م/حسام مؤنس " ورشة العمل"
Negotiation skills
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Become exceptional negotiators through understanding negotiation concepts
1. Prepared and delivered by:
Hossam Moaness
Negotiation
Enabling You to Become
Exceptional Negotiators
2. Why Negotiation???
Introduction
Everyone Negotiates!!
› Buying a car, a house or another object for
which the price may not be fixed
› Accepting a job offer or getting a salary raise
› Organizing team tasks or priorities
› Getting Married (in Egypt)!!
› Deciding how to spend a free evening
4. “Negotiation is a give and take process of
dealing with others to reach an agreement
in a need generated environment”
Simply… The term ‘Negotiation’ means
a discussion intended to produce
an agreement
7. Competitive Negotiation
› Distributive
› Pie share
› Win-Lose
› Buyers = as low as possible
› Sellers = as high as possible
› Long term relationship not important
› Claiming as much value as possible in the
negotiation
8. Collaborative Negotiation
› Integrative
› Newspaper share
› Win-Win
› Expanding the possibilities
› Long term relationship is important
› Creating Value in negotiation
› Buyers and Sellers work together to get more
9. At the negotiation table, which fork do you use?
Competitive Negotiation Collaborative Negotiation
Types of Negotiation
Long-term expectations
10. Gavin Kennedy describes 3 types of behaviour
that we can display and encounter when in
a negotiating situation.
RED BLUE PURPLE
11. Manipulation
Aggression
Intimidation
Exploitation
Demeaning
Always seeking the best for self
No concern for person negotiating with
13. Good intentions
Two way exchange
Give me some of what I want (red)
I’ll give you some of what you want (blue)
Tit for tat strategies
Concentrating on profits
Purple behaviour incites purple behaviour
15. BATNA is an acronym for:
Best
Alternative
To
a
Negotiated
Agreement
16. BATNAs tell you when to accept and when to
reject an agreement
When a proposal is better than your BATNA:
ACCEPT IT
When a proposal is worse than your BATNA:
REJECT IT
17.
18. Reservation Point: The point at which the BATNA becomes
preferable to continuing a negotiation. In a negotiation this is
the point beyond which a party will not go.
Bargaining Range: The difference between the reservation
points of the parties. This range can be positive or negative. If it’s
negative there will be no settlement, unless one or both the
parties changes their reservation point.