designed, prepared & provided by: itda group negotiation skills course
TRANSCRIPT
![Page 1: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/1.jpg)
Designed, prepared & provided By: ITDA group
Negotiation Skills Course
![Page 2: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/2.jpg)
Designed, prepared & provided By: ITDA group
Introduction
“You will never go beyond you dreams”
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 3: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/3.jpg)
Designed, prepared & provided By: ITDA group
Training Norms Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 4: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/4.jpg)
Designed, prepared & provided By: ITDA group
Agenda
To be set with course members
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 5: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/5.jpg)
Designed, prepared & provided By: ITDA group
Contents
Negotiation process different outcomes
Negotiation definition
Dos & don'ts
Negotiation Process
Positive negotiators Behaviors
Negative negotiators Behaviors
Successful Negotiators
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 6: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/6.jpg)
Designed, prepared & provided By: ITDA group
Different Outcomes
Task done
Relationship Maintained
Relationship Not Maintained
Task Not done
Win-WinNo Agreement
Lose-Lose
Win-LoseLose-Win
Compromise
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 7: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/7.jpg)
Designed, prepared & provided By: ITDA group
Negotiation Definition
- Seeking an agreement
- Is a process
- Between two parties or more
- Having an area of common
interest - Having different objective
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 8: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/8.jpg)
Designed, prepared & provided By: ITDA group
Positive Negotiation Behaviors
Summarizing
Focusing on the problem
Active listening
Clarifying
Sharing needs & interests
Questioning
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 9: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/9.jpg)
Designed, prepared & provided By: ITDA group
Positive Negotiation Behaviors
Acknowledging efforts
proposing solutions
Establishing common ground
Seeking solutions
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 10: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/10.jpg)
Designed, prepared & provided By: ITDA group
Negative Negotiation Behaviors
Blocking/difficulty stating
Shutting out
Defending / Attacking
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 11: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/11.jpg)
Designed, prepared & provided By: ITDA group
Successful Negotiators
Willing to invest time & trouble in careful research and analysis of issues
Sensitive to the needs of the other party
Committed to a WIN-WIN philosophy
Have tolerance for conflict
Ability to identify “Bottom line” issues quickly
Good listeners
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 12: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/12.jpg)
Designed, prepared & provided By: ITDA group
Successful Negotiators Demonstrate high degree of patience
Have a high tolerance for stress
Don’t respond to attack or ridicule
Avoid self-praise during negotiation
Ask more questions
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 13: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/13.jpg)
Designed, prepared & provided By: ITDA group
Negotiation Process
Planning Set
climate Issues Bargaining Settle
Review
- Planning- Prep
-Msg exchange-Comm. Intent- Background
-Identify issues- Lock your opponent
- Negotiate- provide alternative solutions
- Settlement- Gain Verbal commitment
- Evaluate- Improve
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 14: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/14.jpg)
Designed, prepared & provided By: ITDA group
Dos & DONTsDos: Be Prepared to propose alternatives, don’t take positions
Be Calm and control your emotions
Always appear reasonable
Keep control of the conversation
Be courteous
Distinguish between major points & Details
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 15: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/15.jpg)
Designed, prepared & provided By: ITDA group
Dos & DONTsDONTs: Compromise your objectives
underestimate your customer
Make assumptions
Treat it as a WIN-Lose
Score points
Over react
Get personal
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 16: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/16.jpg)
Designed, prepared & provided By: ITDA group
Dos & DONTsDONTs: Make “Good Will” concessions
over commit
Negotiate if you don’t have to
Introduction
Training Norms
Agenda
Contents
Negotiation-Outcomes
Definition
Positive- Behaviors
Negative-Behaviors
Successful Nego.
Negotiation process
Dos & DON’T’s
![Page 17: Designed, prepared & provided By: ITDA group Negotiation Skills Course](https://reader035.vdocuments.mx/reader035/viewer/2022070415/5697c0121a28abf838ccc50f/html5/thumbnails/17.jpg)
Designed, prepared & provided By: ITDA group
خيرا الله جزآكم