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Negotiation Skills 3

Negotiation Skills 3


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    Negotiation Skills 3 Negotiation Skills 3 Presentation Transcript

    • Negotiation
    • Definition:
      • Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement
    • Dictator Difference In Opinion Share Or Exchange Conflict Yes but / No because Negotiate Could Not Process Leads To TO Solve Leads To Development of the Idea of Negotiation
      • There must be at least two or more parties involved.
      • There is a common interest between parties.
      • Have definite goals and objectives.
      • Allow adequate time for the process
      Basics Of Negotiation
    • Major Influences on the Process Choice Issues Time relationship Attitude
      • Positive Attitude
      • Knowledge of the Negotiation process
      • An understanding of people
      • A grasp of your subject
      • Creativity: settle on a solution before you negotiate
      • Communication skills
      Basic Elements of Successful Negotiation
      • Relate: Building a relationship
      • Explore: Interests of both sides
      • Propose: One concrete proposal addresses all underlying interests
      • Agree: Compromising & create alternatives
      Negotiation Process REPA
      • Benefits:
      • Avoid surprises
      • Provide more options
      Planning For Negotiation
      • Process:
      • Rational: Why we are negotiate
      • Objectives (Yours): Goals priorities
      • Differences: Possible conflicts
      • Mode of Negotiation: Bargaining, time frame & issues
      • Communications
      Planning For Negotiation
      • Protect your self from agreement you reject
      • Make the most assets to satisfy your interests.
      Objectives of Power Negotiation HOW ?
      • B est A lternative T o a N egotiated A greement to produce something better
      • The better your BATNA the greater your power
      Know Your BATNA
      • Learn to flinch
      • Recognize that people often ask more than they expect to get
      • The person with the most information usually does better
      • Practice at every opportunity
      • Maintain your walk away power
      Five Ways To Negotiate Effectively
      • Self confidence, patient, empathy.
      • Know when to start, stop & your bottom line
      • Know your best alternative to a negotiated settlement “BATNA”
      • If other party respects you they will try harder to agree with you
      • Aware of non-verbal communication
      The Negotiator Must Be:
    • Thank you