negotiation pp12
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Introduction To NegotiationIntroduction To Negotiation
Isao NakamsuIsao Nakamsu
Kaori MorishimaKaori Morishima
Yurie NotomiYurie Notomi
- How to Acquire Survival Skill in - How to Acquire Survival Skill in Business-Business-
Negotiation
Process of exchange to resolve conflict and reach a mutually beneficial agreement
Positive Sides of Negotiation
1 . Both Parties Maintain Control
2 . Strengthen the relationships → Understanding → Respect
Step 1: Identify Needs & Objectives
→Have your goals clear
Negotiation = Exchange
•Negotiation ≠Only Take
1. Desired Settlement Point (DSP)= “Fair deal”
Step2: Establish Settlement Points
2. Opening Position (OP)=higher and more defensible point than
DSP
3. Walk Away Point (WA)=When OP of the other party is
unacceptable
Best Alternative To a Negotiated Agreement
Definition: course of action that will be taken by a party if the current negotiations fail and an agreement cannot be
reached.
Simple Example: Assume you will buy PC from your friend.
In this case possible would be… 1. Buy same PC in PC shop
2. Buy same PC in online shopping 3. Buy same PC from another friend
Advantages of BATNA
Gets rid of a pressure (* ´Д `)=3 →judge it is really worthy negotiation to
consent.
You won’t have too bad result So.. Create the most effective BATNA and use it
in the most effective time!
Step3: Currencies
People
Facilities
Equipment
Give us your
currency!!!!!
ExchangeGive-and-take
Step4: Stages of Negotiation
Opening
Exploring
Closing
Opening ・・ set the climate state and respond to opening positions.
Exploring ・・ wants and needs
Closing ・・ summarize the agreement and contract.
Step5: Identify the Negotiation Approach
Win-win
Accommodate
Collaboration
Win/Win Negotiation
Avoidance Compromise Take It or Leave It
Low
Low
Importance of IssueImp
ort
an
ce o
f R
ela
tion
sh
ip
High
Hig
h
Tactics
Disclosure ・・ reveal a piece of information or an underlying issue.
Objective Criteria ・・ use facts, figures, or data from an objective source
Off the record discussion ・・ step back and conversation with the other party
Let’s become a Negotiation
Expert!!
Reference
• Gosselin,Tim. Practical Negotiating. John Wiley&Sons, Inc. 2007.