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NEGOTIATION SKILLS




            GROUP MEMBERS-
              PRACHI AGRAWAL
                 RENU RAI
               SONU JAISWAL
             PRASHANT SHUKLA
               VINEET GULATI
DEFINITION
“The discussion and bargaining that
  goes on between parties before a
  contract is settled or a deal is
  definitely agreed upon.”
NEGOTIATION IS……
• Negotiation is a process of bargaining in which
  two parties,each of whom have something that
  the other wants,try to reach an agreement,on
  mutually accepted terms.
• Negotiation is usually considered as a
  compromise to settle an argument or issue to
  benefit ourselves as much as possible.
NATURE OF NEGOTIATION.
• Negotiation takes place between two
  parties.Both the parties are equally
  interested in an agreed
  action/results.
• Negotiation reaches agreement
  through discussion,not
  instruction,order or
  power/influence/authority.
Conflict & Negotiation
• Conflict can be solved through
  negotiation when:
  – There are two are more parties
  – There is a conflict of interest between
    the parties
  – The parties are willing to negotiate to
    seek a better position
  – Both parties believe that entering
    negotiations as a better solution than
    breaking contact
Everyone Negotiates
• Buying a car, house or other object
  for which the price may not be fixed
• Establishing a salary, workplace
  tasks, office conditions, etc.
• Organizing team tasks or priorities
• Allocating household tasks
• Deciding how to spend a free
  evening
NEED TO NEGOTIATE
• Situations requiring negotiation

• Situations not requiring negotiation
SITUATIONS REQUIRING
        NEGOTIATION
• Formal situations



• Informal situations
FORMAL SITUATIONS
• A preannounced meeting of the two parties.
• The agenda is already fixed. Both parties
  know what is going to be discussed
• More than two persons are involved in the
  discussion.
• For formal negotiation you have time to
  prepare and fix roles for each party.
• Simple to handle than unannounced
  meetings.
INFORMAL SITUATIONS
• It is unannounced
• It involves just two persons
• It appears as casual
• It gives you no time for discussion
• Its friendly approach is meant to act as an
  influence on your final decision making
• It does not allow time to study the
  strength or weakness of the other side.
SITUATIONS NOT REQUIRING
      NEGOTIATION
• When one of the two parties/persons
  immediately accepts or agree to
  what the other is suggesting or
  asking for.

• Whenever one of the two parties
  refuses even to consider or discuss
  the suggestion or proposal.
FACTORS AFFECTING
        NEGOTIATION
• Objective factors

• Subjective factors
OBJECTIVE FACTORS
• Place


• Time
PLACE
• The place of meeting for negotiations
  influence the level of confidence.

• You can get whatever information
  /material is needed during the course of
  negotiations.

• You can extent social courtesies as a token
  of goodwill, this would move the
  negotiation towards agreement.
TIME
• Should be fixed according to mutual
  convenience.
• Time should be adequate for the
  smooth exchange of ideas
• Time to prepare and implement the
  agreement should also be fixed .
• It should be timely means it should
  be done before it is too late to secure
  an agreement.
SUBJECTIVE FACTORS
•   Presonal relationship
•   Fear
•   Future consideration
•   Mutual obligation
•   Practical wisdom
•   Categories of influence
•   Some personal questions
•   Persuasion
•   Different persuasive skills
5 Ways To Negotiate More
         Effectively
1) Learn to flinch.
2) Recognize that people often ask
   for more than they expect to get.
3) The person with the most
   information usually does better.
4) Practice at every opportunity.
5) Maintain your walk away power.
Ten Tips for Successful
        Negotiating
1.Develop "negotiation consciousness.
2. Become a good listener.
3. Be prepared.
4. Aim high.
5. Be patient.
6. Focus on satisfaction.
7. Don't make the first move.
8. Don't accept the first offer.
9. Don't make unilateral concessions.
10.Always be willing to walk away
ALWAYS TRY “WIN-WIN
   NEGOTIATING”
Negotiation skills (2)

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Negotiation skills (2)

  • 1. NEGOTIATION SKILLS GROUP MEMBERS- PRACHI AGRAWAL RENU RAI SONU JAISWAL PRASHANT SHUKLA VINEET GULATI
  • 2. DEFINITION “The discussion and bargaining that goes on between parties before a contract is settled or a deal is definitely agreed upon.”
  • 3. NEGOTIATION IS…… • Negotiation is a process of bargaining in which two parties,each of whom have something that the other wants,try to reach an agreement,on mutually accepted terms. • Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.
  • 4. NATURE OF NEGOTIATION. • Negotiation takes place between two parties.Both the parties are equally interested in an agreed action/results. • Negotiation reaches agreement through discussion,not instruction,order or power/influence/authority.
  • 5. Conflict & Negotiation • Conflict can be solved through negotiation when: – There are two are more parties – There is a conflict of interest between the parties – The parties are willing to negotiate to seek a better position – Both parties believe that entering negotiations as a better solution than breaking contact
  • 6. Everyone Negotiates • Buying a car, house or other object for which the price may not be fixed • Establishing a salary, workplace tasks, office conditions, etc. • Organizing team tasks or priorities • Allocating household tasks • Deciding how to spend a free evening
  • 7. NEED TO NEGOTIATE • Situations requiring negotiation • Situations not requiring negotiation
  • 8. SITUATIONS REQUIRING NEGOTIATION • Formal situations • Informal situations
  • 9. FORMAL SITUATIONS • A preannounced meeting of the two parties. • The agenda is already fixed. Both parties know what is going to be discussed • More than two persons are involved in the discussion. • For formal negotiation you have time to prepare and fix roles for each party. • Simple to handle than unannounced meetings.
  • 10. INFORMAL SITUATIONS • It is unannounced • It involves just two persons • It appears as casual • It gives you no time for discussion • Its friendly approach is meant to act as an influence on your final decision making • It does not allow time to study the strength or weakness of the other side.
  • 11. SITUATIONS NOT REQUIRING NEGOTIATION • When one of the two parties/persons immediately accepts or agree to what the other is suggesting or asking for. • Whenever one of the two parties refuses even to consider or discuss the suggestion or proposal.
  • 12. FACTORS AFFECTING NEGOTIATION • Objective factors • Subjective factors
  • 14. PLACE • The place of meeting for negotiations influence the level of confidence. • You can get whatever information /material is needed during the course of negotiations. • You can extent social courtesies as a token of goodwill, this would move the negotiation towards agreement.
  • 15. TIME • Should be fixed according to mutual convenience. • Time should be adequate for the smooth exchange of ideas • Time to prepare and implement the agreement should also be fixed . • It should be timely means it should be done before it is too late to secure an agreement.
  • 16. SUBJECTIVE FACTORS • Presonal relationship • Fear • Future consideration • Mutual obligation • Practical wisdom • Categories of influence • Some personal questions • Persuasion • Different persuasive skills
  • 17. 5 Ways To Negotiate More Effectively 1) Learn to flinch. 2) Recognize that people often ask for more than they expect to get. 3) The person with the most information usually does better. 4) Practice at every opportunity. 5) Maintain your walk away power.
  • 18. Ten Tips for Successful Negotiating 1.Develop "negotiation consciousness. 2. Become a good listener. 3. Be prepared. 4. Aim high. 5. Be patient. 6. Focus on satisfaction. 7. Don't make the first move. 8. Don't accept the first offer. 9. Don't make unilateral concessions. 10.Always be willing to walk away
  • 19. ALWAYS TRY “WIN-WIN NEGOTIATING”