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8/3/2019 Negotation Ppt
http://slidepdf.com/reader/full/negotation-ppt 1/27
Organizational Development
8/3/2019 Negotation Ppt
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Program Objectives
Understand what negotiations areall about.
Choose a strategy to effectively negotiate.
8/3/2019 Negotation Ppt
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Learn the range of negotiation
approaches and their resultsbased on your interactions.
Program Objectives
Plan for a negotiation session.
8/3/2019 Negotation Ppt
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Program Objectives
Use communication techniques toavert potential conflicts.
Practice your general negotiation
techniques.
8/3/2019 Negotation Ppt
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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.
8/3/2019 Negotation Ppt
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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?
8/3/2019 Negotation Ppt
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Negotiation -- Remember
“Two elements are essential:
Reasonableness and
Flexibility.”
8/3/2019 Negotation Ppt
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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
8/3/2019 Negotation Ppt
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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.
8/3/2019 Negotation Ppt
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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
8/3/2019 Negotation Ppt
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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.
8/3/2019 Negotation Ppt
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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