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• Negotiating SkillsNegotiating Skills
Presented By:
Muhammad Umair Khan
Date: 23/04/10
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 relationship
2.Explore: Interests of both sides
3.Propose: One concrete proposal addresses all underlying interests
4.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: