3. Negotiation defined as…
• “a form of Decision making
• in which Two or more parties talk with one another in an effort to
Resolve
• their opposing Interests
(Lewicki, Barry and Saunders, 2010, p. 3)
4. It is so important to remove the anxiety and
fear and be like children when it comes to this
skill.
Children are the world‟s greatest negotiators.
“Let us never negotiate out of fear. But let us
never fear to negotiate.” – John F. Kennedy
5. TE Data
TE Data was established in 2001 by Telecom Egypt to function as its data
communications and Internet arm. TE Data was awarded a Class A license, from Egypt's
National Telecommunications Regulatory Authority (NTRA), which allows TE Data to
build its own national network, and operate its international data gateway.
The company is the Internet Service Provider market leader in Egypt with a DSL market
share of more than 60% ending 2010. Currently, with operations in Egypt and Jordan and
ambitious plans in other parts of the MENA region, TE Data's portfolio includes
narrowband and broadband Internet access services, managed dedicated Internet access
services, IP VPN connectivity services, and global connectivity services. TE Data's
portfolio of services covers the communications needs of all whether consumers, small
and medium enterprises, large corporations, and Internet Service Providers. TE Data
service‟s purpose is to cater for everybody's needs online.
ISO ID# 9105064548 TYPE # ISO 9001:2008 & ISO/IEC 27001:2005
6. “ A form of DECISION MAKING in which
TWO or more parties talk with one another in
an effort to RESOLVE their opposing
INTEREST ”
Negotiation is a method by which people settle differences. It is
a process by which compromise or agreement is reached while
avoiding argument. In any disagreement, individuals
understandably aim to achieve the best possible outcome for
their position (or perhaps an organization they represent).
However, the principles of fairness, seeking mutual benefit and
maintaining a relationship are the keys to a successful outcome.
achieve whatever you want without the fear of conflicts or misunderstandings. It is a
peaceful way of accomplishing things without making anyone angry.
Negotiation takes place when two or more people, with differing views, come together
to attempt to reach agreement on an issue. It is persuasive communication or bargaining.
“Negotiation is about getting the best possible deal in the best possible way.”
8. Negotiating skills
Tact & diplomacy
Awareness of body language
Effective listening skills
Assertiveness
Empathy
Patience
The ability to remain calm & deal with conflict
Accurate note taking/record keeping
9.
10.
11. 1. Preparation
2. Introductions & Entry: Setting the Stage
3. Information Gathering & Exploration
4. Option Generation of Possible Resolutions
5. Option Analysis and Bargaining
6. Agreement Finalization & Closure
12. ‘Tack to achieve your Strategy’
• Strategy: Overall plan to achieve one‟s goals in a
negotiation
• Tactics: Short-term, adaptive moves designed to
enact or pursue broad strategies
16. BATNA
• Best Alternative to Negotiated Agreement
• These alternatives are outside the negotiation and
are typically implemented without the buy in of the
other
• Focus on what you want to achieve and the different
ways to accomplish this
17. The Role of BATNA
• Alternatives give the negotiator Power to walk away
from the negotiation
Key aspects to consider about BATNA
• If alternatives are attractive…
Set their goals higher
Make fewer concessions
• If there are no attractive alternatives…
Negotiators have much less bargaining power
18. Six stages of negotiation
1.Establish your objectives
2.Establish other party’s objectives
3.Frame negotiation as a joint search for a solution
4.Identify areas of agreement
5.Trouble shoot disagreements: bargain & seek
alternative solutions, introduce trade offs
6. Agreement and close: summaries and ensure
acceptance
19. The Three „Ps‟:
• Position (power?)
• Perspective (empathy)
• Problems (solutions)
Factors for success:
• Legitimacy of your case
• Confidence in presenting it
• Courtesy to the other party
• Adaptation to the other party‟s style
• Rapport
• Incentives and trade offs
• Research the bigger picture
How to influence others
20. • Aim high to begin with – easier to lose ground than gain
• Give concessions ‘reluctantly’
• Break down complex deals
• Language:
• Make proposals with open questions such as:
• “what would happen if we…?”
• “suppose we were to…”
• “what would be the result of?”
• Dealing with stone-walls: “what would need to happen for you to
be willing to negotiate over this?”
• Always get agreement in written
Tips
21. Bargaining and Negotiation
• Bargaining (Distributive):
• competitive, win-lose situation
• Negotiation (Integrative):
• win-win situations
• mutually acceptable (beneficial) solution
• * In real world scenarios both aspects are present
22. Six Characteristics of a Negotiation
• Two or more parties
• Conflict of Needs and Desires between parties
• Parties negotiate by Choice (think we can get a better deal )
• We expect a Give and take ” process (reciprocity)
• Parties Search for agreement
• Management of Tangibles (price, widgets )and resolution of an
intangibles (reputation, honor, feelings, pride…psychological
motivators)
23. Develop a Pre-Plan
• Who are the participants?
• What are the issues? (Bargaining mix)
• Distributive…Integrative?
• What are our goals?- RP/TP/BATNA
• When do we walk away?
• How can we measure “success”?
• What strategies/tactics can we use?
24. Aspects that can influence negotiation…
• Gender
• Context
• Time
• Culture
• Communicative styles/skills
• Power dynamics
• Framing
• Others?
25. How to improve as a negotiator
• Look for opportunities
• Plan
• Practice
• Gain experience
• Better communication through improved listening
• Reflect
• Resort to Mediation before Litigation
26. In conclusion
• Know the issues
• Have RP/TP/BATNA
• Develop strategic plan
• Measured success
• Clarify expectations
• Reflect
• What type of scientist/scholar do I want to be?
• What is my “science identity”? (Tran Herrera, & Gasiewski, 2009)
Notes de l'éditeur
We all will agree that nobody has ever gained anything out of conflicts and disagreementsTo conclude, negotiation is simply a technique, a discussion among individuals to reach to a mutual agreement where everyone gains something or the other and conflicts are avoided.Negotiation is the process by which we search for terms to obtain what we want from somebody who wants something from us..A discussion set up or intended to produce a settlement or agreement
ومن ثم كان طابع الشورى في الجماعة مبكراً , وكان مدلوله أوسع وأعمق من محيط الدولة وشؤون الحكم فيها . إنه طابع ذاتي للحياة الإسلامية , وسمة مميزة للجماعة المختارة لقيادة البشرية . وهي من ألزم صفات القيادة .
Let us never negotiate out of fear but let us never fear to negotiate
We all will agree that nobody has ever gained anything out of conflicts and disagreementsTo conclude, negotiation is simply a technique, a discussion among individuals to reach to a mutual agreement where everyone gains something or the other and conflicts are avoided.Negotiation is the process by which we search for terms to obtain what we want from somebody who wants something from us..A discussion set up or intended to produce a settlement or agreement
Body signs of stress:SweatingFlushingIncreased blinkingTremorsHesitancyIrritabilityLack of smileLack of eye contactJumping Adam's appleBiting nails
Body signs of stress:SweatingFlushingIncreased blinkingTremorsHesitancyIrritabilityLack of smileLack of eye contactJumping Adam's appleBiting nails
Preparation: sating important and defining goals and think for a planRelation ship building : know the others, Information gathering: about the whole deal
A team divided is a costly team
To agree on how to share or divide a limited resourceTo create something new that neither party could attain on his or her ownTo resolve a problem or dispute between the parties
Negotiation Skills Top 10 Tipshttp://www.youtube.com/watch?feature=player_detailpage&v=oy0MD2nsZVs
Power to walk awayIf alternatives are attractive, negotiators can:Set their goals higherMake fewer concessionsIf there are no attractive alternatives:Negotiators have much less bargaining power
Never Settle Issues Individually – Always Settle them as a Package