best practices in negotiation unit 3

Best practices in NEGOTIATION

Mukul Gupta(Faculty of Management)

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

Best practices in negotiation

Top 10 Practice of Negotiation


Be Prepared.


Diagnose the fundamental structure of Negotiation


Identify the problem and work with BATNA


Be willing to walk away.


Master the key paradox of negotiation


Remember the Intangibles


Actively manage Coalitions


Protect your reputation


Remember the Rationality & Fairness


Learn from your experiences

CASE STUDY(Bokaro Steel Plant)



Objective

The objective of the case was to pool each other’s opinion about their role in the organization, in order to resolve grievances for building positive image based on true

endeavors and reducing negative image.

Parties involved

Top Management

32 Executives from various Department (Finance Dept, Personnel Dept, EDP Dept)

Duration

The Exercise was continued for 11 hours for 2 days with

those 32 executives from various departments.

Phases of negotiation in the case

Identification of Problem (Grievances) based on exchanging of views

Seeking for Alternate Solutions

Agreement based on dialogue with Top Management

Phase1: -PROBLEM

The key party found engaged with problem was Finance Department and Personnel Department.

The major reason was different perception regarding their qualities of their own and of various department.

Perception Pooling Exercises

For Perception Pooling and for exchanging of views and ideas few exercises named as (Microlab – Perception

Pooling Exercise - wherein people share their experiences and opinions, Image Sharing, Image Building, Empathy

Building) were used.

Perception Pooling About Finance Department

Image of finance department, drawn by personnel

department.

No proper record keeping Errors in payments No interaction with other employees Ad-hoc Decision making

Perception Pooling About Personnel Department

Image of personnel department, drawn by finance

department.

Wrong Pay fixation Shifting of blames Subsequent Corrigendum Incomplete claim for PF/gratuity

Phase2: - Seeking Alternates

Discussion among employees and executives was made and, efforts done by Executives are as follows to resolve

issues..Enquiry Counters as the Shop FloorPrompt response to final settlement Prompt payment of travel and conveyance allowance.Disbursement of salary and PF at shop floor.Time Keeping SystemComputerized StatementsProper Order DisseminationCertifying claims for PF/Gratuity/leave/LTCWindow Clearance System

Phase3: - Preparation of Agreement

After finding the best alternatives, the consultation with Top Management was done.

It was decided that full patronage will be given by top management in the implementation of the recommendation and commitment and a Home group (Team) was formed to

implement changes within 15 Days.

Recommendations

As it was all due to perceptual differences, periodical Staff Meeting should be conducted in order to maintain the

decorum of the organization.

Proper Grievance Handling committee should be framed with specified guideline of solving issues.

Proper Error free record system should be maintained by the employees.

Recommendations

Partiality should be Avoided

Mistakes should be admitted instead of shifting its blames.

An Incentive or Reward based system should be implemented in organization for raising productivity.

BATNA



BATNA

What if negotiation fails?

what if the another side of negotiation is more powerful?

what if next is more prepared?

What if tactics didn’t resulted as expected?

BATNA

There the BATNA is used…

BEST ALTERNATIVE TO NEGOTIATED AGREEMENT.

BATNA

BATNA Approach was given by Negotiation researcher Roger Fisher and William Ury of

Harward Program on Negotiation.

BATNA

Guy Burgess and Midi Burgess have adapted the concept of BATNA slightly to emphasis what they

call EATNA(Estimated Alternative to a Negotiated Agreement).

BATNAThis Approach was taken forward from a series of book on Principles of Negotiation (Getting to Yes)

BATNA

BATNA Can be defined as the most advantageous alternative course of action, can be opted if outcome of negotiation doesn’t satisfy the

party.

BATNA

As per to a saying, One should never accept a worse resolution than its BATNA.

Should take all relevant factors into consideration.

Relationship Values Time Value of Money

BATNA

BATNA increases your Negotiating Power.

BATNA

How to Develop BATNA?

BATNA

STEP1: -

List out your alternative course of action you might opt in case of negotiation failure.

BATNA

STEP 2: -

Convert the most promising option into practical choices.

BATNA

STEP 3: -

Select the best among all.

BATNA

STEP 4: -

Compare your BATNA with all proposals.

BATNA

STEP 5: -

Accept or Reject.

THANK YU

Unit – 3 (END)

best practices in negotiation unit 3

Recruiting & HR