NEGOTIATION

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Negotiation Skills....

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Presentation Transcript

Slide 1:

ALMOST EVERYTHING IS NEGOTIATABLE

Slide 2:

INTRODUCTION What is Negotiation ? When does it occur? ESSENTIALS OF NEGOTIATION Power Time Information

Slide 3:

POWER LEGITIMACY RISK TAKING COMMITTMENT EXPERTISE PERSUASIVE CAPACITY IDENTIFICATION

Slide 4:

TIME In Any Negotiation Most Significant Concessional Behaviour and Any Settlement Action Occurs Close to the Deadline. Keep Deadlines Flexible INFORMATION Gather Information On Each & Every Aspect As Possible Give & Take Reinstate New Ideas Interpret Behavioral Cues

Slide 5:

STYLES OF NEGOTIATION WIN LOSE – SOVIET STYLE WIN WIN – MUTUAL AGREEMENT

Slide 6:

RECOGNISING SOVIET STYLE EXTREME INITIAL POSITIONS LIMITED AUTHORITY EMOTIONAL TACTICS 1] TEARS 2] SILENCE 3] WALKING OUT 4] GIVING GUILT

Slide 7:

WIN WIN SITUATION

Slide 8:

Identify the Purpose Identify the Right person to approach Thoroughly Assess the situation Try to use Influence Apply Pressure if influence fails Manage & Resolve Conflicts & problems Throughout Achieve Acceptable Solution or Reassess Effort PROCESS OF NEGOTIATION

Slide 9:

CONFLICT RESOLUTION WHEN DOES CONFLICT ARISE ? TO RESOLVE THE CONFLICT IDENTIFY IT BEFORE HAND TYPES OF CONFLICTS 1] INTERGROUP CONFLICTS 2] INTER PERSONAL CONFLICTS

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