Slide 1: Negotiation Definition: : Definition: Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement Slide 3: Dictator Difference
Yes but /
No because Negotiate Could Not Process Leads To TO Solve Leads To Development of the Idea of Negotiation Slide 4: 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 Basics Of Negotiation Slide 5: Major Influences on the Process Choice Issues Time relationship Attitude Slide 6: Positive Attitude
Knowledge of the Negotiation process
An understanding of people
A grasp of your subject
Creativity: settle on a solution before you negotiate
Communication skills Basic Elements of
Successful Negotiation Slide 7: Relate: Building a relationship
Explore: Interests of both sides
Propose: One concrete proposal addresses all underlying interests
Agree: Compromising & create alternatives Negotiation Process REPA Slide 8: Benefits:
Provide more options Planning For Negotiation Slide 9: Process:
Rational: Why we are negotiate
Objectives (Yours): Goals priorities
Differences: Possible conflicts
Mode of Negotiation: Bargaining, time frame & issues
Communications Planning For Negotiation Slide 10: Protect your self from agreement you reject
Make the most assets to satisfy your interests. Objectives of Power Negotiation HOW ? Slide 11: Best Alternative To a Negotiated Agreement to produce something better
The better your BATNA the greater your power Know Your BATNA Slide 12: 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 Five Ways To Negotiate Effectively Slide 13: Self confidence, 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 The Negotiator Must Be: Slide 14: Thank you