DefinitionDefinition::

Negotiation is a basic means of getting what you want

from others by interactive communication designed to

reach an agreement

DictatorDifference

In Opinion

Share Or

Exchange

ConflictYes but/

No becauseNegotiate

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

1.Positive Attitude 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 Elements of Successful Negotiation

1.Relate: Building a relationship2.Explore: Interests of both sides3.Propose: One concrete proposal

addresses all underlying interests4.Agree: Compromising & create

alternatives

Negotiation Process REPA

1.Benefits:

- Avoid surprises

- Provide more options

Planning For Negotiation

2.Process:A.Rational: Why we are negotiateB.Objectives (Yours): Goals

prioritiesC.Differences: Possible conflictsD.Mode of Negotiation:

Bargaining, time frame & issuesE.Communications

Planning For Negotiation

1.Protect your self from agreement you reject

2.Make the most assets to satisfy your interests.

Objectives of Power Negotiation

•Best Alternative To a Negotiated Agreement to produce something better

•The better your BATNA the greater your power

Know Your BATNA

A.Learn to flinchB.Recognize that people often ask

more than they expect to getC.The person with the most

information usually does betterD.Practice at every opportunityE.Maintain your walk away power

Five Ways To Negotiate Effectively

A.Self confidence, patient, empathy.B.Know when to start, stop & your

bottom lineC.Know your best alternative to a

negotiated settlement “BATNA”D.If other party respects you they will

try harder to agree with youE.Aware of non-verbal communication

The Negotiator Must Be: