Negotiation is a method to settle differences and reach agreements without conflict or resentment. There are six stages of negotiation: preparation, discussion, clarifying goals, negotiating for a win-win outcome, agreement, and implementing the agreed course of action. Key elements for effective negotiation include having the right attitudes, interpersonal skills like listening and problem solving, and preparation and knowledge. There are five main negotiation styles - win/lose, avoidance, accommodation, compromise, and collaboration which aims for a win-win outcome where both sides' needs are met. Maintaining relationships, focusing on interests not positions, generating options, and clarifying meanings are important for successful negotiation.

1. NEGOTIATION
http://in.linkedin.com/in/gurpindersingh

2. What is Negotiation?
Negotiation is a method by which people settle differences.
It is a process by which compromise or agreement is reached
while avoiding argument

3. Why Negotiate?
• To avoid resentments due to conflict and disagreement
• Negotiation is to try to reach agreements without causing future
barriers to communications

4. Stages of Negotiation
Preparation
Discussion
Clarification of Goals
Negotiation towards WIN-WIN situation
Agreement
Implementation of Course of Action

5. 1. Preparation
• Venue to discuss the problem and who will attend
• Setting a limited timescale can prevent the continuation of
disagreement
• Ensure that you have knowledge of all the pertinent facts of the
situation are known in order to clarify your own position
• This would include knowing the ‘rules’ of your organization

6. 2. Discussion
• During this stage, individuals or members of each side put forward
the case as they see it, that is their understanding of the situation.
• Key skills are questioning, listening and clarifying.
• Take notes during the discussion stage to record all points put
forward in case there is need for further clarification.
• It is extremely important to listen,
• Each side should have an equal opportunity to present their case

7. 3. Clarifying Goals
• From the discussion, the goals, interests and viewpoints of both
sides of the disagreement need to be clarified.
• List these in order of priority.
• Through clarification it is often possible to identify or establish
common ground.

8. 4. Negotiate for a WIN-WIN Outcome
• This stage focuses on what is termed a WIN-WIN outcome where
both sides feel they have gained something positive
• A WIN-WIN outcome is usually the best outcome
• Suggestions of alternative strategies and compromises need to be
considered at this point.
• Compromises are often positive alternatives which can often
achieve greater benefit for all concerned rather than holding to
the original positions.

9. 5. Agreement
• Agreement can be achieved once understanding of both sides’
viewpoints and interests have been considered.
• It is essential to keep an open mind in order to achieve a solution.
• Any agreement needs to be made perfectly clear so that both sides
know what has been decided.

10. 6. Implementing a Course of Action
• From the agreement, a course of action has to be implemented, to
carry through the decision.
• Failure to Agree: process of negotiation breaks down and
agreement cannot be reached, then re-scheduling a further
meeting is called for.

11. Three Essential Elements
• Attitudes
• Interpersonal Skills
• Knowledge

12. Attitudes
• All negotiation is strongly influenced by underlying attitudes to
the process itself
• Negotiation is not an arena for the realization of individual
achievements.
• Certain features of negotiation may influence a person’s behavior,
for example some people may become defensive.

13. Interpersonal Skills
Skills You Need:
• Communication
• Listening
• Reflecting, Clarifying and Summarising
• Problem Solving
• Decision Making
• Assertiveness
• Stress Management
• Dealing with Aggression

14. Knowledge
• Good preparation is essential.
• The way issues are negotiated must be understood as negotiating
will require different methods in different situations

15. Assertive
Types of Negotiation Styles
Win / Lose
Win / Win
(Collaborating)
Unassertive
Compromise
Avoidance
Uncooperative
Accommodating
Cooperative

16. Win - Lose Style
• The win-lose is the most common style of negotiation wherein a
person pursues his or her own interests at the expense of other
party.
• Under this style negotiation is viewed as a game to be won. Losing
may be taken as failure, weakness, and a loss of status.
• When engaged in this style, the parties may use different tactics to
win like: persuasion, argument, power, or even threats.

17. Avoidance Style
• Avoiding the conflict in certain situations – not negotiating at all –
is also negotiation.
• People may physically withdraw by simply leaving the scene of
conflict or they can refuse to get involved by using silence, or
changing the topic of conversation.
• Psychologically, avoiders can also deny the existence of conflict.
• During formal negotiation, avoidance style is exercised by turning
a deaf ear and / or a blind eye to the conflicting points or issues.

18. Accommodating Style
• Accommodating style of negotiation entails giving in to the wishes
of the opponent party.
• Like avoidance, accommodating the other party almost in a onesided way, is also a negotiation.
• Unlike avoiders, the accommodators enter into negotiation and give
in a way that strengthens the relationships.
• During negotiation, giving in totally / partially may be part of
negotiating game plan.

19. Compromising Style
• Compromising, the most common style of conflict resolution,
entails splitting the differences and reaching an acceptable middle
ground solution through give-and-take whereby each party should
gain something and may have to lose something.
• Parties under this style of negotiation, generally use techniques
like trading, bargaining, smoothing over differences, & voting etc.
• While most negotiations start with win-lose style, they may end up
with a compromise.

20. Collaborating (Win-Win) Style
• Collaborating is based on a willingness to accept other party’s
needs while asserting your own needs as well.
• It assumes that there is some reasonable chance that a solution
can be found to satisfy both parties in conflict without losing much.
• Solutions which satisfy all parties , are generally not possible, but a
collaborator believes that it is worth trying to find that.

21. Key Points
• Focus on maintaining good relationships
• Focus on the interest not position
• Generate a variety of options that offer gains to both sides
before making decisions
• Avoid misunderstanding
– clarify the goal, problem, viewpoints, meanings