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Best negotiator isn’t the big-talking powerful personality.

The best negotiator is armed with information, backed by research, and

reinforced by facts and figures.

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We don’t negotiate withDepartments,Companies,Countries

… but with people !

People are key to negotiations i.e. building & growing mutually

beneficial relationship with people

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Negotiation is Part of our life

Everyone is Negotiating with someone everyday

Negotiation is not hard or soft but should be hard on fact and soft on people .

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• Things you want are controlled by others

• Other side people have different wants

• Some approaches work fairly regularly, others don’t

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You don’t get what you deserve …

You get what you negotiate!

Chester KarrassFounder, Centre for Effective Negotiating

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“One swallow does not make a summer,neither does one fine day; 

Similarly one day or brief time of happiness does not make a person entirely happy.”

― Aristotle

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• Understand the issue• Recognize key issues quickly• Seek the win-win• Will compromise• Have stamina

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• Tolerate conflict and stress• Cope with abuse• Listen well• Are sensitive to others’ need• Have patience

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• You need goodwill on both sides• Giving and getting information is vital• Different people want different things• Afterwards people are willing to deal with you again• Both parties confident the agreement will hold• Each side has achieved something

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• Win – lose : the loser- Feels cheated

- Resents the winner’

- Is reluctant to risk it again

- Wants revenge

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• Lose – lose : both parties- Feel let down / frustrated

- Lose goodwill for one another

- Are reluctant to repeat the experience

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• Win – win : both parties- Have gained something

- Feel the result is fair

- Feel mutual respect and confidence

- Are willing to deal again

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Leverage

ApproachTiming

Information

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• Things others

want

-Motivation

-Benefits to them

-Rewards /

punishments

• Formal Power

-Titles and status

-Situations

• Personal sources

-Characteristics

-Approach

-Expertise

-Choice

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• Your own position

• The other party

• Common interests

• Conflict

• Influencing factors

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• Processes

• Getting information

• Pressure 80:20

• Timing for Impact

• Readjustment

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• Set high, positive goals• The self-fulfilling prophecy

• Visible objective• Avoid tangents

• Open attitude• Confident of mutual success• Listen

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• Vocabulary and phraseology• Positive

• Authoritative

• confident

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• “I know you’re busy, but the boss would like it if…”

• “There were a few problems last time so I thought we could do this…”

• “This worked well the last time we tried it and the situation was very familiar”

• “Think about what to do, but I will need to know by the end of the day”

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TACTICS

1. Early 3. PressureBuilding

4. Pressure Removing

6. Ending

2. Relationship

5. Offers

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1. Preparation

2. Scene setting

3. Stating goals

4. Exchanging information:• Facts• Responses• Feelings

-needs-desires

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5. Exploring conflict and compromises

6. Offers and compromises

7. Agreements

8. Administration

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• Know your Ideal Outcome .• Get Prepare before start of Negotiation.• First start relationship with other party.• Be Creative when negotiation. • Documented the Negotiation immediate after

completion ,to avoid conflict later on .

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• Don’t get Personal .• Don’t accept the first offer – at least not

immediately.• Don’t think outside the Topic of Negotiation . • Don’t admit you’re under time pressure.• Don’t leave a single issue outstanding it leaves you

with confrontation and yes/no decisions later on.