START
Negotiation is a communication process between
two or more parties in which they consider
different alternatives in order ...
EFFECTIVE
COMMUNICATION
Be able to express your ideas and views clearly, confidently and concisely
If your message is too lengthy, disorganised, or contains errors, you can expect the message to
be misunderstood and misin...
LISTENING
Hear what people are saying. Good listening builds a rapport and understanding with the
speaker and allows them ...
BODY LANGUAGE
Use it and be sensitive to its use by other: eye contact, gestures,
head movements, smiling.
NEGOTIATION
The most effective way of resolving conflicts
What do you want to get out from negotiation?
What do you need to get out from negotiation?
What are you prepared to give ...
It is the course of action negotiator will pursue if the current negotiation results in an impasse.
An evaluation of your ...
STAGES
STRATEGY
Critical elements: information, time pressure and strength
Listen carefully to the arguments of the other party
Clarify issues you are not clear about by asking questions
List all t...
Keep calm and use assertive rather than aggressive behaviour
Effective negotiators include broader sources of information
...
SKILLED
NEGOTIATOR
Learning to be a skilled negotiator can help you make deals, solve
problems, manage conflict, and preser...
You’re onstage without a script, relying on your mind and wits to come up with lines and actions
that advance the game
Sho...
FINAL
Don’t negotiate if not necessary
Don’t negotiate if you are not willing to walk away
Determine BATNA before the start of n...
Negotiation skills
Negotiation skills
Negotiation skills
Negotiation skills
Negotiation skills
Negotiation skills
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Negotiation skills

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Negotiation is a communication process between two or more parties in which they consider different alternatives in order to reach a mutually agreeable solution.

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Negotiation skills

  1. 1. START
  2. 2. Negotiation is a communication process between two or more parties in which they consider different alternatives in order to reach a mutually agreeable solution At least two parties need to be involved Common interest must exist but each party starts negotiations with different objectives Each party is under impression that there is a possibility of persuading the other party to modify their original position Each party has some influence and power
  3. 3. EFFECTIVE COMMUNICATION Be able to express your ideas and views clearly, confidently and concisely
  4. 4. If your message is too lengthy, disorganised, or contains errors, you can expect the message to be misunderstood and misinterpreted Use of poor verbal and body language can also confuse the message Less is oftentimes more Make sure you can deliver your message to people of different backgrounds Source: Mindtools.com The purpose of communication is to get your message across and thereby convey thoughts and ideas effectively
  5. 5. LISTENING Hear what people are saying. Good listening builds a rapport and understanding with the speaker and allows them to freely express their views.
  6. 6. BODY LANGUAGE Use it and be sensitive to its use by other: eye contact, gestures, head movements, smiling.
  7. 7. NEGOTIATION The most effective way of resolving conflicts
  8. 8. What do you want to get out from negotiation? What do you need to get out from negotiation? What are you prepared to give away? If you do not reach the agreement what is your alternative? What is the history of relationship with the other party involved in negotiation? Clearly define goals of negotiation
  9. 9. It is the course of action negotiator will pursue if the current negotiation results in an impasse. An evaluation of your best alternative to a deal is critical if you want to establish the threshold at which you will reject an offer The best alternative to a negotiated agreement To determine BATNA follow these steps 1.List your alternatives 2.Evaluate your alternatives 3.Establish your BATNA If the value of the deal proposed to you is lower than your reservation value, you are better off rejecting the offer and pursuing your BATNA Reservation value represents the lowest valued deal you are willing to accept Source: Harvard.edu
  10. 10. STAGES
  11. 11. STRATEGY Critical elements: information, time pressure and strength
  12. 12. Listen carefully to the arguments of the other party Clarify issues you are not clear about by asking questions List all the issues which are important to both sides and identify the key issues Use open and encouraging body language Know when to compromise Make sure there is an agreed deadline for resolution The final agreement needs to be summarised and written down at the conclusion of the negotiations
  13. 13. Keep calm and use assertive rather than aggressive behaviour Effective negotiators include broader sources of information When we negotiate with people we don’t know well, we are likely to fall back on stereotypes When preparing for a negotiation make a list of all the other options you might explore if you don’t succeed
  14. 14. SKILLED NEGOTIATOR Learning to be a skilled negotiator can help you make deals, solve problems, manage conflict, and preserve relationships
  15. 15. You’re onstage without a script, relying on your mind and wits to come up with lines and actions that advance the game Should you trust your fellow players? It seems you have no choice. You have to say something and hope you achieve the desired reaction from your audience Like improv performers, great negotiators have a knack for being quick on their feet. They seize unexpected opportunities and respond swiftly to sudden threats Source: Harvard.edu
  16. 16. FINAL
  17. 17. Don’t negotiate if not necessary Don’t negotiate if you are not willing to walk away Determine BATNA before the start of negotiation Convey your thoughts and ideas effectively The more you know about the other party, the stronger you are Leave your ego behind You have more power than you imagine Know your limits You need to master your product

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