Negotiation is the process of resolving differences to reach a mutual agreement, with outcomes varying from win-win to win-lose. It can be approached using quick or deliberate styles depending on the context and relationship goals. Successful negotiation involves creativity, preparation, and the ability to adapt strategies based on the circumstances.

1. NEGOTIATION
by: ulfah syam

2. • The word “negotiation” is from the
Latin expression “negotiatus” , past
participle of “negotiare” which means
“to carry on business”

3. Definition
• Negotiation is a process by which people
deal with their differences. To negotiate is
seek a mutual agreement through dialogue.
Outcome will be either win-win or win-lose.
It can be a formal or a non-formal affair.
• Negotiation is the art of reaching an
agreement by resolving differences through
creativity

4. Negotiation Process
• STYLE OUTCOME PRINCIPLES

5. STYLE is continuum between two styles:
• Quick
• Deliberate
• Middle is compromise

6. QUICK STYLE
• Negotiation in a hurry
• Use when you won’t negotiation with
these people again
• Get the best deal without regard to
the other side’s “win”

7. DELIBERATE STYLE
• Use when long term relationship
likely
• Involves cooperation and relationship
building to reach agreement
• Need much prep, hard work
• May move in fits and starts

8. OUTCOMES
1. Realistic
 Both sides satisfied, win/win situation
 Usually results from deliberate style
2. Acceptable
 Likely to result from quickly style
 Something is better than nothing
 Always ask for a better deal
3. Worst
 When you’re stubborn to be flexible
 Usually from quick style

9. Predetermine the outcomes before you
start negotiations, you have a better
chance of getting a better result.
Think carefully, think creatively and
think ahead.

10. PRINCIPLES
• There are no rules
 establish an agenda
• Everything is negotiable
• Ask for a better deal
• Be creative
• Learn to say “NO” yourself

11. Are you a Motivated Negotiator?
• Enthusiasm
Confidence, Engaged
• Recognition
Accomplishment, Pat on the back
• Integrity
No trickery, Trustworthiness
• Social Skills
Enjoy people, Interest in others
• Teamwork
Better as a team, Self-control
• Creativity
• Always looking for way to complete the deal

12. NEGOTIATION MODEL
• Investigate
• Presentation
• Bargaining
• Agreement

13. Investigate
• What do youwant?
• What does the other side need?
• Decide on style
• What are the consequences of each
choice

14. Presentation
• Prepare other side’s case
• Present the reason for your side
better
• Planning sheet
Issues Involved
Realistic, possible, worst

15. Bargaining
• When in doubt, ask questions!
• Open questions
• Reflective questions
• Tactics
Use: Walk out
Don’t use: Emotional outburst, Argue special case,
Pretend ignorance, Play for time, Nibble
and retreat, You go first, Bad environment,
Defer to higher authority, No willing to make
any changes, Silence, Good guy/bad buy

16. Agreement
• Arrangements should be neutral and
comfortable
• Pay attention to what other say
• Screen out all visual distractions
• Asl open ended questions
• Listen to responses
• Proactive vs. reactive behavior

17. A Good Negotiator is…
• Creative
• Versatile
• Motivated
• Has the ability to walk away

18. THANK YOU

19. Print master
• Your Text here
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