Group Members

Wajeeh-ur-Rehman 923

Sakhwat Ali 888

Ali Nadeem 883

Farhan Khan 928

Umer Saleem 919

Ahmad Abdullah 893

Resolving The Conflict

Law suit: In this Both of the parties

are opposite to each other .Attorneys present their case and ends-upon a win-lose attitude

Arbitration: When two parties are not

able to resolve their conflicts, the third Party interfere and objectively gives the decision. It may end in a win-lose or lose-lose attitude.

Negotiation

Definition.

Negotiation is a Discussion between two Parties to find out the solution when parties are having same or different opinion. It ends upon a win-win attitude.

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

Why Do We Negotiate"In a successful negotiation, everyone wins. The objective should be agreement, not victory."

Need To NegotiateComplex Negotiations

Competing Business

Employees

Change in Society

Advantages of Negotiation skills

Better control in Business and personal situations

Identifying Interests

Win-Win Solution

Improve Relationship

Less time Reduces Stress & Frustration

Presentation By:

Wajeeh-ur-Rehman

923(E)

BAGAINING

Its is Not a vast term and deals with items only.

Integrative and Distributive Bargaining Strategies

Integrative strategies (win-win attitude)

Distributive strategies (win-lose attitude)

Integrative Bargaining occurs when the two sides look not just for their own outcomes, but for favorable outcomes for both sides. It is sometimes called Win-Win bargaining or Non-Zero-Sum bargaining

Requirements For Integrative Bargaining Strategies

1. An adversarial approach

2. a problem-solving orientation

3. an ability to "bluff" effectively

4. an ability to ignore the other side’s interests and priorities

A distributive bargaining strategy is based on attempt to divide up a fixed pie or amount of resources, resulting in a win-lose situation.

Process of distributive bargaining strategy1. In distributive bargaining, the focus is on

achieving immediate goals, with little or no regard for building future relationships.

2. Little time or energy or energy is expanded in resolving the conflict in a distributive negotiation, resulting in the generation of few if any creative solution.

3. One or two fixed solutions are presented and a decision or choice is expected almost immediately.

BARGAINING Distributive Vs Integrative

Distributive1. One issue (or one at a

time)2. “Win-Lose”3. Maximize share of

“fixed pie”4. One-time relationship5. Keep interests hidden6. One expressed position

for each issue7. Keep information

hidden

Integrative1. Several issues2. “Win-Win”3. “Expand the pie” by

creating and claiming value

4. Continuing long-term relationship

5. Share interests with other party

6. Create many options per issue to maximize mutual gains

7. Share information, explain “why” of issue

Presentation By:

Sakhawat Ali

888(E)

Umer Saleem

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Few Useful TipsFew Useful Tips

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Importance of the outcome:

Identify the importance of the outcome for you. Only negotiate when the matter is something you truly care about and when you have a chance of succeeding.

Look forward:Look forward, not

backward. Its easy to get caught up in who did what and who is to blame. We sometimes do this to avoid having the problem or just out of habit.

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Win-Win attitude:

Adopt a win-win attitude. Negotiation is a collaborative between parties with common interests and objectives.

• BATNA:

Know your best alternative to a negotiated agreement (BATNA). Results from a negotiation can be improved by

identifying your best alternative

for each of your goals.

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Go into the negotiation with objective criteria. Objective criteria should be independent of each side’s will and should be legitimate and practical.

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Use a third party. When two parties can’t arrive at a mutually agreeable resolution, it can be helpful to involve a third party. Respond, don’t react.

EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION

Presentation By:

Umer Saleem

919(E)

Not all negotiation involve two individuals, some negotiation involve teams of individuals as third parties and global negotiation partners.

Third-party Negotiations

Third party helps to develop a shared agreement between two opposing parties

•A third party offers each party a chance to “VENT” in a nonthreatening environment.

•Chance to disclose your feelings about the situation.

•You and the other party can both benefit from the experience and expertise of third party.

•Third party help the negotiating parties to organize their thoughts and develop options that may be acceptable to both parties.

Types Of Third Party

MEDIATOR

ARBITRATOR

CONCILIATOR

CONSULTANT

•A MEDIATOR is a natural party who has no stake in the outcome of agreement.

•An ARBITRATOR is a natural third party who has the legal power to bind both parties in an agreement determined by arbitrator.

•A CONCILIATOR is a trusted third party whose role is insure to that a steady flow of accurate information exist between the negotiating parties.

•A CONSULTANT is a natural third party who teaches and advises the negotiating parties on skills and techniques of negotiation.

Negotiations between domestic and foreign firms is known as Global negotiations.

1. Name.2. Rank/title.3. Time.4. Dress.5. Behavior.6. Communication.7. Gift giving.8. Food and drinks.