negotiation skills with sumair abro
TRANSCRIPT
S he raton, KarachiOct 20th, 2009
Positive Attitude Participate Manage time Turn mobile phones silent/off/vibration Smoking in designated area only Enjoy!
‘Never fear to negotiate, but never negotiate out of fear’
“World’s Most
Admired
Company
2009”
Understanding/Practicing Negotiation Your ‘Negotiation/Leadership Style’ Learning from Expert Negotiators Breakthrough Negotiation Approach –
Harvard Business School
Define Negotiation…
Exchange of ideas to reach an agreement Four Possible Outcomes Short term◦ Win/Lose◦ Lose/Win◦ No outcome
Long term-relationship oriented◦ Win/Win
Right ThingRight WayRight PlaceRight Time
Time Information Power
IF-THEN
Bill Clinton goes to see a poor man and says, "I Bill Clinton goes to see a poor man and says, "I want to arrange a want to arrange a m a r r ia g e f o r y o u r m a r r ia g e f o r y o u r
. " , " s o n Th e p o o r m a n r e p lie s I. " , " s o n Th e p o o r m a n r e p lie s I n e v e r in t e r f e r e in m y n e v e r in t e r f e r e in m y ' ." s o n s l if e' ." s o n s l if e
, " C lin t o n r e s p o n d s B u t t h e g ir l is , " C lin t o n r e s p o n d s B u t t h e g ir l is ’ ." B a r r a c k O b a m a s d a u g h t e r ’ ." B a r r a c k O b a m a s d a u g h t e r
" , . . ." We ll in t h a t c a s e" , . . ." We ll in t h a t c a s e Next Clinton approaches Barrack Obama. "I have a husband Next Clinton approaches Barrack Obama. "I have a husband for your daughter." "But my daughter is too young to marry." for your daughter." "But my daughter is too young to marry." "But this young man is already a vice president of the World "But this young man is already a vice president of the World Bank." Bank." "Ah, in that case..." "Ah, in that case..."
F in a lly C lin t o n g o e s t o s e e t h e F in a lly C lin t o n g o e s t o s e e t h e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e
a a young man to recommend to you as a vice young man to recommend to you as a vice president." "But I already have president." "But I already have m o r e v ic e m o r e v ic e
." " p r e s id e n t s t h a n I n e e d B u t t h is ." " p r e s id e n t s t h a n I n e e d B u t t h is ’ -y o u n g m a n is B a r r a c k O b a m a s s o n ’ -y o u n g m a n is B a r r a c k O b a m a s s o n
- ." in la w- ." in la w"Ah, in that case...."
Each team to think of a skit based on a scenario
Each team to act out the scenario using body language
NO WORDS NOTHING WRITTEN JUST BODY LANGUAGE Audience to guess the scenario
What topics will be discussed in the negotiation?
What is your ideal outcome for this negotiation?
What information sources will you use? What issues can be negotiated?
Must Have:Must Have:◦ What are things you must What are things you must
absolutely haveabsolutely have Intend to Have:Intend to Have:◦ List of things/items which in the List of things/items which in the
most ideal scenario you would most ideal scenario you would like to havelike to have
Nice to Have:Nice to Have:◦ Nice to have but not critically Nice to have but not critically
important to youimportant to you
FUNCTIONAL FIXEDNESS