This document discusses negotiation strategies and techniques. It emphasizes that negotiation is about making the future brighter rather than correcting the past. It provides an example of two chefs negotiating over an orange to finish their recipes, and how understanding each other's interests could have led to a better solution. The key lessons are to differentiate positions from interests, understand the other party's emotions and feelings, and negotiate in a way that doesn't "break or squeeze" the other party. Good negotiators and leaders share attributes like aspiring for win-win solutions, being collaborative, focusing on interests, effective communication, and sharing information.

1. The Negotiation Dance
Ali
Anani

2. Negotiation is not about
correcting past experiences

3. Negotiation is about how to
make the future brighter and
more permissible

4. How?

5. First, a quick reminder of
what negotiations is

6. A negotiation is an interactive
communication process to reach a
compromising solution between
conflicting parties.

7. The proof ?

8. Gauge your
emotions when
somebody tells
you take it or
leave it

9. Such situations make
the future look grim

10. Negotiations requires that
we keep a crack in the door
open

11. Negotiation in the Kitchen

12. Negotiation in the Kitchen

13. But still
unhappy
solution- why?
They both needed an orange to finish their
recipes for the boss’s dinner. They reached
a compromising solution: to split the
orange into two halves with ½ for each one

14. .
Then they split the orange in
half, and each went to his
corner to finish preparing his
meal.

15. Throw
the peel
One chef squeezed the juice
from his half and threw away
the peel.
The other chef did the opposite
by keeping the peel and
Keep the
peel throwing away the ½ orange

16. Had they known the intension of
needing the orange for would
have generated a brighter
solution

17. Thinking about it turns
about a problem of poor
communication

18. Differentiate between your position
and your interest as well as the
interest of the other party.
May be you have totally different
interests that do not conflict

19. Your position might be even
strengthened if you know about the
interest of your negotiating party

20. Communications help in
understanding the emotions and
feelings of your negotiating partner
in order to ensure that
understanding is accurate.

21. The negotiation
dance
Like an orange if you
press too hard the orange
breaks and if too soft it
shall be squeezed
Do not break or squeeze
your negotiating partner

22. A good negotiator is a
good leader

23. The common attributes of good
negotiators and leaders
Common attributes of negotiators and leaders
Aspiration for Win / Win conclusions to
preserve the relationship
Collaborative
Persuasion oriented
Take care of Interests
Long-term oriented
Communication skills
Shared information