negotiation skills
Post on 19-Sep-2014
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م/حسام مؤنس " ورشة العمل" Negotiation skills الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب و ضمن موديول الطوارئ و التخدير و العناية المركزةTRANSCRIPT
Prepared and delivered by:
Hossam Moaness
NegotiationEnabling You to Become
Exceptional Negotiators
Why Negotiation???
Introduction
Everyone Negotiates!!› Buying a car, a house or another object for
which the price may not be fixed› Accepting a job offer or getting a salary
raise› Organizing team tasks or priorities› Getting Married (in Egypt)!!› Deciding how to spend a free evening
1. Introduction
2. Negotiation Types &
Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
“Negotiation is a give and take process of dealing with others to
reach an agreement in a need generated environment”
Simply… The term ‘Negotiation’ means a discussion intended to produce an agreement
Definition of Negotiation
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
Competitive Negotiation
Collaborative Negotiation
Types of Negotiation
Competitive Negotiation
› Distributive› Pie share› Win-Lose› Buyers = as low as possible› Sellers = as high as possible› Long term relationship not important› Claiming as much value as possible in the
negotiation
Collaborative Negotiation
› Integrative› Newspaper share› Win-Win› Expanding the possibilities› Long term relationship is important› Creating Value in negotiation› Buyers and Sellers work together to get
more
At the negotiation table, which fork do you use?
Competitive Negotiation
Collaborative Negotiation
Types of Negotiation
Long-term expectations
NEGOTIATING BEHAVIOURGavin Kennedy describes 3 types of behaviour that we can display and encounter when in a negotiating situation.
RED BLUE PURPLE
Manipulation Aggression Intimidation Exploitation Demeaning Always seeking the best for self No concern for person negotiating with
RED Behaviour
BLUE Behaviour
Win win approach Cooperation Trusting Pacifying Relational Giving
PURPLE Behaviour
Good intentions Two way exchange Give me some of what I want (red) I’ll give you some of what you want
(blue) Tit for tat strategies Concentrating on profits Purple behaviour incites purple
behaviour
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
BATNABATNA is an acronym for:
Best
Alternative
To
a
Negotiated
Agreement
Why BATNAs Matter
BATNAs tell you when to accept and when to
reject an agreement
When a proposal is better than your BATNA: ACCEPT IT
When a proposal is worse than your BATNA: REJECT IT
Zone of Possible Agreement (ZOPA)
Reservation Point: The point at which the BATNA becomes preferable to continuing a negotiation. In a negotiation this is the point beyond which a party will not go.
Bargaining Range: The difference between the reservation points of the parties. This range can be positive or negative. If it’s negative there will be no settlement, unless one or both the parties changes their reservation point.
Zone of Possible Agreement (ZOPA)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
Preparing for Negotiation
Preparing for Negotiation
1. Know yourself and who you represent
Preparing for Negotiation
2. Define your interests and the outcomes you want to achieve
Preparing for Negotiation
3. Do your research
Preparing for Negotiation
4. Know your and their BATNA
Preparing for Negotiation
5. Try to predict your ZOPA
Preparing for Negotiation
6. Set realistic expectations
Preparing for Negotiation
7. Decide your Walk-Away price
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
Proceeding in Negotiation
1. Approach
2. Exploration
3. Bargaining
4. Conclusion
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
Negotiation Tactics
Negotiation Tactics
Highball
Negotiation Tactics
Lowball
Negotiation Tactics
Big Fish
Negotiation Tactics
Bluff
Negotiation Tactics
Good cop/bad cop
Negotiation Tactics
Delays
Negotiation Tactics
No Authority
Negotiation Tactics
Change the Negotiator
Questions