negotiation
TRANSCRIPT
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