Negotiation

-- MP18030, MP18027
 Negotiation…

 Negotiation is the process of conferring to arrive at an agreement between

different parties, each with their own interest and Preferences.
 They are a constant feature of everyday life.
 A Give and Take Decision with different preferences of the parties.
A Best Negotiation Practice

Preparation

• Understanding the issues and people and equipping the

team for the process.

Relationship

• Developing a strategy for maintaining the relationship

before, during and after negotiation. a strategy for maintain
the relationship before, during and after negotiations.

Communication
• Building trust by applying an open communication style.

Problem Solving

•Exploring options and strategies for reaching agreement.

 Identities of Negotiation

Two Expecting an
Parties Outcome

Parties willing to
Predetermin
modify their ed Goals
Positions

Parties Should
Expecting
understand the
an
purpose of their
Outcome
negotiation.
 Why Negotiate?

Agree • To reach an agreement

ment

• To make a point
Point

Argu • To settle an argument

ment

Comp • To compromise
romis
e

Oppo • To Beat the Opposition

sition
 Two Forms of The Activity

Distributive

Negotiation

Integrative
 Distributive Negotiation

 Operates under a zero sum game.

 The gain made by one person is loss incurred by other
person.
 Each person defines ultimate point of settlement.
 Integrative Negotiation

 Both parties involved in negotiation process jointly look at the

problem, try to search for alternatives and try to evaluate
them and reach a mutually acceptable decision or solution

 Co-operate to achieve maximum benefits by integrating their

interests.
Distributive Versus Integrative Negotiation
 Three Questions to Prepare Before Entering into a
Negotiation.

How are you asking?

Why are you asking?

For whom are you

asking?
 Three Tips Entering into a Negotiation

Expect the Unexpected

Be Tough to the Cause and Kind to the People

Thank You