negotiation skills

C R E A T I V E H O M E 1

C R E A T I V E H O M E 2

WARM UP

• What do you expect from this session?

• Please write one sentence defining negotiation.

• Are you a negotiator?

• Skills of negotiator, do you have any?

C R E A T I V E H O M E 3

AGENDA

1. Introduction.

2. Definitions.

3. Historically wise.

4. Basics of Negotiation.

5. Major influences.

6. Types of negotiation.

7. Stages of negotiation.

8. Obstacles to negotiation.

9. break

10. REPA.

11. Components.

12. Planning matters.

13. Elements.

14. Questions.

15. BATNA.

16. Successful negotiator.

17. discussion

C R E A T I V E H O M E 4

NEGOTIATION - DEFINITION

• Is a basic means of getting what you

want from others by interactive

communication designed to reach an

agreement.

C R E A T I V E H O M E 5

NEGOTIATION - DEFINITION

• Is a discussion between people, with the goal of

reaching an agreement on issues, and separating the

parties when neither party has the power to get its way.

C R E A T I V E H O M E 6

INTRODUCTION

• Prayers.

• Peace process.

• Tomato.

• Salary.

• Bathroom.

• Other eg.

• .

• ..

• …

C R E A T I V E H O M E 7

BASICS OF NEGOTIATION

• There must be at least two or more parties involved.

• There is a common interest between parties.

• Have definite goals and objectives.

• Allow adequate time for the process

C R E A T I V E H O M E 8

MAJOR INFLUENCES ON THE PROCESS

1.Issues

2.Time

3.Relationship

4.Attitude

C R E A T I V E H O M E 9

TYPES OF NEGOTIATIONS

1. Distributive negotiations.

2. Integrative negotiations.

C R E A T I V E H O M E 10

DISTRIBUTIVE NEGOTIATIONS

• often referred to as 'The Fixed Pie‘

• usually involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future.

• example: Purchasing products or services, like when we buy a car or a house.

• Ours and their interests are usually self serving.

C R E A T I V E H O M E 11

INTEGRATIVE NEGOTIATIONS

• The process generally involves some form or combination of

making value for value, concessions تنازالت in conjunction with

creative problem solving.

• Form a long term relationship to create mutual gain مكسب متبادل.

• often described as the win-win scenario.

C R E A T I V E H O M E 12

STAGES OF NEGOTIATION

• Initial Stages.

• Middle Stages.

• Ending Stages.

C R E A T I V E H O M E 13

INITIAL STAGES OF NEGOTIATION

• Plan thoroughly.

• Organize the issues.

• Focus on mutual principles and concerns.

• Be aware that the first offer is often above

expectations.

• Focus on long- term goals and

consequences.

C R E A T I V E H O M E 14

MIDDLE STAGES OF NEGOTIATION

• Revise strategies.

• Consider other options.

• Increase power by getting the other side to commit

first.

• Add credibility by getting agreements in writing.

• To get through with dead ends, just set it aside

momentarily.

• When asked for a concession, ask for a tradeoff.

C R E A T I V E H O M E 15

ENDING STAGES OF NEGOTIATION

• Counter a persistent negotiator by

withdrawing an offer.

• Do not accept verbal promises.

• Congratulate the other side.

C R E A T I V E H O M E 16

OBSTACLES TO NEGOTIATION

• Or, they may recognize the

need for bargaining but may

bargain poorly because they do

not fully understand the process

and lack good negotiating skills.

C R E A T I V E H O M E 17

•Sometimes people fail to negotiate because they do not

recognize that they are in a bargaining position.

SO

• parties must be aware of their alternatives

to a negotiated settlement

• :Weaker parties must feel assured that they

will not be overpowered in a negotiation

• :parties must trust that their needs and

interests will be fairly considered in the

negotiation process.

C R E A T I V E H O M E 18

• Negotiation seems to bring conflicts .

• Any misunderstanding that arises

between them will reinforce their

prejudices and arouse their emotions.

OBSTACLES TO NEGOTIATION

C R E A T I V E H O M E 19

SO

• To combat perceptual bias and hostility,

negotiators should attempt to gain a

better understanding of the other party's

perspective and try to see the situation

as the other side sees it.

C R E A T I V E H O M E 20

• if the “right” people are not

involved in negotiations, the

process is not likely to succeed.

OBSTACLES TO NEGOTIATION

C R E A T I V E H O M E 21

SO

• Agreements can be successfully implemented

only if the relevant parties and interests have

been represented in the negotiations.

• So, all of the interested and affected parties

must be represented. And, negotiators must

truly represent and have the trust of those they

are representing.

C R E A T I V E H O M E 22

C R E A T I V E H O M E 23

NEGOTIATION PROCESS REPA

• Relate: Building a relationship

• Explore: Interests of both sides

• Propose: One concrete proposal addresses all underlying interests

• Agree: Compromising & create alternatives

C R E A T I V E H O M E 24

THE BASIC COMPONENTS

1.Preparation

2.Objectivity

3.Strategy

4.Technique

C R E A T I V E H O M E 25

PLANNING FOR NEGOTIATION

• Rational: Why do we negotiate!

• Objectives (Yours): Goals priorities, think of other’s!

• Differences: Possible conflicts.

• Mode of Negotiation: Bargaining, time frame &

issues

• Communications.

C R E A T I V E H O M E 26

PLANNING FOR NEGOTIATION BENEFITS:

• Avoid surprises

• Provide more options

C R E A T I V E H O M E 27

BASIC ELEMENTS OF SUCCESSFUL NEGOTIATION

1. Positive Attitude

2. Knowledge of the Negotiation process

3. An understanding of people

4. A grasp فهم of your subject

5. Creativity: settle on a solution before you negotiate

6. Communication skills.

C R E A T I V E H O M E 28

PREPARATION

To brush up your ‘win-win’ negotiation skills…

C R E A T I V E H O M E 29

WHAT IS A WIN - WIN NEGOTIATION

• For a negotiation to be “win-win“,

both parties should feel positive

about the negotiation once it’s over.

C R E A T I V E H O M E 30

GOALS

• What you want to get

out of the negotiation.

• What you think the

other person wants.

C R E A T I V E H O M E 31

OBJECTIVES, ME AND HIM.

• Prepare a list.

• Expect what is the best deal for you, while the other party

wins

• Expect the least you can accept.

• Set plan B

• No deal vs. bad deal

C R E A T I V E H O M E 32

GOAL MUST BE SMART

• Specific

• Measurble

• Ambitious

• Realistic

• Time based

C R E A T I V E H O M E 33

TRADES

• What you and the other person have that can be traded for the purpose of negotiation.

• What do you each have that the other wants?

• What are you each comfortable giving away?

• Never make a concession without a trade off.

C R E A T I V E H O M E 34

ALTERNATIVES

• If you don’t reach agreement with the other person, what alternatives do

you have?

• Are these good or bad?

• How much does it matter if you don’t reach agreement?

• Does failure to reach agreement cut you out of future opportunities?

• What alternatives the other person might have?

C R E A T I V E H O M E 35

RELATIONSHIPS

• What is the history of the relationship?

• Could or should this history impact the negotiation?

• Will there be any hidden issues that may influence the

negotiation?

• How will you handle these?

C R E A T I V E H O M E 36

• Best negotiation is made with

the same people time after time

C R E A T I V E H O M E 37

EXPECTED OUTCOMES

• What outcome will people be expecting from the

negotiation?

• What has the outcome been in the past, and what

precedents سوابق have been set?

C R E A T I V E H O M E 38

CONSEQUENCES

• What are the consequences for you of winning

or losing this negotiation?

• What are the consequences for the other

person?

C R E A T I V E H O M E 39

POWER

• Who has what power in the relationship?

• Who controls resources?

• Who stands to lose the most if agreement isn’t

reached?

• What power does the other person have to

deliver what you hope for?

C R E A T I V E H O M E 40

• Knowledge is power.

• Experience is power.

• Authority is power.

• Empathy produces power.

• Rewarding and punishing offers power also.

C R E A T I V E H O M E 41

REMEMBER

Emotions can help you or harm you.

عايز اللعبة دي يا بابا

C R E A T I V E H O M E 42

POSSIBLE SOLUTIONS

• Be creative rather than competitive.

• This solves problems better.

C R E A T I V E H O M E 43

NEGOTIATION QUESTIONS

1. What aspects of the negotiation will indicate it is proceeding well or poorly?

2. What will tell you that it is time to meeting?

3. What signs will you use to decide when a change in negotiators is necessary?

4. What constitutes a “successful” negotiation?

C R E A T I V E H O M E 44

KNOW YOUR BATNA

B est A lternative T o a N egotiated A greement to

produce something better.

The better your BATNA the greater your power

• ..\Downloads\Negotiation Tip- BATNAs Good

BATTNs Better - ZEHREN-FRIEDMAN.mp4

C R E A T I V E H O M E 45

EFFECTIVE NEGOTIATOR MUST BE

Self confident, patient, empathy.

Know when to start, stop & your bottom line

Know your best alternative to a negotiated

settlement “BATNA”

If other party respects you they will try harder to

agree with you

Aware of non-verbal communication

C R E A T I V E H O M E 46

C R E A T I V E H O M E 47

REMEMBER

• Every thing is negotiable

• No deal is better than a bad deal

C R E A T I V E H O M E 48

Professionals

respect

professionals.

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