Negotation Ppt

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Organizational Development

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Program Objectives

Understand what negotiations areall about.

Choose a strategy to effectively negotiate.

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Learn the range of negotiation

approaches and their resultsbased on your interactions.

Program Objectives

Plan for a negotiation session.

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Program Objectives

Use communication techniques toavert potential conflicts.

Practice your general negotiation

techniques.

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Defining Negotiation

 Negotiation is getting 

what you want from the

other person -- no matter 

what.  We all know how bargaining 

works. You ask for a lot, and wind up settling for something 

in the middle.

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Defining Negotiation

 Negotiation is an attempted trade-off between getting what you want and getting 

along with people. 

 Negotiation is a discussion between

 people, with the goal of reaching anagreement on issues, and separating the parties when neither party has the

 power to get its way.

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Negotiation Questions

 What aspects of the negotiation will indicate itis proceeding well or poorly?

 What will tell you that it is time to change thestyle of questioning?

 What signs will you use to decide when a

change in negotiators is necessary?

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Negotiation -- Remember

“Two elements are essential:

Reasonableness and

Flexibility.”  

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The Basic Components

1. Preparation

2. Objectivity 

3. Strategy 

4. Technique

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Learn Negotiation Today

Part I - Preparation

STEP ONE Distinguish between what your realistic

wants are .. and what you “must have” 

Deal breakers, core requirements, essential terms

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Learn Negotiation TodayPart I - Preparation

STEP TWO

Decide on what you will accept  – walk away BATNA (Best Alternative to Negotiated

Agreement)

Avoids impulsive, heat of the moment, regrets

Subjective – individual importance of the

deal to each party

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Learn Negotiation TodayPart I - Preparation

STEP THREE

Prepare for all contingencies:

Basics  – research, facts, reasoning,

responses to questions

Anticipation/awareness - get into their “shoes” 

Focus on what each of the individual  player’s interestsare

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Learn Negotiation TodayPart II - Negotiation

STEP FOUR 

Don’t short circuit the warming up  –  

“get to know” you process. Share your interests – mutual acquaintances –  

places been to – sports

If all else fails –  “the weather” 

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Learn Negotiation TodayPart II - Negotiation

STEP FIVE

Ask lots of questions (partner to listen) –  

carefully worded

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Learn Negotiation TodayPart II - Negotiation

STEP SIX

Be aware: Listen to what is said –  

what is not being said

Don’t get distracted thinking about whatyou are going to say. Uncover their true “interest.” 

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Learn Negotiation TodayPart II - Negotiation

STEP SEVEN

Typically, it is to your advantage to convince

the other side to make the first proposal. 

Unreasonable – express disbelief -

politely notify of intention to walk.

Unbelievably Good –  blandly acknowledge and restate the offer.

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Learn Negotiation TodayPart II - Negotiation

STEP EIGHT

DECIDE ON A STRATEGY 

Review your preparation - decide on your approach- Get them to bid against themselves

- Postpone response – Who benefits over time?

- Identify obvious weaknesses in your case

yourself before they do

- Get to the decision maker –  

eliminate buffers/mouthpieces

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Learn Negotiation Today

Part II – Negotiation

- Consider ignoring an unrealistic portion of their

proposal.

- Be comfortable just saying “no” 

- Split the baby to a desired result – Be the splitter (math)

- Back into your response/opening position –  

Chess moves

- Avoid insulting or unjustified position,

BUT be ready to be aggressive, “test the waters.” 

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Learn Negotiation TodayPart II – Negotiation

STEP NINE

When it is in your best interest, clearly and firmly

state your response/opening proposal

without explanation or reasons.

Be NEITHER bashful, wishy-washy, uncertain 

NOR arrogant, irritating, condescending.

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Learn Negotiation TodayPart II - Negotiation

STEP TEN

Be more comfortable with silence than

the other side:

Don’t fill the void, keep eye contact

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Learn Negotiation Today

Part II - Negotiation

STEP ELEVEN

You must dance - don’t attempt to

short circuit the process

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Learn Negotiation TodayPart II - Negotiation

STEP TWELVE

Find a creative win-win  – focus on “interests” 

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Learn Negotiation TodayPart III - Closure

STEP THIRTEEN

ABCD – Always Be Closing Daintily

If we agree on this,…?

Resolve this issue,…?Clear this hurdle…?

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Learn Negotiation Today

Part III - Closure

STEP FOURTEENAlways obtain total buy-in to final settlement - ownership

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Learn Negotiation Today

Part III - Closure

STEP FIFTEEN

Recognize the down side of “too good a deal” – why?

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Strategies for Negotiation

Distributive Bargaining

Integrative Bargaining

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ReferenceProf. Roopa Nandi

THANK YOU