effective communication [uwb 10202]
DESCRIPTION
EFFECTIVE COMMUNICATION [UWB 10202]. Negotiation Skills. Mdm Siti Aisyah binti Akiah. Outline. Introduction to Negotiation Skills Basis of Negotiation Alternatives to Negotiate Negotiation Techniques/Stages Negotiation Failures Criteria of an Effective Negotiator. Introduction. - PowerPoint PPT PresentationTRANSCRIPT
![Page 1: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/1.jpg)
EFFECTIVE EFFECTIVE COMMUNICATIONCOMMUNICATION
[UWB 10202]
Negotiation Skills
Mdm Siti Aisyah binti Akiah
![Page 2: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/2.jpg)
OutlineOutline
1. Introduction to Negotiation Skills2. Basis of Negotiation3. Alternatives to Negotiate4. Negotiation Techniques/Stages5. Negotiation Failures6. Criteria of an Effective Negotiator
![Page 3: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/3.jpg)
IntroductionIntroduction
we do all the timea process that takes place when two or more interdependent parties who have different needs and goals, work together to find a mutually acceptable & beneficial outcomeoften involves both parties making concessionsas a compromise to settle an argument or issue to benefit both parties as much as possible
![Page 4: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/4.jpg)
Why Negotiate?Why Negotiate?
![Page 5: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/5.jpg)
AlternativesAlternatives
![Page 6: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/6.jpg)
How to Negotiate?How to Negotiate?
![Page 7: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/7.jpg)
1. 1. Preparation (Pre-Negotiation)Preparation (Pre-Negotiation)Set out your objectivesTake into account how it will benefit the other party
Know your extremesHow much extra can you afford to give to settle an agreement?
Know what your opposition is trying to achieve by their negotiationCould be used to your benefit and may well be used to reach a final agreement
Consider what is valuable to your businessYou may end up losing something in the negotiation that is more valuable to your business than money (e.g. reliable client, company reputation)
Have confidence and powerYour power will come from your ability to influence
![Page 8: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/8.jpg)
2. 2. Exchanging InformationExchanging Information
The most important stage of negotiation
Both parties will be trying to find out and understand the other’s requirements and position besides aiming to get their objectives achieved
Ask all possible questions and spend over twice the amount of time acquiring and clarifying information
![Page 9: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/9.jpg)
3. 3. BargainingBargaining
As soon as a number or term is mentioned by one party or exchange of terms occur
Reject constructivelyDo not cause offence. E.g. “I’m afraid we can’t possibly agree to a reduction in the service charge, but there might be room for plan on the wording of clause16”. Retain a constructive atmosphere.
Be firm on broad issues and be flexible on specifics
![Page 10: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/10.jpg)
3. 3. Bargaining (Con’t)Bargaining (Con’t)
Note the moving base lineAs each issue is agreed, acknowledge the fact, summarise it, and move on to the next point after you have noted the issue of agreement
Look for the agreement signalsCertain formulae of words indicate that agreement is very close. (E.g. “If….then….”“Let’s put that in round numbers. ”“Well, that’s hardly worth holding us up..”)
![Page 11: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/11.jpg)
4. 4. Closing & CommitmentClosing & Commitment
Your judgement : Is this best and final offer?If ‘Yes’:o List the agreement in detailo List the points of explanation, clarification and
interpretationo Record agreed summary with all at the tableo Re-start negotiations for any argument over
agreement
![Page 12: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/12.jpg)
Why Negotiations Fail?Why Negotiations Fail?
Getting too emotional
Focus on personalities, not issues
Not trying to understand the other person (too focused on our own needs)
Wanting to win at all costs
Regarding negotiation as confrontational
![Page 13: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/13.jpg)
1. Professional
2. Confident, relaxed, at ease
3. Open, honest, sincere & credible
4. Respectful of other peoples’ values
5. Show empathy and understanding
6. Committed to a WIN:WIN result
7. Continually enhancing their skills
An Effective NegotiatorAn Effective Negotiator
![Page 14: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/14.jpg)
Test Your SkillsTest Your Skills
Here are some undesirable, offensive ways in which people sometimes speak to one
another in the workplace. Change and make the language more appealing and to reflect good interpersonal communication skills.
![Page 15: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/15.jpg)
1. You are totally wrong on that.
2. An idiot could figure that one out.
3. I am so disappointed with your work.
4. Would you stop bugging me; I’m busy! 5. You kids don’t know how to do anything!
6. Hey! Shut up back there; I’m on the phone!
7. Get out of my space, NOW!
![Page 16: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/16.jpg)
Have you got the winning idea?
We welcome you to send us your exciting project for us to offer you a 50% discount
for your company’s shop lot! Project Presentation will be held at 8.00 a.m. On 12th March 2012. Only the best project
will be chosen!
![Page 17: EFFECTIVE COMMUNICATION [UWB 10202]](https://reader035.vdocuments.mx/reader035/viewer/2022062809/568158cc550346895dc61589/html5/thumbnails/17.jpg)
• Your company has decided to own a shop lot in a new building owned by Pura Kencana Sdn Bhd to be your business one-stop centre. As a promotion for the new building, they are inviting people to submit projects and the committee will choose the winner to get a 50% discount for a shop lot.
• Work in your group and draw a simple floor plan of the business centre and label the rooms and areas. Prepare a short presentation to persuade the committee to accept your project. Try to create maximum impact using pauses, repetition and rhetorical questions, and prepare visual aids to help you get your message across.