Negotiation skills
-
Upload
tamer-elmoghazy -
Category
Leadership & Management
-
view
126 -
download
4
Transcript of Negotiation skills
C R E A T I V E H O M E 1
C R E A T I V E H O M E 2
WARM UP
• What do you expect from this session?
• Please write one sentence defining negotiation.
• Are you a negotiator?
• Skills of negotiator, do you have any?
C R E A T I V E H O M E 3
AGENDA
1. Introduction.
2. Definitions.
3. Historically wise.
4. Basics of Negotiation.
5. Major influences.
6. Types of negotiation.
7. Stages of negotiation.
8. Obstacles to negotiation.
9. break
10. REPA.
11. Components.
12. Planning matters.
13. Elements.
14. Questions.
15. BATNA.
16. Successful negotiator.
17. discussion
C R E A T I V E H O M E 4
NEGOTIATION - DEFINITION
• Is a basic means of getting what you
want from others by interactive
communication designed to reach an
agreement.
C R E A T I V E H O M E 5
NEGOTIATION - DEFINITION
• Is a discussion between people, with the goal of
reaching an agreement on issues, and separating the
parties when neither party has the power to get its way.
C R E A T I V E H O M E 6
INTRODUCTION
• Prayers.
• Peace process.
• Tomato.
• Salary.
• Bathroom.
• Other eg.
• .
• ..
• …
C R E A T I V E H O M E 7
BASICS OF NEGOTIATION
• There must be at least two or more parties involved.
• There is a common interest between parties.
• Have definite goals and objectives.
• Allow adequate time for the process
C R E A T I V E H O M E 8
MAJOR INFLUENCES ON THE PROCESS
1.Issues
2.Time
3.Relationship
4.Attitude
C R E A T I V E H O M E 9
TYPES OF NEGOTIATIONS
1. Distributive negotiations.
2. Integrative negotiations.
C R E A T I V E H O M E 10
DISTRIBUTIVE NEGOTIATIONS
• often referred to as 'The Fixed Pie‘
• usually involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future.
• example: Purchasing products or services, like when we buy a car or a house.
• Ours and their interests are usually self serving.
C R E A T I V E H O M E 11
INTEGRATIVE NEGOTIATIONS
• The process generally involves some form or combination of
making value for value, concessions تنازالت in conjunction with
creative problem solving.
• Form a long term relationship to create mutual gain مكسب متبادل.
• often described as the win-win scenario.
C R E A T I V E H O M E 12
STAGES OF NEGOTIATION
• Initial Stages.
• Middle Stages.
• Ending Stages.
C R E A T I V E H O M E 13
INITIAL STAGES OF NEGOTIATION
• Plan thoroughly.
• Organize the issues.
• Focus on mutual principles and concerns.
• Be aware that the first offer is often above
expectations.
• Focus on long- term goals and
consequences.
C R E A T I V E H O M E 14
MIDDLE STAGES OF NEGOTIATION
• Revise strategies.
• Consider other options.
• Increase power by getting the other side to commit
first.
• Add credibility by getting agreements in writing.
• To get through with dead ends, just set it aside
momentarily.
• When asked for a concession, ask for a tradeoff.
C R E A T I V E H O M E 15
ENDING STAGES OF NEGOTIATION
• Counter a persistent negotiator by
withdrawing an offer.
• Do not accept verbal promises.
• Congratulate the other side.
C R E A T I V E H O M E 16
OBSTACLES TO NEGOTIATION
• Or, they may recognize the
need for bargaining but may
bargain poorly because they do
not fully understand the process
and lack good negotiating skills.
C R E A T I V E H O M E 17
•Sometimes people fail to negotiate because they do not
recognize that they are in a bargaining position.
SO
• parties must be aware of their alternatives
to a negotiated settlement
• :Weaker parties must feel assured that they
will not be overpowered in a negotiation
• :parties must trust that their needs and
interests will be fairly considered in the
negotiation process.
C R E A T I V E H O M E 18
• Negotiation seems to bring conflicts .
• Any misunderstanding that arises
between them will reinforce their
prejudices and arouse their emotions.
OBSTACLES TO NEGOTIATION
C R E A T I V E H O M E 19
SO
• To combat perceptual bias and hostility,
negotiators should attempt to gain a
better understanding of the other party's
perspective and try to see the situation
as the other side sees it.
C R E A T I V E H O M E 20
• if the “right” people are not
involved in negotiations, the
process is not likely to succeed.
OBSTACLES TO NEGOTIATION
C R E A T I V E H O M E 21
SO
• Agreements can be successfully implemented
only if the relevant parties and interests have
been represented in the negotiations.
• So, all of the interested and affected parties
must be represented. And, negotiators must
truly represent and have the trust of those they
are representing.
C R E A T I V E H O M E 22
C R E A T I V E H O M E 23
NEGOTIATION PROCESS REPA
• Relate: Building a relationship
• Explore: Interests of both sides
• Propose: One concrete proposal addresses all underlying interests
• Agree: Compromising & create alternatives
C R E A T I V E H O M E 24
THE BASIC COMPONENTS
1.Preparation
2.Objectivity
3.Strategy
4.Technique
C R E A T I V E H O M E 25
PLANNING FOR NEGOTIATION
• Rational: Why do we negotiate!
• Objectives (Yours): Goals priorities, think of other’s!
• Differences: Possible conflicts.
• Mode of Negotiation: Bargaining, time frame &
issues
• Communications.
C R E A T I V E H O M E 26
PLANNING FOR NEGOTIATION BENEFITS:
• Avoid surprises
• Provide more options
C R E A T I V E H O M E 27
BASIC ELEMENTS OF SUCCESSFUL NEGOTIATION
1. Positive Attitude
2. Knowledge of the Negotiation process
3. An understanding of people
4. A grasp فهم of your subject
5. Creativity: settle on a solution before you negotiate
6. Communication skills.
C R E A T I V E H O M E 28
PREPARATION
To brush up your ‘win-win’ negotiation skills…
C R E A T I V E H O M E 29
WHAT IS A WIN - WIN NEGOTIATION
• For a negotiation to be “win-win“,
both parties should feel positive
about the negotiation once it’s over.
C R E A T I V E H O M E 30
GOALS
• What you want to get
out of the negotiation.
• What you think the
other person wants.
C R E A T I V E H O M E 31
OBJECTIVES, ME AND HIM.
• Prepare a list.
• Expect what is the best deal for you, while the other party
wins
• Expect the least you can accept.
• Set plan B
• No deal vs. bad deal
C R E A T I V E H O M E 32
GOAL MUST BE SMART
• Specific
• Measurble
• Ambitious
• Realistic
• Time based
C R E A T I V E H O M E 33
TRADES
• What you and the other person have that can be traded for the purpose of negotiation.
• What do you each have that the other wants?
• What are you each comfortable giving away?
• Never make a concession without a trade off.
C R E A T I V E H O M E 34
ALTERNATIVES
• If you don’t reach agreement with the other person, what alternatives do
you have?
• Are these good or bad?
• How much does it matter if you don’t reach agreement?
• Does failure to reach agreement cut you out of future opportunities?
• What alternatives the other person might have?
C R E A T I V E H O M E 35
RELATIONSHIPS
• What is the history of the relationship?
• Could or should this history impact the negotiation?
• Will there be any hidden issues that may influence the
negotiation?
• How will you handle these?
C R E A T I V E H O M E 36
• Best negotiation is made with
the same people time after time
C R E A T I V E H O M E 37
EXPECTED OUTCOMES
• What outcome will people be expecting from the
negotiation?
• What has the outcome been in the past, and what
precedents سوابق have been set?
C R E A T I V E H O M E 38
CONSEQUENCES
• What are the consequences for you of winning
or losing this negotiation?
• What are the consequences for the other
person?
C R E A T I V E H O M E 39
POWER
• Who has what power in the relationship?
• Who controls resources?
• Who stands to lose the most if agreement isn’t
reached?
• What power does the other person have to
deliver what you hope for?
C R E A T I V E H O M E 40
• Knowledge is power.
• Experience is power.
• Authority is power.
• Empathy produces power.
• Rewarding and punishing offers power also.
C R E A T I V E H O M E 41
REMEMBER
Emotions can help you or harm you.
عايز اللعبة دي يا بابا
C R E A T I V E H O M E 42
POSSIBLE SOLUTIONS
• Be creative rather than competitive.
• This solves problems better.
C R E A T I V E H O M E 43
NEGOTIATION QUESTIONS
1. What aspects of the negotiation will indicate it is proceeding well or poorly?
2. What will tell you that it is time to meeting?
3. What signs will you use to decide when a change in negotiators is necessary?
4. What constitutes a “successful” negotiation?
C R E A T I V E H O M E 44
KNOW YOUR BATNA
B est A lternative T o a N egotiated A greement to
produce something better.
The better your BATNA the greater your power
• ..\Downloads\Negotiation Tip- BATNAs Good
BATTNs Better - ZEHREN-FRIEDMAN.mp4
C R E A T I V E H O M E 45
EFFECTIVE NEGOTIATOR MUST BE
Self confident, patient, empathy.
Know when to start, stop & your bottom line
Know your best alternative to a negotiated
settlement “BATNA”
If other party respects you they will try harder to
agree with you
Aware of non-verbal communication
C R E A T I V E H O M E 46
C R E A T I V E H O M E 47
REMEMBER
• Every thing is negotiable
• No deal is better than a bad deal
C R E A T I V E H O M E 48
Professionals
respect
professionals.
C R E A T I V E H O M E 49
C R E A T I V E H O M E 50
C R E A T I V E H O M E 51