Preparation

HOW TO MAKE A NEGOTIATION SUCESSFULLi. Provide for a congenial ambience.ii. Be prepared to listen and to

understand.iii. Never loose sight of the opponents

psychological and emotional needs.iv. Create a climate that in cordial,

collaborative and conductive to interaction.

v. begin your negotiation by reacting a minimum agreement.

vi. In case of an impose, try to judge whether it is the material or emotional aspect that has created a stumbling block.

vii. Show a genuine respect for your opponents cultural background.

viii. There must be congrevance between your verbal and non verbal communication

ix. Don’t encroach upon the peoples private space.

x. Don’t try to achieve your personal objectives.

SEVEN –STEP NEGOTIATING PROCESS 1) preparation:a) clearly defined objectives as well

limits within which negotiations have to be contorted

b) Objectives primary and secondary no compromise on primary objective.

c)Second stop is to collect relevant information – statistical data.

d)Verify whether your assumptions are fairly sound .ensure that you do not take certain assumptions as verified facts and build your position on them.

2.arguing:i. Make a clear and peaceful

statement on ones own stand.ii. Patiently listen and understand

the other persons stand.3.signaling:Irreconcilable stances

negotiation reaching a dead look. Use all interpersonal skills to save negotiations from breaking off.

Resort to signalling signal here refers to verbal or non verbal clurs that could open up the possiblity of making ahead.

4)proposing: decisive phase. Here a verbal statement is

made about the proposed agreement.5)packaging: it must take all the

suggestions put forward by you or by the other party.

a) It must address your own and your own and your opponents primary objective.

b) Should be in consonance with the organisations policies and value system.

c) Should be confident in getting your organisation full- booking.

d) Should be clear about further concessions that you would like to get offer.

6)bargaining: must be win –win

situation7) closing: time for formal hand

shake ,if satisfactory put in black and white.

KNOW YOUR BANTA BANTA cionel by fishes

and usage (getting to yes,1981)

BANTA means best attestment to a negotiated agreement.

THE ULTIMATE OBJECTIVE.

1. WIN – LOOSE one purity looses (never)

should be avoided. 2.LOOSE –LOOSE both the parties

loose (avoid) should never be accepted.

3.COMPROMISE both gain a little (accept)

minimum acceptable.4. WIN – WIN both emerge winners

(aim) should be the aim of all negotiation

BEHAVIOUR IN NEGOTIATION

1. Remains polite2. Instead of unreasonably obstinate,

makes your opponent see the situation from your perspective.

3. Let issues be in focus, rather than personalities.

4. Show your enthusiasm for a final solution.

5. Periodically keep reviewing the points agreed upon the outstanding issues.

6.Do not respond the following

a) personal abuseb) Sarcastic commentsc) Any attempt to bully

you or pressurize you d) Any now demand that

might be distracting.e) The introduction of any

fresh person into the negotiation.

THANK YOU