negotiation skills 02nd june'10
Post on 17-Oct-2014
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HEMANG DESAI
Definition:Definition:
Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement.
1. There must be at least two or more parties involved.
2. There is a common interest between parties.
3. Have definite goals and objectives.
4. Allow adequate time for the process
Basics Of Negotiation
Major Influences on the Process Choice
Issues
Timerelationship
Attitude
Rational: Why we are negotiate Objectives (Yours): Goals
priorities Differences: Possible conflicts Mode of Negotiation:
Bargaining, time frame & issues Communications
Process of Negotiation
Best Alternative To a Negotiated Agreement to produce something better
The better your BATNA the greater your power
Know Your BATNA
A. Learn never to flinch.B. Recognize that people often ask
more than they expect to get.C. The person with the most
information usually does better.D. Practice at every opportunity.E. Maintain your walk away power.
Five Ways To Negotiate Effectively
A. Self confident, patient, empathetic.B. Knowing when to start, stop & the
bottom line.C. Knowing the best alternative to a
negotiated settlement “BATNA”D. Knowing that if other party
respects you they will try harder to agree with you.
E. Aware of non-verbal communication
The Negotiator Must Be:
1. Result / Achievement Orientation 2. Knowledge of the Negotiation
process3. An understanding of people4. A grasp of your subject5. Creativity: settle on a solution
before you negotiate6. Communication skills
Basic Skills forSuccessful Negotiation
1. Relate: Building a relationship2. Explore: Interests of both sides3. Propose: One concrete proposal
addresses all underlying interests
4. Agree: Compromising & create alternatives
Skills in Negotiation Process REPA
INDIVIDUAL NEGOTIATION SKILLS
Identifying the problems Identifying potentials Success points. Empathizing Communication Objectivity of perception Constant Evaluation Positive Attitude Professional Approach Scientific Outlook