NEGOTIATION SKILLS

MEANING

• Negotiation is an interactive communication process that takes place when a person wants something from somebody and somebody wants something from a person. It is a dialogue intended to resolve disputes or produce an agreement upon courses of action to bargain for individual or collective advantage or to identify outcomes that satisfy various interests.

TYPES & STYLES OF NEGOTIATIONS

• DISTRIBUTIVE AND INTEGRATIVE

• AVOIDING• COMPETING• ACCOMODATING• COLLABORATING• COMPROMISING

BARRIERS

• DIEHARD BARGAINER• LACK OF TRUST• STRUCTURAL IMPEDIMENTS• SPOILERS• CULTURAL AND GENDER DIFFERENCES• COMMUNICATION PROBLEMS

ROLE OF COGNITION

• ESCALATION• BOUNDED REALITY• PARTISAN PERCEPTION• NEGATIVE AND POSITIVE THOUGHTS• IRRATIONAL EXPECTATIONS• OVERCONFIDENCE

UNETHICAL PRACTICES IN NEGOTIATION

• COMPETITIVE BARGAINING• MAKING MISLEADING STATEMENTS• FALSE PROMISES• GATHERING INFO IN INAPPROPRIATE MANNER• ATTACKING OPPONENTS IN TERMS OF THEIR

WEAKNESS• INFORMATION EXPLOITATION• MAXIMISING• CHANGE OF MIND• DISTRACTIONS• RUDE BEHAVIOR

ETHICAL CRITERIA

• GOLDEN RULE- behave with others as you would expect them behave with you• UNIVERSALISM- people should not be used as a

means for one’s own ends• UTILITARIANISM-doing acts that generate

maximum welfare to maximum number of people• DISTRIBUTIVE JUSTICE- distributing the fruits as

one deserves

TEAM BUILDING & TYPES

• Team implies unity of purpose, collaboration and commitment to a goal. A team is a group whose members work intensely with each other to achieve a specific common goal or objective that are mutually accountable.

• SENIOR MANAGEMENT TEAMS• TASK FORCES• QUALITY CIRCLES• SELF-MANAGED WORK TEAMS• VIRTUAL TEAMS• PROJECT TEAMS

ADVANTAGES

• Creative solutions to problems• Winning the commitment of people to implement

decisions.• Communication• Coordination and cooperation• Synergy• Motivation• High performance

ESSENTIALS OF AN EFFECTIVE TEAM

• Competence of members• Clear and common goal• Commitment of members• Open and transparent communication• Supportive environment• Effective leaders

EFFECTIVE TEAM PLAYER SKILLS

• Open-mindedness• Emotional stability• Accountability• Problem solving ability• Communication skills• Conflict resolution skills• Trust

GUIDE TO IMPROVE TEAM SKILLS

• Determine the specific expectations of a team• Discover the roles of a team in a broader sense• Discover individual expectations as a team

player.• Determine how your role contributes to team

efforts• Clarifying role relationships• Be supportive and facilitator• Accept help from other members and leaders• Promote good relations and seek harmony

DIFFERENT TEAM ROLES

• Plant• Resource investigators• Coordinator• Shaper• Monitor evaluator• Team worker• Implementer• Finisher• Specialist

QUALITIES OF A LEADER• Vision• Courage• Energy• Intelligence and intuitive power• Emotional maturity• Objectivity• Integrity• Communication skills• Rapid learner• Empowering and engaging others• Self confidence• Assertive• Credibility

TYPES OF LEADERS

• Charismatic leaders• Autocratic leaders• Laissez Faire Leaders• Participative Leaders• Transactional Leaders• Transformational Leaders• Ethical Leaders• Servant leaders

DESTRUCTIVE LEADERSHIP

• Abusive Leadership• Petty tyranny• Supervisor undermining• Negative mentoring experiences• Workplace bullying• Personalised charismatic leadership

BOOSTING TEAM SPIRIT

• Encouraging identity• Diverse group• Engaging members according to their capabilities• Inspiring leadership• Communication• Sense of contribution• Empower

CONFLICT RESOLUTION & TYPES

• Conflict refers to perceived incompatibilities resulting from some form of interference or opposition. Conflict is a tension or turmoil caused among individuals due to their different goals and perspectives.• Intrapersonal• Interpersonal• Intergroup• Interorganisational

SOURCES OF CONFLICT

• Scarce resources• Structure• Personality clashes• Power and status differences• Goal differences• Communication breakdown

CONFLICT HANDLING STYLES/STRATEGIES

• Competing • Collaborating• Compromising• Avoiding• Accommodating