Negotiation Techniques
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1. Negotiation is a strategic discussion where parties try to persuade each other to agree on an issue in a way that is acceptable to both. 2. The document outlines 7 techniques for effective negotiation: do research, know your goals and limits, understand the other party's interests, find common ground, and leverage your own resources to make a deal. 3. Key steps include preparing data to support your position, determining what you are willing to compromise on, and knowing when to walk away if an agreement cannot be reached.
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Conceptual Instruments of Negotiation
This presentation is about the main conceptual instruments of negotiation and it covers the following topics:
- Meaning of Negotiation
- Instruments of Negotiation
1. BATNA
2. Reservation Price
3. ZOPA
4. Value Creation Through Trade Offs
5. Real & Perceived Negotiation Power
6. Midpoint
- Importance of ZOPA and Midpoint in Negotiation
- SPIN Model
BATNA
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
The art of negotiating
This article provides a practical guide to successful business negotiations with 3 key points:
1) Thorough preparation is essential, including researching the other party and having a clear strategy and goals.
2) Effective negotiation requires understanding psychology and leverage points to get the best deal. Tactics like starting high and giving small concessions can help.
3) The goal should be a "win-win" agreement where both sides feel they achieved an acceptable outcome to do repeat business in the future.
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This document discusses key concepts in negotiations including:
1) Negotiation is a process where parties come to agreement on allocating scarce resources, and they are interdependent with neither having complete power.
2) Common negotiation problems include leaving money on the table, settling for too little, walking away, and agreeing to worse terms than your current situation.
3) People are ineffective negotiators due to lack of feedback, satisficing instead of optimizing, and self-reinforcing behaviors. Myths include that good negotiators are born not made and experience alone teaches.
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Negotiation
This document provides an overview of key concepts in negotiation including distributive negotiation, integrative negotiation, BATNA, reservation price, ZOPA, value creation, and preparation steps.
The main points are:
- Distributive negotiation focuses on claiming value, while integrative negotiation aims to create value for both sides through information sharing and identifying interests.
- Knowing your BATNA (best alternative to a negotiated agreement) and the other side's BATNA strengthens your bargaining position.
- Reservation price is the least favorable deal you will accept. The zone of possible agreement (ZOPA) is the range where a mutually satisfactory deal can occur.
- Preparation includes understanding your and
Principles to successful negotiations
The document discusses principles for successful negotiations. It states that negotiating is a common part of life with family, friends, colleagues, and business associates. While an agreement benefits all parties, people often accept deals that are not in their best interest due to processing information incorrectly and letting emotions sway judgment. The document provides tips for rational negotiations, including understanding biases and mistakes, setting goals to maximize joint gains and your share, and avoiding irrational tendencies like unrealistic expectations, escalating commitment, and anchoring effects. It emphasizes preparing by knowing your alternatives and limits, being open to new information, considering fairness and trust between parties.
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This document discusses key concepts in negotiation including:
- Defining negotiation as a process of communication between parties to reach agreement on differing needs or ideas.
- The importance of understanding one's Best Alternative To a Negotiated Agreement (BATNA), which is the lowest acceptable outcome.
- How the bargaining zone or zone of possible agreement exists between the buyer's reservation price and seller's reservation price.
- Other concepts like reservation prices, target prices, and stretch goals which influence negotiations.
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Conceptual Instruments of Negotiation
This presentation is about the main conceptual instruments of negotiation and it covers the following topics:
- Meaning of Negotiation
- Instruments of Negotiation
1. BATNA
2. Reservation Price
3. ZOPA
4. Value Creation Through Trade Offs
5. Real & Perceived Negotiation Power
6. Midpoint
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- SPIN Model
BATNA
Meaning:
The best alternative to a negotiated agreement (BATNA) is the course of action that a party engaged in negotiations will take if talks fail, and no agreement can be reached. A party's BATNA refers to what a party can fall back on if a negotiation proves unsuccessful. It exists when negotiations are not agreeable to the parties involved.
BATNA means “Best Alternative to a Negotiated Agreement.” This is your alternate plan when the talks start to wobble out of control. It can also be your trump card to make the deal happen to your advantage. Having your BATNA prepared can also enable you to walk away from the deal altogether.
Wherever (commercial) deals are made, negotiation takes place as well. It’s not always easy for both parties to come out feeling like the winner. In order to get to an actual win-win situation, it’s a good idea to work towards a BATNA.
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1) Thorough preparation is essential, including researching the other party and having a clear strategy and goals.
2) Effective negotiation requires understanding psychology and leverage points to get the best deal. Tactics like starting high and giving small concessions can help.
3) The goal should be a "win-win" agreement where both sides feel they achieved an acceptable outcome to do repeat business in the future.
Batna
This document discusses key concepts in negotiations including:
1) Negotiation is a process where parties come to agreement on allocating scarce resources, and they are interdependent with neither having complete power.
2) Common negotiation problems include leaving money on the table, settling for too little, walking away, and agreeing to worse terms than your current situation.
3) People are ineffective negotiators due to lack of feedback, satisficing instead of optimizing, and self-reinforcing behaviors. Myths include that good negotiators are born not made and experience alone teaches.
4) Key concepts discussed are BATNA, reservation price, bargaining zone, and aspiration level. The document
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Systematic planning is important for negotiation but often overlooked due to time constraints and interest in action. Skilled negotiators who plan are more likely to achieve successful outcomes. The planning process involves setting goals and a strategy, understanding interests, assessing limits and alternatives, analyzing the other side, and planning the negotiation protocol. Planning gives negotiators the information they need to effectively make their case and achieve their objectives.
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This document provides an overview of key concepts in negotiation including distributive negotiation, integrative negotiation, BATNA, reservation price, ZOPA, value creation, and preparation steps.
The main points are:
- Distributive negotiation focuses on claiming value, while integrative negotiation aims to create value for both sides through information sharing and identifying interests.
- Knowing your BATNA (best alternative to a negotiated agreement) and the other side's BATNA strengthens your bargaining position.
- Reservation price is the least favorable deal you will accept. The zone of possible agreement (ZOPA) is the range where a mutually satisfactory deal can occur.
- Preparation includes understanding your and
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The document discusses principles for successful negotiations. It states that negotiating is a common part of life with family, friends, colleagues, and business associates. While an agreement benefits all parties, people often accept deals that are not in their best interest due to processing information incorrectly and letting emotions sway judgment. The document provides tips for rational negotiations, including understanding biases and mistakes, setting goals to maximize joint gains and your share, and avoiding irrational tendencies like unrealistic expectations, escalating commitment, and anchoring effects. It emphasizes preparing by knowing your alternatives and limits, being open to new information, considering fairness and trust between parties.
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This document discusses key concepts in negotiation including:
- Defining negotiation as a process of communication between parties to reach agreement on differing needs or ideas.
- The importance of understanding one's Best Alternative To a Negotiated Agreement (BATNA), which is the lowest acceptable outcome.
- How the bargaining zone or zone of possible agreement exists between the buyer's reservation price and seller's reservation price.
- Other concepts like reservation prices, target prices, and stretch goals which influence negotiations.
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We connect Students who have an understanding of course material with Students who need help.
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# Students can earn better grades, save time and study effectively
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1) The document discusses concepts related to distributive bargaining such as anchoring, reservation prices, bargaining zones, and first offers. It explains that initial values can act as psychological anchors that influence negotiations.
2) Preparation is key - negotiators should determine their best alternative to a negotiated agreement (BATNA) and bargaining zone to maximize their bargaining surplus. However, they should not reveal their true reservation price.
3) First offers can advantage the party making them by anchoring the negotiation, but this effect can be reduced if the responding party focuses on information inconsistent with the implications of the first offer. Overall preparation and understanding of anchoring effects is essential for effective distributive bargaining.
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Negotiation is a process where two or more parties exchange goods, services, or information and try to agree on an outcome that is mutually acceptable. There are two main types of negotiation: distributive, where interests are self-serving, and integrative, which aims for mutual gain. Successful negotiation requires flexibility, effective communication, and creating a win-win situation for both parties. Key factors that affect negotiations include attitudes of parties, time constraints, environment, and relationships between negotiators. The negotiation process generally involves offers, counteroffers, concessions, and compromises until an agreement is reached.
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MULTIPLE CHOICE:
On January 1, a customer paid X Company $21,600 in advance for cleaning services. The
cleaning was going to be done once in January, once in February, and once in March, so the
payment was recorded as Deferred Revenue. What will be the result of the adjusting entry on
January 31?
A: a balance of $7,200 in the Deferred Revenue account on the Balance Sheet
B: a $7,200 increase in the Cash account on the Balance Sheet
C: revenue of $7,200 reported on the Income Statement
D: a $7,200 increase in the Deferred Revenue account on the Balance Sheet
Solution
Income to be recorded for the month of January = $21,600 / 3 months = $7,200
Hence, $7,200 shall be recognised as income for the month of January by transferring from
deferred revenue
The adjusting entry shall be
C: revenue of $7,200 reported on the Income Statement.
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This document summarizes a presentation on investigative negotiation techniques. It outlines four types of negotiation and focuses on investigative negotiation. The presentation describes five principles of investigative negotiation: understanding why counterparts want something, seeking to understand and mitigate constraints, interpreting demands as opportunities, creating common ground with adversaries, and continuing investigation even if a deal seems lost. Examples are provided to illustrate each principle. The document also discusses tactics for obtaining information from distrustful negotiators, such as sharing information reciprocally, negotiating multiple issues simultaneously, and making multiple offers at once. In conclusion, effective negotiation relies on understanding the other side's interests and obtaining information.
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2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
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- Key concepts in distributive bargaining include target points, resistance points, bargaining ranges, and alternatives.
- Tactics for influencing the other party include assessing their positions, managing impressions, modifying perceptions, and manipulating costs.
- Important positions include opening offers, stances, and initial concessions. Exaggerated opening offers can be advantageous if handled correctly.
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The document is a lecture on negotiation skills given by Ayman Shash, President of the Court of Appeal. It discusses key aspects of the negotiation process including preparation, relationship building, exchanging information, persuasion, and dealing with time limits. It provides advice on deciding your starting position, understanding the other party's objectives, planning proposals and counterproposals, preparing for meetings, and knowing when it is time to close a deal. The overall message is that effective negotiation requires preparation, strategic proposals, and proper closure to satisfy all parties and pave the way for future negotiations.
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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.”
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This document discusses strategies and tactics for distributive bargaining. Distributive bargaining is a "win-lose" situation where the goals of each party are in conflict and the resources being negotiated are limited. Key strategies include assessing the other party's alternatives and resistance point in order to push for a settlement near their resistance point. Tactics discussed include managing impressions of offers, modifying the other party's perceptions, and manipulating costs of delay or termination. The document provides guidelines for concession making, establishing commitments, and dealing with hardball tactics like good cop/bad cop.
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This document provides an overview of negotiation techniques and strategies. It discusses six steps in negotiation: defining negotiation, assembling relevant data, converting data into questions, positional negotiation, negotiation techniques, and approaches to negotiation. Positional negotiation involves parties making offers and counteroffers until reaching agreement within their zone of possible agreement. There are both active and passive negotiation techniques that can increase flexibility, such as blaming absent parties or holding back strong points. Different cultural approaches also impact the negotiation process.
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2) Preparation is key - negotiators should determine their best alternative to a negotiated agreement (BATNA) and bargaining zone to maximize their bargaining surplus. However, they should not reveal their true reservation price.
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The document discusses strategies for negotiating salary and reaching an agreement. It defines key concepts like BATNA (Best Alternative to a Negotiated Agreement), which is a party's backup plan if negotiations fail, and ZOPA (Zone of Possible Agreement), which is the range where both parties may find common ground. It also discusses tactics like understanding the other side's BATNA, appealing to fairness, establishing a range, and using non-monetary concessions. The document provides tips for recruiters in negotiations like understanding if the candidate is in range, explaining the reasons before figures, and anchoring with the salary first. It also offers tactics candidates can use like mentioning other offers, asking for a signing bonus, and not accepting
Negotiationppt jitu
Negotiation is a process where two or more parties exchange goods, services, or information and try to agree on an outcome that is mutually acceptable. There are two main types of negotiation: distributive, where interests are self-serving, and integrative, which aims for mutual gain. Successful negotiation requires flexibility, effective communication, and creating a win-win situation for both parties. Key factors that affect negotiations include attitudes of parties, time constraints, environment, and relationships between negotiators. The negotiation process generally involves offers, counteroffers, concessions, and compromises until an agreement is reached.
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Similar to Negotiation Techniques
Negotiation - Porto (Porto case).note this is a case study so the.pdf
MULTIPLE CHOICE:
On January 1, a customer paid X Company $21,600 in advance for cleaning services. The
cleaning was going to be done once in January, once in February, and once in March, so the
payment was recorded as Deferred Revenue. What will be the result of the adjusting entry on
January 31?
A: a balance of $7,200 in the Deferred Revenue account on the Balance Sheet
B: a $7,200 increase in the Cash account on the Balance Sheet
C: revenue of $7,200 reported on the Income Statement
D: a $7,200 increase in the Deferred Revenue account on the Balance Sheet
Solution
Income to be recorded for the month of January = $21,600 / 3 months = $7,200
Hence, $7,200 shall be recognised as income for the month of January by transferring from
deferred revenue
The adjusting entry shall be
C: revenue of $7,200 reported on the Income Statement.
Describe how purchasing strategy is becoming more intertwined with o.pdf
Describe how organizations can overcome the geographic, cultural, and language challenges
when seeking potential overseas suppliers. Give specific examples.
Decide how organizations can instill the same ethical standards in overseas suppliers, especially
Asian suppliers.
Explain what other two (2) assessments, in addition to what is published in the Global
Competitiveness Report, you might need to determine the risks and opportunities of an overseas
supplier for your company or organization or institution. Expand on the value add of these two
(2) assessments.
Solution
Each country has its own cultural customs, and these will affect local business deals. Firms in
Saudi Arabia will often mention the prophet Mohammed during their business deal; Chinese
firms place great emphasis on business cards; and Brazilian firms are often late to appointments.
Although there are exceptions in all these cases, as cultural rules they generally hold true.
Global negotiations
Global negotiations involve balancing cooperation and competition with a foreign partner to achieve both parties' goals. The first steps set the tone and require clearly defining objectives while also considering the partner's needs. Personal relationships and understanding each partner begins the process of relationship building. Sharing information beyond positions allows for a broader agreement with more opportunities that benefit both sides. Contingency plans are important given uncertainties, and dispute mechanisms may be needed to adapt agreements to changing conditions.
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Negotiation is a process where parties with different needs and goals discuss an issue to find a mutually acceptable solution. It involves planning, engaging with the other party, and closing the negotiation. Effective negotiation requires skills like flexibility, honesty, and good communication. Key strategies include problem solving, contending, yielding, and compromising. Negotiations are important as they help build relationships, deliver quality solutions, and avoid future conflicts, making them significant for business success.
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This document summarizes a presentation on investigative negotiation techniques. It outlines four types of negotiation and focuses on investigative negotiation. The presentation describes five principles of investigative negotiation: understanding why counterparts want something, seeking to understand and mitigate constraints, interpreting demands as opportunities, creating common ground with adversaries, and continuing investigation even if a deal seems lost. Examples are provided to illustrate each principle. The document also discusses tactics for obtaining information from distrustful negotiators, such as sharing information reciprocally, negotiating multiple issues simultaneously, and making multiple offers at once. In conclusion, effective negotiation relies on understanding the other side's interests and obtaining information.
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This document summarizes a presentation on investigative negotiation techniques. It outlines four types of negotiation and focuses on investigative negotiation. The presentation describes five principles of investigative negotiation: understanding why counterparts want something, seeking to understand and mitigate constraints, interpreting demands as opportunities, creating common ground with adversaries, and continuing investigation even if a deal seems lost. Examples are provided to illustrate each principle. The document also discusses tactics for obtaining information from distrustful negotiators, such as sharing information reciprocally, negotiating multiple issues simultaneously, and making multiple offers at once. In conclusion, effective negotiation relies on understanding the other side's interests and obtaining information.
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The document discusses various aspects of negotiation including:
1) It describes negotiation as a give-and-take decision making process between two or more parties with different preferences that aims to reach an agreement.
2) Several negotiation skills, concepts, types, processes, tactics and behaviors are outlined such as preparation, exploration, creating movement, and closing. Integrative bargaining that seeks joint gains is emphasized.
3) Key concepts like BATNA, ZOPA and various negotiation tactics like highballing, lowballing, bluffing are defined to understand different approaches in negotiation.
BA225 Week two chapter 2 ppt
This document discusses strategies and tactics for distributive bargaining. It covers:
- Distributive bargaining involves competition over a limited resource and understanding it allows managing these situations.
- Key concepts in distributive bargaining include target points, resistance points, bargaining ranges, and alternatives.
- Tactics for influencing the other party include assessing their positions, managing impressions, modifying perceptions, and manipulating costs.
- Important positions include opening offers, stances, and initial concessions. Exaggerated opening offers can be advantageous if handled correctly.
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This document provides definitions and explanations of key concepts related to negotiation and supply chain management. It defines negotiation tactics like "fait accompli" and "cherry-picking" and negotiation steps like "dig" and "develop." It also explains supply chain concepts like forecast error, safety stock, synchronization, and kanban. Key drivers of shareholder value and benefits of collaborative planning are outlined as well. The document serves as a reference guide for important terms and ideas in negotiation and supply chain management.
Negotiation in the field of business.pptx
- Negotiation involves discussions between two or more parties with the goal of reaching an agreement that satisfies all parties. It typically involves give-and-take where concessions are made.
- There are different types of negotiation including principled negotiation which focuses on mutual interests, team negotiation which involves multiple people on each negotiating side, and multiparty negotiation between more than two parties which can be complex.
- Key skills for effective negotiation include preparing well by understanding your alternatives if no deal is reached, building rapport with the other side, listening actively, asking questions to learn interests, and searching for agreements where both sides get value.
Negotiation Skills Updated
The document discusses negotiation skills and conflict management. It describes the negotiation process as having 5 stages: planning and preparation, relationship building, information exchange, persuasion attempts, and concessions/agreement. It also discusses setting negotiation strategies, different types of negotiations like haggling and bargaining, and resolving conflicts through various techniques like problem solving, compromise, and altering organizational structures. Non-verbal communication cues that can provide insights during negotiations are also outlined.
Harvard business negotiation_skills_5_mistakes
The articles in this Special Report were previously published in Negotiation,
a monthly newsletter for leaders and business professionals in every field.
Negotiation is published by the Program on Negotiation at Harvard Law School, an interdisciplinary consortium that works to connect rigorous research and scholarship on negotiation and dispute resolution with a deep understanding of practice. For more information about the Program on Negotiation, our Executive Training programs, and
the Negotiation newsletter, please visit www.pon.harvard.edu.
Negotiation
Negotiation is a process where parties try to reach an agreement or compromise on issues in dispute. It involves exchanging offers and counteroffers to find mutually acceptable solutions. Effective negotiation requires preparation, understanding both sides' objectives and priorities, developing alternative options, and using strategies like focusing on interests rather than positions to achieve win-win outcomes when possible. Key roles for negotiators include maintaining team unity, understanding the issues, preparing necessary information, seeking compromise, and knowing when to conclude the negotiation. Personality traits alone do not determine outcomes, but both gender and power can influence negotiating style and perceived success.
Agreement and After
The “Course Topics” series from Manage Train Learn and Slide Topics is a collection of over 4000 slides that will help you master a wide range of management and personal development skills. The 202 PowerPoints in this series offer you a complete and in-depth study of each topic. This presentation is on "Agreement and After".
Negotiations planning template
Negotiation consists of discussions between two or more parties to reach an agreement. The pre-negotiation process involves identifying the negotiation type, setting goals and positions, analyzing the other party, establishing bargaining strategies, and assessing alternatives. Effective negotiation strategies include anchoring offers, focusing on the other side's interests, seeking clarification, and making strategic concessions. The negotiation process involves selecting an appropriate meeting place, seating arrangements, introductions, warming up discussions, creating and sharing value, and reaching consensus to finalize an agreement in writing. Post-negotiation may involve further improving the agreement.
The Art Of Negotiation
Negotiation is a dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants.
Successful negotiation is an art form that comes naturally to some, but must be learned by most.
13 Secrets to Avoid Discounting During Sales Negotiations
Discounting is expensive. Learn how to avoid discounting and maximize the value of the deal using appropriate sales negotiation principles and tactics.
Material negotiation techniques Harvard
This document summarizes the six principles of cooperative negotiation from Harvard's negotiation methodology. The principles are: 1) Separate the people from the problem. 2) Focus on interests, not positions. 3) Generate a variety of possibilities before deciding what to do. 4) Insist that the result be based on some objective standard. 5) Develop your BATNA. 6) Commit to the agreed-upon solution. The document provides explanations and examples for effectively applying each principle to achieve win-win negotiations.
Negotiation
its about negotiation in an organization.the topic of this presentation is negotiation in telecom company ufone
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Inter personal communication
The personal communication between two parties or two friends etc which is used to interact with each other
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The document discusses environmental ethics and our ethical responsibilities towards the environment. It addresses that environmental ethics considers the relationship between humans and the natural world. It provides ethical guidelines for working with the earth, such as not depleting natural resources and choosing methods that do the least harm. The document also discusses our responsibilities towards preserving species and cultures, as well as individual responsibilities like not inflicting unnecessary suffering and leaving the earth in better condition.
Human values and Proffesional ethics
Self-exploration is a process of investigating oneself to discover one's core values. It involves two mechanisms: natural acceptance, which is unconditionally accepting oneself, others and one's environment; and experiential validation, which involves directly experiencing proposals to increase knowledge through reflection. The purpose of self-exploration is to understand what is truly valuable and meaningful for one's own happiness by verifying proposals based on one's natural feelings rather than external factors like scriptures or other people's views. This process of self-verification and living according to one's values can lead to realizations and understanding about oneself and harmony with others.
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This document discusses value-based leadership and creating a values-based culture in an organization. It defines value-based leadership as motivating employees by connecting organizational goals to their personal values through communicating the organization's values in a way that resonates with employees. It emphasizes the importance of shared vision and outlines five steps to create a compelling team vision: 1) discuss vision elements, 2) describe current reality, 3) identify strategies, 4) plan communication, 5) make commitments. It also discusses establishing expected behaviors from core values, empowering managers as culture exemplars, creating a shared vision through inspiration, and providing values-based leadership training across levels.
Managerial Economics
This document provides an introduction to managerial economics. It defines managerial economics and discusses its nature and scope. The scope includes demand analysis and forecasting, cost and production analysis, pricing decisions, policies and practices, profit management, and capital management. It also defines the objectives of a firm as typically being profit maximization or sales maximization. It then provides information on demand analysis, including the objectives and components of demand analysis like demand functions and elasticities.
What next
After 10th, students can pursue intermediate, polytechnic, ITI, paramedical or short term courses. After intermediate, options include engineering, medical, teaching, and others. Engineering streams include BE/BTech, diploma, and architecture. Medical streams include MBBS, BDS, Ayurveda, Homeopathy and more. Teaching includes BEd, DEd, and others. Other options are degree programs, professional courses, civil services, defense, and more. Various national and state level entrance exams regulate admission to these programs including JEE, NEET, CLAT, UPSC and more.
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This document discusses women empowerment and outlines some key points:
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Consumer behaviour application
This document provides an introduction to consumer behavior. It defines consumer behavior as how individuals search for, purchase, use, and dispose of products and services. Understanding consumer behavior is important for developing effective marketing strategies that satisfy consumer needs. Key applications of consumer behavior include informing marketing mix decisions, target market selection, and public policy efforts. The document also outlines some advantages and disadvantages of applying a consumer behavior perspective.
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Syllabus
Chapter-1
Introduction to objective, scope and outcome the subject
Chapter 2
Introduction: Scope and Specialization of Civil Engineering, Role of civil Engineer in Society, Impact of infrastructural development on economy of country.
Chapter 3
Surveying: Object Principles & Types of Surveying; Site Plans, Plans & Maps; Scales & Unit of different Measurements.
Linear Measurements: Instruments used. Linear Measurement by Tape, Ranging out Survey Lines and overcoming Obstructions; Measurements on sloping ground; Tape corrections, conventional symbols. Angular Measurements: Instruments used; Introduction to Compass Surveying, Bearings and Longitude & Latitude of a Line, Introduction to total station.
Levelling: Instrument used Object of levelling, Methods of levelling in brief, and Contour maps.
Chapter 4
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Chapter 5
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Chapter 6
Environmental Engineering: Environmental Pollution, Environmental Acts and Regulations, Functional Concepts of Ecology, Basics of Species, Biodiversity, Ecosystem, Hydrological Cycle; Chemical Cycles: Carbon, Nitrogen & Phosphorus; Energy Flow in Ecosystems.
Water Pollution: Water Quality standards, Introduction to Treatment & Disposal of Waste Water. Reuse and Saving of Water, Rain Water Harvesting. Solid Waste Management: Classification of Solid Waste, Collection, Transportation and Disposal of Solid. Recycling of Solid Waste: Energy Recovery, Sanitary Landfill, On-Site Sanitation. Air & Noise Pollution: Primary and Secondary air pollutants, Harmful effects of Air Pollution, Control of Air Pollution. . Noise Pollution Harmful Effects of noise pollution, control of noise pollution, Global warming & Climate Change, Ozone depletion, Greenhouse effect
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2. Satheesh Gopi, Basic Civil Engineering, Pearson Publishers.
3. Ketki Rangwala Dalal, Essentials of Civil Engineering, Charotar Publishing House.
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Negotiation Techniques
- 2. DEFINITION OF NEGOTIATION A strategic discussion that resolves an issue in a way that both parties find acceptable. In a negotiation, each party tries to persuade the other to agree with his or her point of view.
- 3. 7 NEGOTIATION TECHNIQUES 1st TECHNIQUE Figure out your top goals and rank them in order of importance. Are you looking to hire a supplier at a specific price? Tap into a new customer base? Look at your company’s short- and long-term goals, and know what matters most to you before heading into the negotiation
- 4. 2ND TECHNIQUE Do the research and come prepared with numbers to back up your offer. Look up the other party’s financials, study the market, and get familiar with the details of deals similar to the one you’re working on. You’ll argue more persuasively and have a stronger position if you can cite specific statistics; for example, the percentage of market share the other side can gain from accepting your terms or the number of other companies competing in the same space
- 5. 3RD TECHNIQUE Know what you’re willing to give up. You can’t always have everything, so identify the areas where you can be flexible and compromise in favor of things that matter to you most. Not getting expedited deliveries might be a deal-breaker for you, or perhaps you’re willing to go a little higher on price in exchange for more favorable payment terms.
- 6. 4TH TECHNIQUE Know when you should walk away from a deal that doesn’t satisfy your goals. Set some clear boundaries before you start negotiating for what you can and cannot compromise on, and be ready to end the negotiation if these conditions aren’t met. If the other party is not able to provide a mutually beneficial offer, you’re better off politely stopping the discussion and looking elsewhere for a deal.
- 7. 5TH TECHNIQUE Learn about your counterparty’s past performance to better predict what their interests might be. This tactic can help make your offer seem more appealing. For example, if the other party tends to prefer multi- year agreements, consider going into the negotiation with a two-year contract that they might be more likely to sign.
- 8. 6TH TECHNIQUE Write down the outcomes that could make both sides happy. You might find that you have some common ground, such as in your growth plans or the price point you want to reach
- 9. 7TH TECHNIQUE Look at your own company’s resources to determine how you can use them to help seal the deal. Maybe you can offer additional value like having your marketing team help boost