EFFECTIVE NEGOTIATION

SKILLS
(A WIN WIN STRATEGY)

Prepared by:
Mridul

Amit
Negotiation is:
1. A process through which Parties move from initially divergent
positions to a point where agreement may reached
2. A technique that enables us to persuade & convince others to accept
our way of thinking/doing without their feeling shortchanged.
3. The objective of successful negotiation is not necessarily to charge the
highest possible prices for your products, or to pay the minimum price
possible for your offers
But
 To creatively put together solutions to problems that ensure:
1. the best possible outcome for your business
2. Customers who are happy to do business with you
3. A reputation for being a tough negotiator while earning the respect of
those with whom you negotiate.
 Style of Negotiation

Compromise coercion

Logical Bargaining
Reasoning

Emotion
Compromise
Ready to give up something that is dear

Feel as if lost something

Use as last resort

Generally perceived as Sub-optimal

Logical Reasoning
Strong role of facts/data – don’t nitpick

Analytical – flow important

Source - Credibility / Impeccability

Generally emotions take back seat

Emotion
Strong understanding of respective emotional
clues – control your emotions – don’t let them
control you

Facts / data take back seat / selectively used

Variable tonality of discussion

Generally involves play acting

Bargaining
1st & last levels known

Start higher than expected

Get a return for every concession you make

Do not indicate you will move quickly from your

position

Generally played like a game

coercion
Strong understanding of respective pulse
points – think before you threaten

Use mirrored or emotional threats rather

than real ones

Making offers that cannot be refused

Generally happens when there is some

inequality in dependence
Planning the NEGOTIATION
What are my Objectives?
What does the other side wish to achieve?
What information will influence the final outcome
of the negotiation?
What concessions can I make?
How am I going to achieve my objectives?
What part will other people play in the
negotiation?
7 phases of Negotiation

Planning &
preparation Opening Testing

Moving your
Agreement Making concessions positions

Review
Negotiating Tactics
Pre – conditioning
The monkey on the back
The use of higher authority
Nibbling
The good guy and the bad guy
Body language
The use of silence
The vice
The power of legitimacy
The low key approach
Now any two volunteer
Please rays hand
Any query???
Thank you!!!