NEGOTIATION SKILL

Definition:
Negotiation is a basic means of getting what you want from others by interactive communication designed to reach an agreement

NATURE OF NEGOTIATION
It Requires Two Parties The Objective Is To Reach An Agreement It Is A Continuous Process No Winner / No Loser Requires Flexibility A Process Not An Event Needs Effective Communication

Ps OF NEGOTATION
I. II. Purpose Plan

III. Pace IV. Personalities

NEGOTIATION PROCESS

PLANNING

BRIEFING

BIDDING

SETTLING

BARGAINING

RATIFYING

REVIEWING

Planning For Negotiation

1. Benefits: - Avoid surprises - Provide more options

Planning For Negotiation

2. Process:
A. Rational: Why we are negotiate B. Objectives (Yours): Goals priorities C. Differences: Possible conflicts D. Mode of Negotiation: Bargaining, time frame & issues E. Communications

Know Your BATNA

Best Alternative To a Negotiated Agreement to produce something better The better your BATNA the greater your power

The Negotiator Must Be:

A. Self confidence, patient, empathy. B. Know when to start, stop & your bottom line C. Know your best alternative to a negotiated settlement BATNA D. If other party respects you they will try harder to agree with you E. Aware of non-verbal communication

NEGOTIATION SKILL
Patience. Clarity. Self Confidence. Mental Alertness. Strong Competitive Struck. Mastery Of details.

Five Ways To Negotiate Effectively

Begin With A Positive Note Address Problem, Not Personalities Involved Pay Little Attention To Initial Offers Win-Win Situation Create An Open And Trusting Climate

BEHAVIOR OF NEGOTIATOR
Polite Approach Avoid Retaliation Logical Discussion Invite Ideas Continuous Attention Ignore Personal Attacks Focus On Objectives Enthusiasm For Fair Solution

THIRD PARTY NEGOTIATIONS

Mediator Arbitrator Conciliator

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