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Final Negotiation (18 Aug 2018)
Final Negotiation (18 Aug 2018)
Course 10:
Leadership & Organizational Behavior
Training Module 03:
Team Dynamics & Negotiations
18th and 19th August, 2018
Training Facilitator:
Aly Raza Syed
Assistant Professor SBE
Director Outbound Trainings-CEE 2
Agenda: 20th September 2014
1. Introduction 6. Article: Implementing
2. Conflicts strategies
3. Summarizing Conflicts 7. Stages of Negotiation
4. Resolving Conflicts 8. Negotiation Simulation
5. Negotiations 9. Negotiation Tactics
10. Effective Negotiator
11. Brainstorming vs.
Brainswarming
12. Quiz
13. Negotiation Simulation
Participants views of Conflicts
Individual Interests at work place
Summarizing Conflicts
11
The Acting Job
12
Results of Negotiation
• Win-Lose
• Lose-Lose
• Win-Win
– A real negotiation implies a "win-win"
situation, in which all parties are satisfied.
13
Know your
BATNA and ZOPA
BATNA
Best
Alternative
To
Negotiated
Agreement
15
BATNA
• Below it is No Agreement.
• BATNA sets the floor limit
1. List your alternatives
2. Evaluate your alternatives
3. Establish your best as your BATNA
4. Have a Reservation Point – the least you will
accept
5. List their alternatives – their BATNA
16
ZOPA
Zone
Of
Possible
Agreement
Bargaining Zone
Working Break
Post Break
Article Discussion: Negotiation Check List
Negotiation Check List
Group Work
Negotiation Simulation:
Media & Company Vs. Ms. Natalia
2 Members Each Team
21
Negotiation Tactics
• Know thy self and know • Good guy-bad guy
thy opponent strategy
• Plan small wins • Silence is Golden
• Splitting the difference • Apparent withdrawal
• Increasing the pie – Threat to walk out
• Find common Grounds • Deadlines
• Start with higher position • “You will have to do better
– Maximallace then that”
• Escalations • Play with Facts and
• False demands Statistics
Negotiation Tactics
• Promise and threat • Put it in Writing
• Forbearance: – But remember “the devil
– Delaying, holding off lies in details”-Be careful
• Take it- or Leave-it • Going to Higher
• Standard Practice Authority
– This is the policy i’m • make a request
afraid BEFORE you accept an
• “We’ve Never Done offer
That Before”
Group Activity
• In group of two, brainstorm a list of the 5
key skills that successful negotiators need.
White Board Activity-Graded
Attributes of an Effective
Negotiator
What is your score?
Brainstorming Vs.
Brainswarming
Who is Trustworthy!
NO W
PLEASE
28