4: Establish who the true decision makers are, and make your
choices clear – be decisive and consistent, especially with the
power brokers and deal-makers
• #5: Humour is helpful. Do not take yourself too seriously, and take
responsibility to lighten the mood of the room once in a while –
46.
47. KEY TO PREPARATION – GUIDELINES
FOR NEGOTIATORS
• #6: Apply flexibility and adaptability to the process.
• #7: Build strategic alliances.
• #8: Set yourself up to learn.
• #9: Be a people person – develop and demonstrate
interpersonal competencies, emotional and social
intelligence
• #10: Use collaboration to preserve relationships and
build trust – be hard on the problem (negotiated
issue) and soft on the person
50. DOING YOUR RESEARCH
• When doing research and preparing for
negotiations, there are 3 important
considerations:
Collecting facts
Knowing priorities
Knowing principles
53. LEARNING ACTIVITY 2
• Group discussion:
• Identify a typical negotiation scenario in your working environment. By referring
to step 1 of the negotiation process, apply the best practice negotiation
principles to this workplace situation. Ensure that you focus on the following key
points:
Preparatory points to consider
Ground rules
Hot Buttons
Doing Research
WAP
BATNA
ZOPA
55. STEP 2: EXCHANGING INFORMATION
– KEY ACTIONS
• This is not a step that many negotiators consider
consciously, except perhaps in legal situations (where it
is referred to as disclosure), but it makes sense, even in
negotiations at home, and, certainly, in the workplace.
• Exchanging information is really an extension of
preparation, and allows both parties the opportunity
to consider all of the available information before a
bargaining meeting takes place.
• The strength of these answers could put you in a much
stronger bargaining position when you present your
ideas to the boss.
56. LEARNING ACTIVITY 3
• Group discussion:
• By referring to step 2 of the negotiation process, apply the
best practice negotiation principles to this workplace
situation. Ensure that you focus on the following key
points:
What information is held in common to both negotiating
parties?
What information you will disclose?
What information you would prefer the other negotiating
party to disclose?
60. RESPONDING TO CHALLENGES
• Ways to Stay Calm
• Detach Yourself from the Outcome
• Include Pre-determined Break Times in Your Rules
• Depersonalize the Process
• Work with the Other Party, Not Against Them
• Unspoken Conversations
• Don’t Bring Your Baggage to the Table
• Avoid Power Struggles
• Stay Focused
• Focus on a Positive Process
61. THE 4-STEP CONFLICT RESOLUTION PROCESS –
THERAPEUTIC MODEL FOR NEGOTIATORS
• Step 1: Identify sources of potential and actual
conflict (DIAGNOSIS)
• Step 2: Develop conflict resolution
strategies/techniques (EXAMINATION)
• Step 3: Apply conflict resolution
strategies/techniques (REMEDY)
• Step 4: Control and review the effectiveness of
the conflict resolution strategy/technique
(FOLLOW-UP)
68. CREATING WIN-WIN SOLUTIONS
• Keeping an Open Mind
• Long Term and Short Term Relationships
• Use Your Resources (Experts, Mediators and Third Parties)
• Meta-Negotiation
• Identify Common Ground
• Making the Most of Brainstorming
• Thinking outside the Box
70. LEARNING ACTIVITY 4
• Group discussion:
• Refer to the preceding learning activities. By
referring to step 3 of the negotiation process,
apply the best practice negotiation principles to
this workplace situation. Ensure that you focus
on the following key points:
Responding to challenges
Creating win-win solutions
71.
72. STEP 4: COMMITMENT AND CLOSING
• Once the parties have completed bargaining, made all the
adjustments, and agreed upon the least uncomfortable result, the
negotiation is ready for commitment and closure.
• Developing a Sustainable Agreement
What is a Sustainable Agreement?
Getting everyone’s Perspective
Reviewing the Information
Outlining the Options
Gaining Consensus
73. DEFINING A SUSTAINABLE
AGREEMENT
• A sustainable agreement can be said to reflect the reality of the business i.e. the
reality of business and economic cycles, industries, and real issues that people
face.
• It must also reflect the multiple aspects of the stakeholders who both provide
input, and are affected by the results.
• In developing a sustainable agreement, the partners must ensure that:
#1: The organizations that they negotiate on behalf of are interested in having an agreement
#2: The negotiating organizations will enforce and take part in the terms of that agreement.
• If the agreement cannot stand on its own, and the parties who sign it refuse to
use it, then the paper it is printed on is useless.
• An agreement also cannot focus on one aspect of the business when the business
impacts other industries, cultures, or linguistic groups.
76. REACHING CONSENSUS
• Before an agreement is signed, it is important to have consensus for agreement
among the parties.
• Consensus can be difficult during tough negotiations; generally, the more
stakeholders taking part in the process, the more difficult it is to reach consensus.
• Persuasion, that ability to have people recognize the value in what we are saying,
is an exceptionally valuable communication skill for a negotiator.
• One way to secure commitment is to ask the other party to summarize their
understanding of the agreement, and to get it in writing. To clarify, it can help to
ask them three questions:
Please explain what we have agreed to.
Do you agree with what we have agreed to?
Are you committed to carry out the agreement? If not, what factors need to be clarified?
77. LEARNING ACTIVITY 5
• Group discussion:
• Refer to the preceding learning activities. By
referring to step 4 of the negotiation process,
apply the best practice negotiation principles to a
current workplace situation. Ensure that you
consider the following key points:
Reaching Consensus
Developing a sustainable agreement
78. LEARNING ACTIVITY 6
• Group discussion:
• Critically review and evaluate the 13
negotiation techniques from the article (John
Rampton), in terms of viability and
sustainability.
• Identify and prioritize the most effective
techniques. Substantiate your reasoning.
79. INTEGRATED ROLE PLAY EXERCISE
• Refer to Learning Activity 7
• The facilitator will provide you with detailed
learning instructions.
• Objective: Apply what you’ve learnt the past
two days about negotiation to reach a
mutually beneficial (win-win) agreement.
80. DE-BRIEFING OF ROLE PLAY EXERCISE
• Discuss the (simulated) negotiation process
that you followed. Was it effective in
reaching a win-win agreement?
• What were some of the lessons learned from
this (simulated) negotiation role play
exercise?
• Will you approach future negotiations
differently?