SELLING AND NEGOTIATION SKILLS : SELLING AND NEGOTIATION SKILLS Definition of negotiation : Definition of negotiation Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. TYPES OF NEGOTIATION : TYPES OF NEGOTIATION Two primary kinds of negotiation are:
Integrative Negotiation Distributive Negotiation : Distributive Negotiation Definition.
A negotiation in which the parties compete over the distribution of a fixed sum of value.The key question in a distributed negotiation is “who will claim the most value?”.In distributive negotiation,a gain made by one side is made at the expense of the other. Slide 5: Seller’s goal
Aim of negotiator Factors in distributive negotiation Success can be achieved in distributive negotiation in following ways: : Success can be achieved in distributive negotiation in following ways: Disclosure of information.
Knowing about other party.
Exploitation of information. Integrative Negotiation : Integrative Negotiation Definition
A negotiation in which the parties co operate to achieve maximum benefits by integrating their interests into an agreement.These deals are about creating value and claiming it. An integrative negotiation encourages negotiators to do the following: : An integrative negotiation encourages negotiators to do the following: Provide significant information
Explain why they want to make a deal.
Common interests. Slide 9: Thank you!!