Negotiation Skills

Course Basis of the course certification in Negotiations at Karrass Institute, Chicago. Introduction of Chester L Karrass and Reference Book. 34 scanned articles will serve as your text book. Will also send my slides. Between the two, youll know more about negotiations than you do now.

Evaluation Presentation of Chapter (Scanned Document) Attendance Mid Term Quiz 3 Assignments @ 5 marks each End Term 10 marks 5 marks 10 marks 15 marks 60 marks

Are You a Good Negotiator?

(Characteristics of a Good Negotiator) 1. 2. 3. 4. 5. 6. 7. 8. 9. Keep contact with everyone I know. Will try many times to convince others to see my viewpoint. Can speak in abstractions. Can perform without a Rehearsal. Do not get angry if my point is brushed aside. Try to know the Emotions of others. Can wait to see what happens I have patience. If someone will not listen I do not waste my time Can concentrate for long periods. 10. 11. 12. 13. 14. 15. 16. 17. 18. Do not mind over exerting myself for a cause If I can play safe, I do not like to take risks. Can digest a lot of Bullshit. I often feel shy to ask. Am interested in the past, present and future. I do not mind jokes in a serious dialogue. I can keep a secret. Losing something upsets me for a long time. Often try to guess the outcome of a situation.

Negotiations

Negotiations
1 The process of communication that precedes an agreement, between two or more parties, for satisfying divergent demands or reconciling differing ideas. For parties to come voluntarily to a negotiating table, there will be at least, one area with similarity in the objectives for all parties involved. Successful negotiations normally result in a contract between involved parties.

2 3

Two predominant styles of negotiation: Competitive: When parties take on mutually opposing objectives. Involves Win-Lose dynamics When parties have common issues to resolve. Involves Win-Win dynamics

Co operative:

Skilled negotiators have the versatility to move from one style to the other irrespective of the issues or objectives involved.

Negotiation Process

Relationships

Dialogue Tradeables add value across the table Results

Tradeable

A concession that is valuable to the other side and relatively easy for you to give

Exercise

The new committee, of your existing Union, has taken charge in April 2011 after legitimate elections. The Union has submitted a Charter of Demands and has terminated the previous settlement under relevant sections of the Industrial Disputes Act, 1947. The previous wage agreement was valid upto January 2012 . You are the HR Head of this Unit. Your boss has asked you to submit a plan of action.

What are your tradeables?

Negotiation is a 5 Act Drama

Act 1 Preparation
Gathering Data, Identifying Needs of the Other Side, Setting Targets, Identifying Tradeables, Deciding Concessions. Time and place for negotiations

Act 2 The Setting Act 3 Beginning Discussions

Setting the Theme, agreeing on preliminary rules of the negotiation process. Trading Communicating to affected parties.

Act 4 Hard Bargaining Act 5 Closing

Negotiating with Friends or Relatives

(Best way to lose a friend is by bargaining with the friend Russian saying)

Negotiate using standard techniques Name a price and Ill pay it Search for competitive market position make an offer & justify it

Negotiation Styles have roots in Culture Americans

Focus on closing a deal as fast as possible Believe in a Win-Lose approach to negotiations Prefer to negotiate from a position of Power Have high Self Esteem prevents some negotiators from following legitimate tricks Come to the table with totally rational mind Do not believe in mixing business with relationships Overwhelming reliance on data and facts Uncomfortable with silence at the table

Negotiation Styles have roots in Culture

From the Chinese
The special meaning of Friendship and Quanxi Precision in words Consistency of purpose The Considered Response Seek Heavenly Approval Time is Money Agree in Principle then negotiate Details. Quid pro quo Give nothing without getting something in Return Making Negotiating a Fun process. Words and Phrases have strange meanings in different cultures

From the Japanese

From the French

From the Arabs From the World

Assignment

The predominant styles of Indian negotiators.

1 page; 5 marks

Questions