The document discusses the key elements of negotiation based on the Harvard Method. It outlines 7 elements of negotiation: 1) BATNA, 2) Interests vs Positions, 3) Options, 4) Rules of Legitimacy, 5) Relationship, 6) Communication, and 7) Commitment. The method teaches negotiators to separate interests from positions, focus on interests to create value and reach agreements, and use the 7 elements as a framework for developing an effective negotiation strategy.
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
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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
FellowBuddy.com is an innovative platform that brings students together to share notes, exam papers, study guides, project reports and presentation for upcoming exams.
We connect Students who have an understanding of course material with Students who need help.
Benefits:-
# Students can catch up on notes they missed because of an absence.
# Underachievers can find peer developed notes that break down lecture and study material in a way that they can understand
# Students can earn better grades, save time and study effectively
Our Vision & Mission – Simplifying Students Life
Our Belief – “The great breakthrough in your life comes when you realize it, that you can learn anything you need to learn; to accomplish any goal that you have set for yourself. This means there are no limits on what you can be, have or do.”
Like Us - https://www.facebook.com/FellowBuddycom
Negotiation PowerPoint PPT Content Modern SampleAndrew Schwartz
121 slides include: 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 more.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Negotiation 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.
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.
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 PPT Content Modern SampleAndrew Schwartz
121 slides include: 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 more.
Any decision that requires more than one person involves some level of negotiation. We all negotiate as part of our jobs, but few of us have consciously thought through negotiation strategies. At this program you’ll learn a step-by-step process for approaching any negotiation, leaving you better prepared to create outcomes that meet the interests of all parties.
Negotiation 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.
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.
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
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
Dispute resolution & Grievance HandlingGheethu Joy
This presentation includes notes collected from various sources from internet during my study journey with regard to the topic Dispute resolution & Grievance Handling
Presentation covers all the main aspects of negotiation process.
Key Elements of Negotiations
Variety of Negotiations
Type of Negotiations
Negotiation Styles
Type of Negotiators
Negotiation Tactics
Stages of Negotiation Cycle with Strategy & Tactics
UNDERSTANDING THE OTHER PARTY BEFORE NEGOTIATINGAmir Abdou
Why your negotiations do not go so well?
We are naturally inclined to focus on our own needs and desires. Hence, when we get into any negotiation, whether at the coffee shop or in a B2B meeting, we tend to focus on our own needs and the things we might offer in exchange, while missing the most important part of the negotiations, the other party.
To really succeed at any negotiations we need to shift our focus from our perspective on the situation or the deal, and put 100% of our attention on the other party and their point of view, needs and worries. The moment you get out of yourself, you will be able to connect and communicate effectively with others. Simply by trying to understand them and get to know their motives and desires.
This document contains a brief summary about a course given on www.coursera.com about "essentials of negotiation skills" by professor Georges Siedel, Williamson Family Professor of Business Administration and Thurnau Professor of Business LawUniversity of Michigan. All rights reserved to the owner of the course.
document consist of the following:
NEGOTIATION process, OTHER NEGOTIATION STYLES, APPROACHES TO NEGOTIATION, PRINCIPLES OF NEGOTIATION, SKILLS REQUIRED FOR NEGOTIATION, Role of Emotions in Negotiation, NEGOTIABLE INSTRUMENT and NON NEGOTIABLE INSTRUMENT
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
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This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
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To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
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3. Negociación Avanzada.
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What is TO NEGOTIATE ?
“Negotiation is a process of potentially opportunistic
interaction by wich two or more parties, with some
apparent conflict, seek to do bettel through jointly
decided action than they could otherwise”
David Lax & Jim Sebenius
Harvard Business School
"Negotiation is a basic means of getting what you
want from others.
It is back-and-forth communication designed to
reach agreement when you and the other side
have some interests that are shared and others
that are opposed."
Roger Fisher
Harvard Business School
“Sex apart, negotiation is the most common and
problematic involvement of one person with another,
and the two activities are not unrelated”
J.K Galbraith
Harvard Business School
“Negotiation is a process in
wich interested parties try to
reach a mutually satisfactory
agreement…”
Howard Raiffa
Kennedy School of
Government
Harvard University
“Negotiatio is a basic means of getting what you want from others. It is
back-and-forth communication designed to reach agreement when you
and the other side have some interests that are shared and others that are
oppsed…”
William Ury
Harvard Law School
5. Negociación Avanzada. Reclamar Valor.
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I have only one objective
my target
5
COMPLICATED
Problem
COMPLEX
Problem
NEGOTIATION
The negotiation round itself can be seen as a
complex or complicated problem.
Expand my vision of the
objectives at stake
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Synthesis: Complicated versus Complex
COMPLICATED COMPLEX
Closed system Open system
Space limits / Set times Space limits / Indefinite time
Costs / Clear benefits Costs / Hidden benefits
7
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Negotiation style?
•Is one whose target is victory at any cost. Doesn't mind the
claims of the other party or the future consequences of their
actions. Braves negotiations from the perspective of short
term.
Tough
Negotiator
•Belive that with a good relationship it is possible negotiations
in wich everyone benefits. Bases its negotiating strategy in
using a friendly communication as the main weapon.
Soft or relational
Negotiator
•Faces the negotiation from a objective postulates, knows
how to adapt his natural tendency depending on the
particular characteristics of the negotiation. It focuses on the
interests separating people from the problem.
Principled
Negotiator
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Characteristics of a Good Negotiator
Be
Impersonal
Think Fast
and Clear
Easily and
good
expressed Capacity
Analysis
and
Synthesis
Be PatientFocussed on
objectives
Great
Empathy
Have Good
Humor
Know how
to control
himself
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Strategy Types
Distributive
strategies
Cooperative
strategies
Positional
strategies
Método
Harvard
Winning at
all costs
Win to Win
Anchored
to the
starting
points
Create value
Claim value
Manage the Dilemma
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ContentRelationship
Negotiation preparation
and bargaining process
analysis techniques
Communication skills
development techniques
Negotiation: Two skills in wich we operate
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Communication
BATNA
Relationship
Positions
Differences
Commons
InterestsAims
Stakeholders
Short term
Medium term
Long term
Sections
The 7 Elements of Harvard.
Rules of
legitimacy
Commitment
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1. BATNA. Best Alternative to a
Negotiation Agreement
BATNA (Best Alternative to a Negotiated Agreement)
They are the resources available to each part if no
agreement is reached. E.g. “We reserve the right to
take legal actions”
Aim.- Identify and develop the best alternatives that each
part has if ther is no agreement. My BATNA will tell me if
I should continue with the negotiation or not.
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• Our best BATNA
– 1.
– 2.
– 3.
– 4.
– 5
• Get worse their BATNA
– 1.
– 2.
– 3.
– 4.
– 5
► If my BATNA is BETTER than the
expected result than I can obtain with
the negotiation, the most appropiate is
to break the negotiation and execute
my BATNA.
► If the BATNA of the other party is
WORSE than the results that may be
expected in the negotiation, they will
make every effort to reach an
agreement .
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• Interests vs. Positions
• Positions:
– Starting poit, first motivations
– They must be become in interests
• Interests:
– Real motivations
Pragmatic
Internal
2. INTERESTS - POSITIONS
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Negotiation is a conflict of interests
Sometimes we sacrify an important interest
because we are not willing to give in another
with less importance
24. Negociación Avanzada.
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“Interests are the raw material of the negotiation. The game of the
negotiation is based on their exchange”.
Roger Fisher.
Harvard Business School
• Different
• Common
List
• For me
• For the other
part
Prioritization
• Give in one
interest in
exchange of
another
Exchange
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Focus on INTERESTS forgetting the positions makes easier VALUE
CREATION and achieving AGREEMENTS
Subtle Interests: reputation, justice, strategy, precedents
Worst and best result in each case before I offer as exchange
Get away from the points of conflict
EMPATHY. Opposite role
All interests are not opposed
27. Negociación Avanzada.
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27
3. OPTIONS
a) Definition
► Points on which agreement might be possible.
► Different ways to satisfy the interests of both parties
► They are the physical translation of the interests
b) Premises to generate options
► It is always possible to enlarge the pie
► The pursued values are in the differences
► Separate the process of generating ideas from the making of decisions.
► Adapt the appeared ideas to the chosen strategy.
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CAMP DAVID AGREEMENTS
Egypt interests Possible options Israel interests
1.Maximum interest:
SOVEREIGNTY
1. Differences
interchangeable:
- Egypt desmilitarize the
area
- Israel transfer the
sovereignty.
1. Maximum interest:
SECURITY
2. Medium interest:
- Obtein Peace
- Prestige of the leaders
2. Differences
interchangeable:
2. Medium interest:
-- Obtein Peace
- Prestige of the leaders
3. Minimum interest:
Having armed forces in
Sinai
3. Differences
interchangeable:
3. Minimum interest:
Sovereignty in Sinai
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4. RULES OF LEGITIMACY
It is necessary to
pursue the LEGITIMACY
of the agreement.
Each part shall have the
FEELING of having
achieved their
expectations
The agreement must be
FAIR
External and IMPARTIAL
models: law,
precedents,
international treaties,
habits.
Write the Victory
Speech
Treaty of Versailles
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5. RELATIONSHIP
The State borns when
political organization
ceases to be based on
personal relationships
and based on
territorial and
institutional
relationships.
An agreement last in
time when it is based
on the object and not
on the subjects.
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• The efficient negotiation requires effective bilateral
communication
• Define a communication system dominated by both
parts.
• Consider cultural differences
• No hurry. Deliberate and clear messages.
• Form and substance.
6. COMMUNICATION
35. Negociación Avanzada.
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35
METHODOLOGY
1. Last commitment draft
2. Last commitment
A. Previous steps: ¿Authority?, ¿Who and
what will do everyone?, ¿Incentives for
compliance?
B. Documentary and reliable composition of
the responsabilities of each part.
36. Negociación Avanzada. Reclamar Valor.
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36
NEGOTIATION STRATEGY
• 1. OBJECTIVES OF THE PARTS
– SHORT, MEDIUM AND LONG TERM
– VISIBLE AND HIDDEN
– STAKEHOLDERS
• 2. THE PROCESS. THE SEVEN ELEMENTS
• 3. TO MANAGE THE DILEMMA OF THE NEGOTIATOR
– THE SECTIONS
INTEREST
OPTIONS
GUIDELINE
RELATIONSHIP AND COMMUNICATION
BATNACOMMITMENT