NEGOTIATIONS SKILLS WITH TYPES

IN ORGANIZATIONA Project By: Deepti, Harshala, Manisha & Rajesh

Negotiation Skills

Definition

The word "negotiation" originated from the Latin expression, "negotiatus", which means "to carry

on business".Negotiation is a basic means of getting what you want from others by interactive communication

designed to reach an agreement .

Element of Negotiation

There must be at least two or more parties involved

There should be a common interest between partiesShould have definite goals and objectives Allow adequate time for the process

1.

2.

3.

4.

Negotiation Skills

The Four Phases of Negotiation

PLANPLAN

DEBATEDEBATE

PROPOSEPROPOSE

BARGAINBARGAIN

Keywords of Successful

Negotiations Positive Attitude

Knowledge of Negotiation Process

An understanding of people

A grasp of your subject

Creativity : Settle on a solution before you negotiate

Communication Skills

1.2.3.4.5.6.

Process of Negotiation Skills

Relate : Building a Relationship

Explore :

Interest on both Side

Propose :

One concrete proposal addresses all underlying interests

Agree : Compromising and create alternative

Negotiation Skills

Distributive Negotiation Integrative NegotiationParties compete over the

distribution of a fixed sum of value.

The key question in a distributed negotiation is, “Who will claim the most value?” The Seller’s goal is to negotiate as high a price as possible; the Buyer’s goal is to negotiate as low a price as possible.

There are many items and issues to be negotiated, and the goal of each side is to “create” as much value as possible for itself and the other side.

The key questions is: “How can the resource best be utilized?”

Parties cooperate to achieve maximize benefits by integrating their interests into an agreement. This is also known as a win-win negotiation.

Types of Negotiation Skills

Negotiation Skills

Distributive Negotiation Happy Man wants

a Car

I want by to buy this Car

Yes, sir! How can I

help u?

I want to buy this car $2000 to high, can I

get this in $1500

Sir, Fixed $2000, this

car bla… bla ..

Facilities

Both negotiated a lot and finally the Happy Man gets the car at

1500$

Win

ner

Loser

Negotiation Skills

Integrative Negotiation Hamari Mange

puri karo!!

2.5% of Wages

Bonus on Every Diwali

Ok, Fine, I will Increase wages by 1.5% but on every two year &

bonus will be given if workers will work for 2 hours extra every day

Win - Win

Negotiation Skills

Characteristic Distributive Integrative

Outcome Win-lose Win-win

Motivation Individual gain Joint and

individual gain

Interests OpposedDifferent but not always Opposite

Relationship Short-termLonger or Short-

termIssues involved Single MultipleAbility to make

trade-offsNot Flexible Flexible

Solution Not creative Creative

DISTRIBUTIVE VERSUS INTEGRATIVE NEGOTIATION

Qualities of NegotiatorSelf Confidence, patient and

sympathy

Know your Best Alternative to a negotiated settlement “BATNA”s

Know when to start, stop & your bottom line

If other party respect you they will try harder to agree with you

Aware of non-verbal communication

Negotiation Skills

Effective Way of Negotiation

Learn to Flinch

Recognize that people often ask more than they expect to get

The person with the most information usually does better

Practice at every opportunity

Maintain your walk away power

A.

B.

C.

D.

E.

BATNAF.

Negotiation Skills

BATNA (Best Alternative to a negotiated agreement)The term BATNA was coined by Roger Fisher and William Ury in their book Getting to Yes: Negotiating Without Giving In. Negotiators who have a strong, well-defined BATNA have an advantage because they have a clear benchmark to which they can compare any negotiated settlement

Negotiation Skills

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Negotiation Skills

Negotiation Skills