negotiation skills 02nd june'10

HEMANG DESAI

Definition:Definition:

Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement.

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

Rational: Why we are negotiate Objectives (Yours): Goals

priorities Differences: Possible conflicts Mode of Negotiation:

Bargaining, time frame & issues Communications

Process of Negotiation

Best Alternative To a Negotiated Agreement to produce something better

The better your BATNA the greater your power

Know Your BATNA

A. Learn never to flinch.B. Recognize that people often ask

more than they expect to get.C. The person with the most

information usually does better.D. Practice at every opportunity.E. Maintain your walk away power.

Five Ways To Negotiate Effectively

A. Self confident, patient, empathetic.B. Knowing when to start, stop & the

bottom line.C. Knowing the best alternative to a

negotiated settlement “BATNA”D. Knowing that if other party

respects you they will try harder to agree with you.

E. Aware of non-verbal communication

The Negotiator Must Be:

1. Result / Achievement Orientation 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 Skills forSuccessful Negotiation

1. Relate: Building a relationship2. Explore: Interests of both sides3. Propose: One concrete proposal

addresses all underlying interests

4. Agree: Compromising & create alternatives

Skills in Negotiation Process REPA

INDIVIDUAL NEGOTIATION SKILLS

Identifying the problems Identifying potentials Success points. Empathizing Communication Objectivity of perception Constant Evaluation Positive Attitude Professional Approach Scientific Outlook