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NegotiationSubmitted by

N. P. Santhosh Kumar (BA842)

S.I.M.Trichy.

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The word "negotiation" is from the Latin expression, "negotiatus", past participle of " negotiare" which means "to carry on business “

Source: Wikipedia

Process of bargaining that precedes an agreement. Successful negotiation generally results in contract between the parties.

Source: Answers.com

Meaning:

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Why are People afraid of NegotiationI may lose something important

Many negotiators make themselves vulnerable because they have preconceived ideas.

They think that “Their Win is Our Loss”

I am not the right sort of person for this

They think of that it is being “tough, aggressive, dishonest, forceful etc”.,

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Where the Negotiation Used?...

Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations

Is negotiation used in personal Life?...

Yes of course!, in personal situations such as marriage, divorce, parenting, and everyday life.

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PreparePracticeParticipate

ReceiveRepeatRequestReview

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There are SIX steps as they are..PreparingDeveloping a strategyGetting StartedBuilding understandingBargainingClosing

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Setting Objectives

Top Line objectiveTarget objective andBottom Line objective

Assessing the other side’s case

Assessing the strengths and weakness

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What Style to Adopt…CollaboratingCompromisingAccommodatingControllingAvoiding

What tactics to use…Where to negotiateWhen to negotiateThe first meeting

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Opening the NegotiationSetting the agenda

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Getting InformationOpen QuestionsProbing QuestionsClosed QuestionsHypothetical Questions

Testing Arguments and PositionsUsing Timing and Adjournments

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Negative (Win – Lose) Hard Negotiation is aggressively and getting your

own way at all cost. The danger here is that you might win this time around, but at a potential high cost. The other party may refuse ever to deal with you again can you find afford to destroy relationship in this manner

Positive (Win – Win) It is arguably always better to look for a fair &

Mutually Beneficial outcome that way the door is left open for you to do business again in future.

You Build Rather than break Relationships.

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Closing

Formulate an agreement

Ensuring implementation

Reviewing your negotiating experience

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Common Mistakes in NegotiationEntering negotiations with a preset mindset.Not knowing who has final negotiating authorityNot knowing precisely what power they possess

and how to use it effectivelyFailing to advance positions and arguments of

substanceLosing controlFailing to let the other side make the first offerIgnoring time and location as a negotiating

weaponGiving up when negotiation seems to have

reached a deadlockNot knowing the right time to close

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DRIVED

Data or Factual IssueR

Relational IssueI

Interest IssueV

Value IssueE

Emotional Issue

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Any Clarifications?...

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The More You Sweat in Practice,

The Less you Bleed in Battle…

Thank You Friends…