negotiation

NEGOTIATION

Mukul Gupta(Faculty of Management)

Trainer PD & English Communication Skills(Khandewal College of Management Science & Technology)

concept

Negotiation starts with a discussion.

concept

A usual activity of ordinary life.

concept

Negotiation includes a combination of compromise, collaboration, and possibly some pressure on vital issues.

concept

Negotiation process is commonly used for resolving differences, allocating resources, and taking other decisions.

concept

The term negotiations and the term bargaining are generally used interchangeably, but has different meaning in business

terminology.

concept

Bargaining is: -

WIN LOSE

concept

Negotiation is:-

WINWIN

characteristics

Two or More Parties

characteristics

Conflicts between Needs and Desires

characteristics

Negotiation contributes in better results.

characteristics

Surplus Equalizing Process

characteristics

Parties seeks for an Agreement with Mutual Adjustment

NATURE

A Continuous Process

NATURE

A Persuasive Activity

NATURE

A Psychological Approach Oriented process

NATURE

Soft skill that a manger need

NATURE

Process that contributes in Economic Balance

TYPES OF NEGOTIATION

INTEGRATIVENEGOTIATION

DISTRIBUTIVENEGOTIATION

INTEGRATIVE NEGOTIATION

The Concept of Integrative negotiation is based on the concept of

SYNERGY.

INTEGRATIVE NEGOTIATION

Parties cooperate to achieve maximize benefits by integrating their

interests.

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.

INTEGRATIVE NEGOTIATION

WINWIN

DISTRIBUTIVE NEGOTIATION

It may be called as Bargaining.

DISTRIBUTIVE NEGOTIATION

Based on the concept that the gain made by one person is loss incurred by the

other person.

DISTRIBUTIVE NEGOTIATION

WIN LOSE

Comparison

planning for negotiation

Planning in its simplest form is thinking in advance to respond to W factor accordingly…

planning for negotiation

Preparation

Relationship Building

Information Gathering

Information Using

Pre-Negotiation

planning for negotiation

Looking for the Possibility

Bidding

Closing the Deal

Negotiation

planning for negotiation

Implementing the Agreement

Follow-up

Post-Negotiation

STRATEGIES for negotiation

The overall plan to achieve one’s goals in Negotiation.

How is it differ from Tactics & Planning?

Approaches to Strategies

BilateralUnilateral

Strategic Modelof Negotiation

This model is known as “Dual Concern Model”

Strategic Modelof Negotiation

How much concern do I have in achieving my desired outcomes at stake in the negotiation?

Strategic Modelof Negotiation

How much concern do I have for the current and future quality of the relationship with the other party?

Strategic Modelof Negotiation

GAINR

ELAT

ION

Active-engagementStrategies

GAINR

ELAT

ION

Collaboration Accommodation

Competition

NON-engagementStrategies

GAINR

ELAT

ION

Avoidance