negotiation skills ppt
TRANSCRIPT
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NEGOTIATION SKILLS
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MEANING
• Negotiation is an interactive communication process that takes place when a person wants something from somebody and somebody wants something from a person. It is a dialogue intended to resolve disputes or produce an agreement upon courses of action to bargain for individual or collective advantage or to identify outcomes that satisfy various interests.
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TYPES & STYLES OF NEGOTIATIONS
• DISTRIBUTIVE AND INTEGRATIVE
• AVOIDING• COMPETING• ACCOMODATING• COLLABORATING• COMPROMISING
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BARRIERS
• DIEHARD BARGAINER• LACK OF TRUST• STRUCTURAL IMPEDIMENTS• SPOILERS• CULTURAL AND GENDER DIFFERENCES• COMMUNICATION PROBLEMS
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ROLE OF COGNITION
• ESCALATION• BOUNDED REALITY• PARTISAN PERCEPTION• NEGATIVE AND POSITIVE THOUGHTS• IRRATIONAL EXPECTATIONS• OVERCONFIDENCE
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UNETHICAL PRACTICES IN NEGOTIATION
• COMPETITIVE BARGAINING• MAKING MISLEADING STATEMENTS• FALSE PROMISES• GATHERING INFO IN INAPPROPRIATE MANNER• ATTACKING OPPONENTS IN TERMS OF THEIR
WEAKNESS• INFORMATION EXPLOITATION• MAXIMISING• CHANGE OF MIND• DISTRACTIONS• RUDE BEHAVIOR
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ETHICAL CRITERIA
• GOLDEN RULE- behave with others as you would expect them behave with you• UNIVERSALISM- people should not be used as a
means for one’s own ends• UTILITARIANISM-doing acts that generate
maximum welfare to maximum number of people• DISTRIBUTIVE JUSTICE- distributing the fruits as
one deserves
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TEAM BUILDING & TYPES
• Team implies unity of purpose, collaboration and commitment to a goal. A team is a group whose members work intensely with each other to achieve a specific common goal or objective that are mutually accountable.
• SENIOR MANAGEMENT TEAMS• TASK FORCES• QUALITY CIRCLES• SELF-MANAGED WORK TEAMS• VIRTUAL TEAMS• PROJECT TEAMS
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ADVANTAGES
• Creative solutions to problems• Winning the commitment of people to implement
decisions.• Communication• Coordination and cooperation• Synergy• Motivation• High performance
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ESSENTIALS OF AN EFFECTIVE TEAM
• Competence of members• Clear and common goal• Commitment of members• Open and transparent communication• Supportive environment• Effective leaders
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EFFECTIVE TEAM PLAYER SKILLS
• Open-mindedness• Emotional stability• Accountability• Problem solving ability• Communication skills• Conflict resolution skills• Trust
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GUIDE TO IMPROVE TEAM SKILLS
• Determine the specific expectations of a team• Discover the roles of a team in a broader sense• Discover individual expectations as a team
player.• Determine how your role contributes to team
efforts• Clarifying role relationships• Be supportive and facilitator• Accept help from other members and leaders• Promote good relations and seek harmony
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DIFFERENT TEAM ROLES
• Plant• Resource investigators• Coordinator• Shaper• Monitor evaluator• Team worker• Implementer• Finisher• Specialist
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QUALITIES OF A LEADER• Vision• Courage• Energy• Intelligence and intuitive power• Emotional maturity• Objectivity• Integrity• Communication skills• Rapid learner• Empowering and engaging others• Self confidence• Assertive• Credibility
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TYPES OF LEADERS
• Charismatic leaders• Autocratic leaders• Laissez Faire Leaders• Participative Leaders• Transactional Leaders• Transformational Leaders• Ethical Leaders• Servant leaders
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DESTRUCTIVE LEADERSHIP
• Abusive Leadership• Petty tyranny• Supervisor undermining• Negative mentoring experiences• Workplace bullying• Personalised charismatic leadership
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BOOSTING TEAM SPIRIT
• Encouraging identity• Diverse group• Engaging members according to their capabilities• Inspiring leadership• Communication• Sense of contribution• Empower
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CONFLICT RESOLUTION & TYPES
• Conflict refers to perceived incompatibilities resulting from some form of interference or opposition. Conflict is a tension or turmoil caused among individuals due to their different goals and perspectives.• Intrapersonal• Interpersonal• Intergroup• Interorganisational
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SOURCES OF CONFLICT
• Scarce resources• Structure• Personality clashes• Power and status differences• Goal differences• Communication breakdown
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CONFLICT HANDLING STYLES/STRATEGIES
• Competing • Collaborating• Compromising• Avoiding• Accommodating