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
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.
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