The document provides guidance on preparing for negotiations. It discusses 8 key steps to preparation: 1) checking if you are in a negotiating situation, 2) clarifying your aims, 3) gathering information, 4) weighing positions, 5) negotiating with your own side, 6) getting a BATNA, 7) preparing the setting, and 8) preparing psychologically. Effective preparation includes researching alternatives, understanding both sides' positions and needs, and ensuring your own side is supportive. Having a BATNA (Best Alternative to a Negotiated Agreement) gives you leverage in negotiations.
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
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Compact yet comprehensive knowledge about conflict management, bargaining and negotiations. All you need to know to understand Conflict its levels, resolution styles, dos and donts
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.
Negotiation is the key to business and personal success. Successful negotiation involves good interpersonal and communication skills, used together to bring a desired result.
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
Compact yet comprehensive knowledge about conflict management, bargaining and negotiations. All you need to know to understand Conflict its levels, resolution styles, dos and donts
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.
Negotiation definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
Negotiation Skills - How to Win More - More Often, in both your personal and business life. This comprehensive presentation will get you kick started and give you the knowledge, tools and techniques to Win More - More Often.......guaranteed.
Principles of Marketing, Introduction to Marketing Strategy, Marketing Management, BUS 2230, Marketing Orientation. This is part of Introduction to marketing course. Different organizations take a different approach to marketing.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
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
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.
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 "A Successful Negotiation".
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 "Negotiating Skills".
Negotiation definition, skills required for negotiation, key points, types of negotiation, distributive and integrative negotiation, process of negotiation.
Negotiation Skills - How to Win More - More Often, in both your personal and business life. This comprehensive presentation will get you kick started and give you the knowledge, tools and techniques to Win More - More Often.......guaranteed.
Principles of Marketing, Introduction to Marketing Strategy, Marketing Management, BUS 2230, Marketing Orientation. This is part of Introduction to marketing course. Different organizations take a different approach to marketing.
م/حسام مؤنس " ورشة العمل"
Negotiation skills
الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة
من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب
و ضمن موديول الطوارئ و التخدير و العناية المركزة
Takeaways from the international bestseller: "Getting to Yes"BuyerZone
BuyerZone's sales team highlights important takeaways and tips from the international bestseller "Getting to Yes" by Roger Fisher and William Ury.
For more sales tips, visit our blog: www.buyerzone.com/blog
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
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.
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 "A Successful Negotiation".
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 "Negotiating Skills".
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".
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Preparing for Negotiations" and will show you how to start a negotiation in a strong position by preparing well.
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "A Successful Negotiation" and will show you how to transform the concluding phase of power negotiations into an agreement that gives you as near as possible everything you want.
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 "Making Your Case in Negotiations".
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 "Stick to Your Guns in Negotiations".
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "The Principles of Negotiations" and will give you an excellent grounding in how to succeed at negotiations.
The results delivered by projects usually depend upon what you negotiate. Successful project leaders explore a perspective, principles, tools, and recommendations to achieve better results through the power of negotiations. They avoid being set up for failure by recognizing and developing skills that lead to greater success. Negotiating is fun…and is productive. Everything is negotiable, both at work and in everyday lives. It is in our best interests, and for your team and organization, that you embrace negotiating as a requisite skill…and implement it dutifully. This presentation was developed and delivered by Randy Englund as part of the Cadence Distinguished Speaker Series Webinars. For more information, visit http://www.cadencemc.com.
The presentation provides key reasons for developing negotiation skills.
NEGOTIATION Skills: THE ESSENTIALS & PRACTICES 1
Introduction:
So much of life is a negotiation – so even if you’re not in business, you have opportunities to practice all around you by Kevin O’Leary
You Don’t Get What You
DESERVE, You Get What You
NEGOTIATE.
WHAT ARE YOUR PERCEPTIONS ABOUT NEGOTIATION?
1. Are you always able to negotiate in any situation?
2. Do you believe there are situations where you actually cannot negotiate?
3. What do we feel negotiation actually is?
4. Are some people naturally gifted at negotiating?
5. What kind of people make the best negotiators?
What Is Negotiation?
Negotiation occurs when two or more parties are prepared to seek a resolution to a point of difference and intend to produce an agreement through bargaining.
Negotiation can also be defined as a process of adjusting both parties’ views of their ideal outcome to an attainable outcome.
Why Negotiation?
A man sat in train compartment looking out into the serene countryside. Two women joined him, one held a lapdog. The woman looked at the man in contempt for he was smoking. In exasperation and desperation, one of the women stood opened the window, took the cigarette from the man's lips threw it out the window and closed the window. The man sat there for a while and then proceeded to reopen the window grab the woman's dog from her lap and threw it out the window.
Please discuss the following questions:
1. What are the various ways the old lady would have resolved the situation
2. What situation have you been in like the one above where you reacted like the old lady?
3. What was the effect of your reaction?
We all have different interests, needs, and perspectives
Career Progression and Professional Growth requires negotiation. You won’t be paid well if you lack negotiation skills and you can miss out on important job placement
Good marriages and high quality relationship are product of negotiation
You won’t be a Christian without effective negotiation in John 3:16
“You don't get what you deserve, you get what you negotiate”
One major part of a successful business is negotiation. As such, the art of negotiating is an essential skill of the modern business professional.
In an increasingly competitive business environment, characterized by thinning margins, it has become imperative that organizations place significant emphasis on measures that will provide a platform for enhancing the overall profitability of their organizations.
Such measures include providing best value for money by effectively negotiating transactions with customers (both internal & external), as well as focusing on cost control measures.
Negotiations, whether drafting a contract, settling a dispute with customers or making trade-offs between Business Units - are a pivotal part of Business operations if an organization's objectives (financial and otherwise) are to be met.
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 "The Options in Conflict".
The MTL Professional Development Programme is a collection of 202 PowerPoint presentations that will provide you with step-by-step summaries of a key management or personal development skill. This presentation is on "Making Your Case in Negotiations" and will show you how to use the first phase of power negotiations to present your case and put yourself into a strong position.
I have recently conducted a Lynda Certification for Negotiation. Please review this PowerPoint I have created for this Lynda. Any feedback would be greatly appreciated. Thank you in advance!
P.S. I have conducted two Negotiation Foundation Lynda's, each one with more information than the other.
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
The Power Pics series from ManageTrainLearn and Slide Topics is a large collection of images for you to use in your documents, presentations, and commercial work. Each presentation gives you a single theme with 25 carefully-chosen images which you can then download to use in your work. You can use them to enhance the look of a slide, to create a mood, for a touch of drama, emotion, or wonder, to illustrate a topic, or as an effective background. If the license allows, you can use them to create new images and slides of your own. Of course, you can also just sit back, browse through them, and enjoy them as they are. Where presentations are concerned, great images are priceless because every one is worth a thousand words.
www.managetrainlearn.com
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Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
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Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
[Note: This is a partial preview. To download this presentation, visit:
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Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
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2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
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CONTENTS
1. Introduction and Key Concepts of Sustainability
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
The Course Topics series from Manage Train Learn is a large collection of topics that will help you as a learner
to quickly and easily master a range of skills in your everyday working life and life outside work. If you are a
trainer, they are perfect for adding to your classroom courses and online learning plans.
COURSE TOPICS FROM MTL
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
INTRODUCTION
Work done in preparing for negotiations is never done in
vain. You need time before you meet to think about your
own position, your needs and wants; time to talk to your
own constituents; time to gather information about the
other side; time to plan the practicalities of the
negotiations. Although good preparation can never
guarantee success in the unpredictable process of
negotiations, it can certainly increase your chances.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
HOW TO PREPARE YOURSELF
To prepare for negotiations, eight steps are necessary:
1. Check out whether you're in a negotiating situation
2. Clarify your aims
3. Gather information
4. Weigh up your respective positions
5. Negotiate with your own side
6. Get a BATNA
7. Prepare the setting
8. Prepare yourself psychologically.
The first, and most important, step in preparing for
negotiations is to decide whether you are actually in a
situation from which you can gain.
"Engage only when it is in the interests of the state; cease
when it is to its detriment. Do not move unless there are
definite advantages to be won." (Sun Tzu: "The Art of War",
400 - 320BC)
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
TO NEGOTIATE OR NOT?
At its simplest, a negotiating situation exists when you are in
any communication with others which can work out to your
advantage.
At a more complicated level, a proactive negotiating
situation exists when...
· you want something that is controlled by someone else,
and
· they have the power to withhold it from you, and
· you have some power to make them move.
A reactive negotiating situation exists when...
· you control something that somebody else wants, and
· you have the power to withhold it, and
· they have some power to make you move.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
ALTERNATIVES TO A DEAL
Early in the preparation phase of negotiations it is worth
considering the alternatives to negotiating.
· doing nothing: In reactive negotiation, doing nothing calls
their bluff: they may or may not use their power to force
you to move. In proactive negotiation, doing nothing is likely
to lead to missing an opportunity for gain.
· agreeing to their terms: you could decide that agreeing to
their terms without the hassle of negotiations is your best
course.
· taking what you want: in proactive negotiations, you could
simply use the power you have to take what you want. You
risk a resent-and-revenge reaction in the other side if you
do this.
· going to a third party: this may be an option to resolve
stuck negotiations but should never be an alternative to
negotiations in the first place.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
THE RISKS OF ARBITRATION
As two otters were standing on the banks of the river
Ganges, a great fish came swimming by. The first otter dived
in but, unable to overpower it, begged the second otter for
help. He too dived in and together they brought the fish to
shore. Then they began to quarrel as to who should have it.
A jackal came up to see what all the noise was about and
they asked him to decide the case. The jackal cut off the
fish's head and tail and said: "I divide the spoils equally" and
gave the first otter the head and the second otter the tail
and ran off himself with the middle part.
"Stop," shouted the otters, "you've taken the only part
worth having.“
"I can't help that," said the jackal. "When you call in a
lawyer, you have to pay his fee. You should have settled
things together."
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
TAKING THE LEAD
It is better to take the lead in instigating negotiations,
proactively, than to be on the receiving end of others'
requests to negotiate and doing it reluctantly.
One reason people hesitate to get involved in negotiating is
that they feel they lack the skills and experience. This can be
overcome by seeking out daily opportunities to practise: any
large purchase; a restaurant meal; an air flight. Simply learn
to drop your inhibitions and negotiate.
In a survey of European shopping centres, it was found that
97% of people paid the fixed price for goods they bought.
Only 3% negotiated. In a survey by "Which Car?" magazine,
every single showroom assistant questioned said they were
willing to negotiate over the price of a new car. In one
instance, it took 8 minutes for a negotiating customer to
reduce the price of a car by £1606.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
FOCUS ON YOUR ONE AIM
Once you decide to enter into a negotiation, you need to
clarify your aims.
Your overriding aim must be to achieve the objectives you
and your constituents set. This should be linked to a wider
business strategy that you have set for yourself.
There are three subsidiary aims...
1. to make sure that the process of negotiations is efficient
and cost-effective
2. to improve the relationship with the other side
3. to produce a "wise" agreement for both of you.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
AIM TO BE ALIGNED
When you think of what you hope to gain from negotiations,
you can think in three dimensions: strategy, operations and
tactics.
Strategy is the master plan that you believe will achieve
your long-term goals. The word "strategy" comes from the
Greek word for "general" and means the art of conducting a
military campaign.
Operations are the sum of all the actions you need to take
that lead to the overall strategy
Tactics are the short-term manoeuvres that give you a
temporarily favourable advantage over the opposition.
Aim to align your tactics, operations, and strategy as if you
were looking at one landscape.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
MANAGE THE PROCESS
One of your aims in negotiating should be to manage the
process efficiently. There are three costs associated with
negotiations: time; administration; and emotional energy.
Time: the issues involved should give you a rough idea of
how much time should be set aside for negotiations. Having
said that, you should not let time deadlines pressure you
into deals you don't want.
Administration: these are an unavoidable cost and include
the hire of rooms, meals and the issues of letters, proposals
and draft agreements. It is often argued that controlling the
administration is a useful psychological advantage.
Emotional energy: negotiations can produce high levels of
stress, particularly in the inexperienced and unskilled. Being
fit, prepared and having the right mental attitude will also
make you efficient.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
HAVE THEM SAY THANKS
All negotiations start because either you or the other side
wish to change the status quo. In other words, there is a
disagreement, dispute or conflict.
Disagreements can easily form the basis for a serious falling-
out between people. They are why individuals come to
blows, married partners seek divorce and people in
workplaces take out legal actions against each other.
Negotiations not only seek to avoid the negative fall-out
from disagreements; they can if they are well-conducted
lead to enhancing the relationship.
A friend of the negotiator Roger Dawson once said that his
approach to negotiations was like: "getting gold teeth out of
your mouth".
"No," Dawson replied. "That's stealing. But get them out and
have them say thank you, that's negotiating."
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
A WISE AGREEMENT
The best conclusions to negotiations are WISE agreements.
The mnemonic WISE stands for:
W for Win-win: both sides should feel that they've gained
something from the process.
I for Implementable: the agreement must be workable or
you will soon be back around the negotiation table at
square one again.
S for Satisfactory: the agreement should meet the practical
and emotional needs of both sides.
E for Effective: the agreement should produce an effective
result for both sides and one that comes near to meeting all
their aims.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
GATHER INFORMATION
Once you have clarified your negotiating aims, the
information-gathering exercise begins in earnest. It is not
confined to the preparation stage but continues until the
very end of discussions.
Their agenda will be largely hidden from you or, if you are
given it, it may be misleading. Yours should be known clearly
to you.
At any one time, there is a negotiating equation based on
the following formula...
a = (X1 x Y1 x Z1) + (X2 x Y2 x Z2)
ie The deal = their proposal x their arguments x their power
+ your proposal x your arguments x your power
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
DO YOUR RESEARCH
The background research you need to carry out in
preparation for negotiations can include:
· a preliminary get-together to clarify initial claims, offers
and positions
· desk research, for example the outcome of previous deals
· investigation of alternative courses including getting a
BATNA (the Best Alternative To a Negotiated Agreement)
· foot-slogging for on-the-spot information
· getting advice from your own experts.
Once you have information about the other side's position it
can be compared to your own.
Five models will help to collate the information: the PIN
triangle; the butterfly diagram; the variables see-saw; a
have-want grid; and a SWOT analysis.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
THE PIN TRIANGLE
The PIN triangle is a useful way to distinguish between
positions (P), interests (I), and needs (N).
1. Positions are the public stance negotiators take. They
are likely where you are for most of the negotiations.
2. Interests are the things that matter to you, the
principles about which you're not prepared to budge
3. Needs are the underlying reason you're in negotiations:
the things you really want.
Most people take up the position they think will help them
achieve their needs. These are often far more extreme than
is necessary but are taken because people think it will help
their case. Only after negotiations have moved out of
positional confrontation do people see other ways to meet
their needs. This is what makes win-win negotiations always
possible.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
A BUTTERFLY DIAGRAM
A butterfly diagram draws the different positions each side
in negotiations is willing to take, based on their ideal
position, their acceptable position and their final position.
The diagram should be continually evolving and changing as
you learn more about each others' needs. It indicates
whether you are heading for breakdown or not.
An example of what the butterfly diagram show you:
a) your ideal position is a wage settlement of just 1%; their
ideal position is a settlement of 11%
b) your acceptable position is a settlement of 2.5%; their
acceptable position is 5%
c) your final position is 3%; their final position is 3%.
In this case a deal is possible.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
HAVE A HAVE-WANT GRID
A "have-want" grid enables you to clarify the following
information:
1. what you have that the other side need
2. what you want from them
3. what the other side have that you need
4. what they want from you.
For example,
a. we want a moderate pay increase plus a deal on
company travel. They have a reduced budget on pay
deals and a set of spare company vehicles.
b. they want a quick settlement that doesn't get in the way
of the upcoming merger. We have the power to dispose
of the deal before the due date.
Detailing the haves and wants of both sides in this way
indicates where interests overlap and thus possibilities for
settling.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
WORK OUT WHAT MATTERS
Putting different values on different issues in a negotiation is
the reason that both sides can reach win-win settlements.
A Variables See-Saw compares the respective worth of
different elements on the table: for you, cashless pay may
be really important and you rate it 9 out of 10; for them, it's
only a 3 out of 10. For them, a quick settlement is worth 7
out of 10, for you just 1 out of 10.
The Variables See-Saw is a reminder that there is no
absolute worth to anything. It all depends on your needs.
For one person a training course in Negotiations may be
good value at £100 a day. For someone else, who is about to
embark on high-powered negotiations, and wants to hone
their skills, it might be good value at £1000 a day.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
ANALYSE YOUR POSITIONS
A SWOT analysis is an estimate of the strengths,
weaknesses, opportunities and threats of both negotiating
sides.
1. Strengths: the strengths of each side are the power
each side has over the other. Skilful negotiators are
aware of the other side's power but are not overawed
by it.
2. Weaknesses: weaknesses are the areas you can exploit
in the other side to improve your bargaining position.
All negotiators have weaknesses in that they have a
need to reach agreement with the other side and
therefore a dependence on them to settle.
3. Opportunities: Opportunities are the benefits that can
come our way from a negotiated settlement. The
greater these are, the more we will want to make a
deal.
4. Threats: The threats are the things we might lose or
miss out on or suffer if we fail to get what we want.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
KEEP YOUR SIDE HAPPY
It is rare to go into a negotiation only representing yourself.
Usually you negotiate as a representative of others, your
constituents.
Part of your preparation for negotiations has to be spent
getting the best mandate from your constituents. Aim to get
the support you need; the trust you need; the resources you
need; the understanding you need; the freedom you need.
Part of the agreement with your constituents is how, where
and under what circumstances you have to go back to them
with proposals. It is worth educating your constituents not
to be over-optimistic in what you can expect. Just because
you believe you have a good case doesn't mean the other
side does.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
ALWAYS HAVE A BATNA
A BATNA is your Best Alternative To a Negotiated Agreement
and is the only certain way to be successful in negotiations.
By preparing for negotiations with one party by sounding
out an alternative deal with another party gives you
walkaway power. It means that, even if the alternative isn't
quite what you want, you are still prepared to go there, if
need be.
One of the best examples of a BATNA took place during
negotiations between the Malta government and the British
over the use of Maltese harbours for British naval ships.
During the negotiations, the Malta government courted the
Soviet Union who were more than interested in a deal. This
alternative gave Malta both leverage and walkaway power.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
CONDUCTING YOUR SIDE
There are five questions to
ask yourself when preparing
the setting for negotiations.
Who? Good negotiating
teams comprise a
constructive problem-solver,
a challenging hard-liner and
a sweeper who observes the
other side for clues and
cues.
What? The wider the range
of topics, the more likely you
will be to reach a package
deal.
Where? The "where?" of
negotiations is about your
place, theirs or a neutral
location.
When? Negotiations often
take longer than you expect.
Your team have to believe
that you are doing a good
job.
How? How will you work as
a team? Who leads, who
responds, who argues?
All of these issues are open
to preliminary negotiation
either with your own team
or the other side.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
PREPARE TO BE TOUGH
The right attitude towards negotiations is the principal
difference between successful and unsuccessful negotiators.
Getting into the right frame of mind before you begin
should be part of your preparation plan.
1. aim to be tough, business-like, alert and unyielding
2. don't feel you owe them anything - don't be a bowl-
beggar
3. don't put yourself above or below them: go into neutral
and stay in neutral right to the very end. Even if you're
in a weaker position, (and you can never be sure you
are), mentally compensate by telling yourself you're in a
strong position.
4. stay relaxed and unhurried
5. don't reveal your feelings at any point
6. true to the real meaning of "neg-otiations" ("trade"),
determine to go in and do a good job for your side.
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Preparing for Negotiations
Influencing and Negotiating Skills
MTL Course Topics
PREPARE LIKE THE IROQUOIS
High-level negotiations involving large amounts of money or
agreements affecting the lives and livelihood of others
require stamina and resourcefulness.
One way to prepare for such endurance tests is the Iroquois
Method. This method relates to how the Iroquois Red
Indians prepared themselves before going into battle. They
ate and drank abstemiously; they ran, wrestled and hunted
for many hours each day; they practised using their
weapons endlessly; they stayed away from their womenfolk
in another part of the village. They trained like hungry prize-
fighters before a fight.
While preparations for negotiations may not go to such
lengths, the Iroquois Method illustrates the need to focus so
that we are physically, mentally and psychologically ready.