UNDERSTANDING

NEGOTIATIONS
RECAPITULATION
METHODOLOGY OF TEACHING
 Theoretical Discussion of Relevant Topics

 Simulation Games

 Presentations

 Movie Clips
 EK RUKA HUA FAISLA
 Analysis of the Movie
◦ Different character and personality traits during negotiation
◦ Environment of Negotiation

 FRAMES OF NEGOTIATION
◦ Out come, Identity, Characterization, Substance and Process
Frames

 Multi Layered Model of Conflict

◦ Position, Interest, Values and Needs
 JATRA NEGOTIATION
CONFLICT HANDLING STYLES

High COMPETING (Win-Loose) COLLABORATING (Win-Win)

CONCERN FOR SELF

COMPROMISING

AVOIDING (Lose-Lose) ACCOMODATING (Loose –Win)

Low

Low
CONCERN FOR OTHERS High
 JATRA NEGOTIATION cont…..
Reason for probable failure of Jatra Negotiations

 Distributive Bargaining

 Paucity of Time

 Personality Clashes
 THE SOFTWARE RETURN CASE
Concepts Introduced
 Distributive Bargaining

◦ Maximizing Unilateral Gain

 Integrative Bargaining
◦ Expanding the pie
◦ Absolute Integrative Bargaining : Rare Situation
◦ Helps in looking for better alternatives

 Pareto Optimal Solution

◦ Win- Win Situation
THE SOFTWARE RETURN CASE CONT…
Assessment of Situation
 BEST STRATEGIES
 Balanced Concern : Joint problem solving

 Relationships : Accommodation

 Transaction : Competition

 Tacit Co-ordination : Ignorance/ Avoidance

 SALARY NEGOTIATION SESSION
 Classic Issue of Position v/s Interest
◦ Sticking to a position without knowing the real cause
◦ Take a position : justify the rationale
◦ Ideally negotiations : based on Interests

 Principled Negotiation
◦ Separate the people from the problem
◦ Focus on interest and not people
◦ Invent options for mutual gain
◦ Use Objective Criteria
SALARY NEGOTIATION SESSION
CONT…..
 BATNA
◦ Knowing your plan B
◦ Good BATNA : improves negotiating power
◦ Not Static

 To Determine the BATNA

◦ List of Action: no agreement
◦ Improve promising ideas, convert into practical
solutions
◦ Select option that seems best
 TEAM NEGOTIATIONS
 Greater chances of finding Integrative Solution

 More Complex in Nature

 Effective : interest of many people are at stake

 Team members : Clarity of role

 EMOTIONAL INTELLIGENCE
 Negotiations : Separate people from problem
◦ Negotiators: Human beings only
◦ R’ships getting tangled with issue
◦ Conflict lies in people’s mind

 Emotional Intelligence
◦ Identifying Emotions
◦ Using Emotions
◦ Understanding Emotions
◦ Emotional Management
COMMUNICATION IN NEGOTIATIONS
 Verbal and Non-verbal play a key role
 Active Listener/ Empathetic Listener
 Attributes of a good listener

◦ Clarifies, paraphrases, reflect, summarizes

 Problem in Listening
◦ Selective Listening
◦ Wrong Interpretation
Thank You