NEGOTIATION MASTERYPresented By: Rita Ohaedoghasi

Nigeria’s Leading Marketing and Public Relations FirmTel: +234-8182071037; Email: rita@vizonintegrated.com.Address: 114B Illupeju Avenue, Dolphin Estate, Ikoyi, Lagos

Contents• What is Negotiation?• Features of Negotiation• Types of Negotiation• Distributive vs Integrative Negotiation• BATNA• Bargaining Zone Model of Negotiation• Techniques for Negotiation• Action Plans for Effective Negotiations

What is Negotiation?

Features of Negotiation• Involves minimum of 2 parties

• Has predetermined goals

• Expected outcome

• Resolution and consensus

• Parties willing to modify their position

• Parties must understand the purpose of their agreement

Characteristics Of An Effective Negotiator

An effective negotiator ;

• Should be a good listener and observer• Should know how to read body language• Should be open and flexible yet firm• Should exercise maturity and patience• Should understand the importance of

planning and research• For greater results, should radiate positive

energy and enthusiasm at every meeting

THE NEGOTIATION PROCESS

PREPARATION

INFORMATION SHARING

BARGAINING

FINALIZING THE DEAL

B.A.T.N.A

Your B.A.T.N.A is the only standard which can protect you from accepting terms that are too unfavourable and from rejecting terms which

would be in your best interest to accept

In the simplest terms, if the proposed agreement is

better than your “BATNA”, then you should accept it. If the agreement is not better

than your “BATNA”, then you should reopen

negotiations.

Courtesy: Glenn Abelanish

Techniques for Better Negotiation

ACTION PLANS• Prepare for the unexpected• Never accept the first offer• Anticipate compromise and counter-

offers• Maintain control with silent cues and

volume moderation in your tone• Pay attention to timing• Ramp up your listening skills• Operate within the boundaries of

your principles and integrity• Always close the meeting with a

confirmed response• Measure your success rate frequently

THANK YOUPresented By: Rita Ohaedoghasi

Nigeria’s Leading Marketing and Public Relations Firm

Tel: +234-8182071037; Email: rita@vizonintegrated.com.Address: 114B Illupeju Avenue, Dolphin Estate, Ikoyi, Lagos