Negotiation skills

Ahmed Elgany
Negotiation skills
Negotiation skills
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)
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
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
“ 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.”
Types of negotiation
Distributive (win-lose)
Integrative (win-win)
Benefits of win-win
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
Negotiation skills
Negotiation skills
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
‘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
Negotiation skills
Why do negotiations take place?
• Divide
• Create
• Resolve
Negotiation Skills Top 10 Tips
http://www.youtube.com/watch?feature=player_detailpage
&v=oy0MD2nsZVs
http://www.youtube.com/watch?feature=player_detailpage
&v=31EA3-4BudU
http://www.youtube.com/watch?feature=player_detailpage
&v=wqs0pbcVRP0&list=WL8D609A371427A608
http://www.youtube.com/watch?v=Nsjeot4kHDY&list=WL
8D609A371427A608&feature=player_detailpage
http://www.youtube.com/watch?list=WL8D609A371427A6
08&feature=player_detailpage&v=g81uPG7UHMI
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
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
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
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
• 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
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
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)
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?
Aspects that can influence negotiation…
• Gender
• Context
• Time
• Culture
• Communicative styles/skills
• Power dynamics
• Framing
• Others?
How to improve as a negotiator
• Look for opportunities
• Plan
• Practice
• Gain experience
• Better communication through improved listening
• Reflect
• Resort to Mediation before Litigation
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)
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Negotiation skills

  • 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.”
  • 7. Types of negotiation Distributive (win-lose) Integrative (win-win) Benefits of win-win
  • 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
  • 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
  • 14. Why do negotiations take place? • Divide • Create • Resolve
  • 15. Negotiation Skills Top 10 Tips http://www.youtube.com/watch?feature=player_detailpage &v=oy0MD2nsZVs http://www.youtube.com/watch?feature=player_detailpage &v=31EA3-4BudU http://www.youtube.com/watch?feature=player_detailpage &v=wqs0pbcVRP0&list=WL8D609A371427A608 http://www.youtube.com/watch?v=Nsjeot4kHDY&list=WL 8D609A371427A608&feature=player_detailpage http://www.youtube.com/watch?list=WL8D609A371427A6 08&feature=player_detailpage&v=g81uPG7UHMI
  • 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

  1. 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
  2. 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 .
  3. Let us never negotiate out of fear but let us never fear to negotiate
  4. 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
  5. Body signs of stress:SweatingFlushingIncreased blinkingTremorsHesitancyIrritabilityLack of smileLack of eye contactJumping Adam's appleBiting nails
  6. Body signs of stress:SweatingFlushingIncreased blinkingTremorsHesitancyIrritabilityLack of smileLack of eye contactJumping Adam's appleBiting nails
  7. Preparation: sating important and defining goals and think for a planRelation ship building : know the others, Information gathering: about the whole deal
  8. A team divided is a costly team
  9. 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
  10. Negotiation Skills Top 10 Tipshttp://www.youtube.com/watch?feature=player_detailpage&v=oy0MD2nsZVs
  11. 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
  12. Never Settle Issues Individually – Always Settle them as a Package