A short, crisp presentation on Negotiation skills

1. NEGOTIATION SKILLS
Debasreeta Chakrabarti 14020541011
Dennis Marcell 14020541012
Ruchi Doshi 14020541013
Gatha Kapadiya 14020541014
Gaurav Singh Chauhan 14020541015
Group-3
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Presented By:

2. What is Negotiation?
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Negotiation is
a dialogue between two or more
people or parties intended to:
• reach an understanding
• resolve points of difference
• gain advantage for an individual
or collective
• to craft outcomes to satisfy
various interests

3. Why Negotiate?
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• To convince people
• To agree upon sharing a limited resource
• To resolve a problem or dispute between parties
• To sell a product or service
• To narrow gap and solve problem
• To establish relationship

4. Types of Negotiation
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DISTRIBUTIVE (Zero Sum)
Is described as win-lose bargaining
because : whatever one side gains
comes at the expense of the other party –
what is “Win” by one is “Lost” by other
INTEGRATIVE
Parties comes into an agreement in
an amicable manner ;
Win-Win situation for the parties involved
A’s goals
and
demands
B’s goals
and
demands
Negotiator A’s
goals and
strategies
Negotiator B’s
goals and
strategies

5. TYPES OF INTEGRATIVE NEGOTIATION
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6. COMPARISON
Distributive Negotiation
• Little cooperation
• What I gain is what you lose
• Win-Lose
• Future relationship are not
priority
Integrative Negotiation
• Strong cooperation
• Mutual gain
• Win-Win
• Future relationship are priority
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7. Skills of a Negotiator
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• Problem analysis
• Preparation
• Active listening
• Emotional control
• Verbal communication
• Collaboration & Teamwork
• Problem Solving
• Decision making

8. Common mistakes to be avoided
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• Inadequate preparation
• Use of intimidating behaviour
• Impatience
• Loss of temper
• Talking too much
• Listening too little
• Indifferent body language
• Arguing instead of influencing

9. The Process of Negotiation
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• Preparation
• Information Sharing
• Bargaining
• Finalizing the Deal

10. The Process of Negotiation
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“You don’t get what you deserve, you get what you negotiate”
• Create options
• Select fair standards
• Select your strategy, tactics and counter tactics
• Develop a solid and approved team negotiation plan
Preparation

11. The Process of Negotiation
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• Specify what you want
• Problem identification
• Put forward the solutions
• Focus on objectives
• Listen carefully and question thoroughly
• Seek compromise: get a win/win if possible
• Remember optimum and fallback positions
Information Sharing

12. The Process of Negotiation
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The ultimate goal of bargaining is a Win-Win negotiation.
Some basic tips:
• Play your cards close to your chest
• Be realistic
• Knowing when to compromise
• Do not get into a debate
• Try and be positive and listen
Bargaining

13. The Process of Negotiation
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The deal finally comprises of the accepted negotiated proposal that is in
accordance with the norms of both the negotiating parties.
When closing the deal consider
• Do you have what you want?
• Do they have what they want?
• Do you both understand the potential non deal by not closing or reaching
agreement?
•Do not offer further concessions!
• Agree the measures that will be applied to record fulfillment of the deal.
Finalizing the deal

14. THANK YOU
You cannot negotiate with people who say what’s mine is mine
and what’s yours is negotiable
- John F Kennedy
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Symbiosis Institute of Telecom
Management
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