Negotiation involves interactive communication between two or more parties to reach an agreement. It requires having goals and allowing adequate time. The major influences are issues, attitudes, relationships, and time. The negotiation process involves understanding rationales, objectives, differences, and modes of bargaining. It is important to know your Best Alternative To a Negotiated Agreement. Effective negotiation techniques include never flinching, recognizing people's expectations, maintaining information advantage, practicing, and keeping your walk away power. Successful negotiators are self-confident, know when to start and stop, understand alternatives, gain others' respect through communication, and are aware of nonverbal cues. Key skills involve being results-oriented, understanding negotiation processes and people,

1. HEMANG DESAI

2. Definition:
Negotiation is a basic means of getting
what you want from others by interactive
communication designed to reach an
agreement.

3. Basics Of Negotiation
1. There must be at least two or more
parties involved.
2. There is a common interest between
parties.
3. Have definite goals and objectives.
4. Allow adequate time for the process

4. Major Influences on the Process Choice
Issues Attitude
relationship Time

5. Process of Negotiation
 Rational: Why we are negotiate
 Objectives (Yours): Goals priorities
 Differences: Possible conflicts
 Mode of Negotiation: Bargaining,
time frame & issues
 Communications

6. Know Your BATNA
Best Alternative To a
Negotiated Agreement to
produce something better
The better your BATNA
the greater your power

7. Five Ways To Negotiate Effectively
A. Learn never to flinch.
B. Recognize that people often ask more
than they expect to get.
C. The person with the most information
usually does better.
D. Practice at every opportunity.
E. Maintain your walk away power.

8. :The Negotiator Must Be
A. Self confident, patient, empathetic.
B. Knowing when to start, stop & the
bottom line.
C. Knowing the best alternative to a
negotiated settlement “BATNA”
D. Knowing that if other party respects you
they will try harder to agree with you.
E. Aware of non-verbal communication

9. Basic Skills for
Successful Negotiation
1. Result / Achievement Orientation
2. Knowledge of the Negotiation process
3. An understanding of people
4. A grasp of your subject
5. Creativity: settle on a solution before you
negotiate
6. Communication skills

10. Skills in Negotiation Process REPA
1. Relate: Building a relationship
2. Explore: Interests of both sides
3. Propose: One concrete proposal
addresses all underlying interests
4. Agree: Compromising & create
alternatives

11. INDIVIDUAL NEGOTIATION SKILLS
 Identifying the problems
 Identifying potentials Success points.
 Empathizing
 Communication
 Objectivity of perception
 Constant Evaluation
 Positive Attitude
 Professional Approach
 Scientific Outlook