‫الر ِح ْي ِم‬

‫الر ْح ٰم ِن َّ‬ ‫ِب ْس ِم ِ‬

‫هللا َّ‬

‫‪October 6, 2023‬‬ ‫‪1‬‬

 National School of Public Policy
National Institute of Management
Peshawar

Workshop on
Negotiation Skills & Conflict Management

Dr. Muqeem Soharwrady

PhD ( Public Policy & Government) NDU

Chief Instructor NIM, NSPP

Muqeemz@gmail.com
03435090648
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A negotiation is a strategic
discussion that resolves an
issue in a way that both
parties find acceptable

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Types of Negotiations & Conflict Management

Family Dispute

Private Business Disputes

Private Third Party Participation

Legal (Public & Private)

Public Mobs Control

Political Negotiation

War /Multi/Bi lateral Negotiation

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 Training Strategy

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Learning Pyramid

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 11- Scenarios & Group Formation: Exercise on Negotiation
Skills & Conflict Resolution
Group Topic
Group -1 Ukraine - Russia War - An Analysis of Negotiation Scenarios
Group -2 TTP-Government Peace process- An Analysis of Negotiation Scenarios
Group -3 Cuba-Missile Crises- An Analysis of Negotiation Scenarios
Group -4 Iran-EU-US Nuclear Deal- An Analysis of Negotiation Scenarios
Group -5 Taliban-US Peace Dialogue 2021- An Analysis of Negotiation Scenarios
Negotiation for Pakistan India Independence 1947: An Analysis of - Negotiation
Group -6 Scenarios
Turkey - NATO -Finland & Sweden Membership: An Analysis of Negotiation
Group -7 Scenarios
Pakistan – US Negotiation on war in Afghanistan- post 9-11-An Analysis of
Group-8
Negotiation Scenarios
Group-9 Pakistan-India Peace Deal -An Analysis of Negotiation Scenarios
Group-10 Critical Analysis of Negotiation Failure in 1971 –East Pakistan Catastrophe
Group-11 Cortical Analysis of Treaty of Lausanne between Ottoman Empire and British
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 Negotiation is:
A way to agreement

Cooperative Competitive
Elements Elements

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 Negotiation Skills & Tips
• Listening Skills
– Listen carefully and observe
the other sides behavior
– Poor listeners miss
opportunities
• Analytical Skills
– Analytical Skills are basic for
problem solving situations
• Be Professional Control; your
Emotions
– Loss of control could cause
you to think irrationally, loose
negotiation and can lead to
unfavorable results
• Communication Skills
– To succeed in negotiation, you
have to communicate clearly
and effectively.
• Be Patient and respect the
other side
– Always be respectful to your
opponent. Be patient even if the
other side is not. Your behavior
during negotiation make
impression
– Keep calm posture and use
tracts and diplomacy
– One of the aim of negotiation is
to make good relationship
• Problem-Solving Skill
– It is very important to have the
ability to identify the problem and
to find the way to solve the
problem
• Persuasive Skills
– Use both verbal and non verbal
persuasion and influencing skills.
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Five Negotiation Strategies

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Five Negotiation Strategies

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 R&D for Strategy
Harvard’s 4 Fundamental Principals of Negotiation

video
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 Bribery and corruption is a
negotiation with the citizens with an
objective to sell public policy , rules
and law in the best personal interest
over best national interest carried
out by a government office bearer.

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Game Theory

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Game Theory
Think Strategically

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 Game Theory
Think Strategically
Country A wants

War Negotiation
Country B
wants

War 1-1 0-4

Negotiation 4-0 3- 3

Case Loss- benefit

0 vanishes
1 High Loss of man & economy
2 High loss
3 Moderate loss
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4 Winner get maximum benefit
 R&D for Strategy
Negotiation Terminology
• BATNA (Cost & Benefit Analysis)
– Best Alternate To a Negotiated Agreement
• WATNA (Cost & Benefit Analysis)
– Worst Alternative to a Negotiated Agreement
• MLANTA (Strategy)
– Most Likely Alternate To a Negotiated Agreement
• ZOPA (Strategy)
– Zone of Possible Agreement

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 R&D for Strategy
: Zone of Possible Agreement (ZOPA) &
Best Alternate to Negotiated Agreement(BATNA)

Seller’s worst case Sellers Best case

Seller’s WATNA
Seller’s Settlement Range
Buyer's BATNA
ZOPA
Seller’s BATNA

Buyer’s Settlement Range

Buyer's WATNA

Buyer’s best case Buyer’s worst case

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Negotiation & Jo-Hari Windo

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 SWOT-EETH Analysis

Strengths Weaknesses Enhancement of E limination of

Strengths Weakness

Opportunities Threats Take advantage Hedge against

of Opportunities threats

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 Leverage of Power in Negotiation
• What are power and influence?
– Power: Source of direct or indirect pressure
exerted to advocate interest or win conflict
– Influence: Tactics to apply pressure
• Why is power important to negotiators?
– Provides advantage or leverage to gain greater
share of outcome
– Usually for one or two reasons
• Equalization- To counterbalance opponent power
• Enhancement: To secure desired out come to win
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 Power Negotiation
• Sharpen your beat-the-system skills
• Tap the hidden within you
• Understand body language
• Discover and develop your charisma
• Manipulate a confrontation (every thing from
the physical setting to the actual argument)
• Use far & anger effectively without losing your
“cool”
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 Testing Your Power
• Power is of no value unless you take
advantage of it
• Remember Power is not bad – abuse of it is
bad
• When negotiation be willing to take a chance
• Try out your ability to influence the other
party and out come of the negotiation
• You may find out you have more power than
you think
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Negotiation: Tactics

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 10 Rules of Negotiation

Rule-1 Avoid Negotiation

Rule-2 Avoid Negotiating with your self
Rule-3 Avoid accepting first offer
Rule-4 Avoid making first offer
Rule-5 Avoid talking much -Listen more
Rule-6 Avoid giving any thing for free
Rule-7 Avoid - salami-slice strategy
Rule-8 Avoid Rookie regret
Rule-9 Avoid quick deal
Rule-10 Avoid telling your bottom line
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 6- Stages of Negotiation Process
Step 1: Orientation, SWOT analysis of both Parties, Fact Finding, Cost &
Benefit, BATNA, WATNA, MLANTA, ZOPA, R&D, Initiate Strategy, Adoption
of Model Cooperation, Competition, consensus, win-win, lose-lose, etc
Step 2: Maximum Limits of NAYS & YES/ Resistance
Step 3: Re-strategize interests/demands while negotiating based on
new information about other party. Do not Show your cards or
weaknesses
Step 4: Bargaining and hard decision- on each clause of negotiation
Step 5: Contract-Agreement Drafting carefully
Step 6: Follow-up on implementation/ Watch full on interests
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Conflict Management

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Symptoms & Causes of Conflict

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Pre-Negotiation

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Five Conflict Management & Negotiation Strategies

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Competency Pyramid in Conflict Resolution

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Types of Conflict

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An Analysis of Group Conflict

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A conflict resolution model for Iran
and Saudi Arabia: CBM

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Impact of Culture Economics, Defense
and Power on Negotiation Styles

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Care- Purchase

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Honda Vezal : Zone of Possible Agreement (ZOPA) &
Best Alternate to Negotiated Agreement(BATNA)

4 Mln Rs. 5 Min Rs.

Seller’s WATNA
Seller’s Settlement Range
Buyer's BATNA
ZOPA
Seller’s BATNA

Buyer’s Settlement Range

Buyer's WATNA

3.5 Mln Rs 4.5 Mln RS

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wa

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Ukraine War: Negotiation

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 Ukraine War: Zone of Possible Agreement (ZOPA) &
Best Alternate to Negotiated Agreement(BATNA)

Leaves the Conquered Area Total Ukraine Surrender

Russia’s WATNA
Russia’s Settlement Range

Ukraine's BATNA
ZOPA
Russia’s BATNA
Ukraine’s Settlement Range
Ukraine's WATNA

Claims of Cost of Damage Losses Territory

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An Analysis of Independence of Pakistan 1947 :
Solution Through Negotiation

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US-Taliban Peace Deal

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Cuba-US-USSR Missile Crises

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An Analysis of Cuba Missile Crises: Solution
Through Negotiation

Why did Turkey lift its veto on

Finland and Sweden joining
NATO?
Ankara has signed a trilateral memorandum agreement after obtaining concessions
demands it put forward in May.

Turkish President Recep Tayyip

Erdogan has hailed the agreement
with Finland and Sweden as a
triumph [Murat
Cetinmuhurdar/Turkish Presidentia
Press Office/Handout via Reuters]
Published On 29 Jun 202229 Jun
2022
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 ToR of Assignment for Each Group
• Stage 1: Each group will research on case
provided
• Stage 2: Introduction to Theory and tactics of
Negotiations
• Stage 3: Each group will read/research/discuss in
home, rooms etc
• Stage 4: Each group will prepare a formal
presentation (15 minutes) in syndicate in
accordance to format provided.
• Stage 5: Each group present (15 minutes) in class
–would commented by Dr. Muqeem & Amb
Abdul Basit.
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Contents & Format of the Presentation
• Back ground & Analysis of the issue
• Application of BATNA, WATNA, ZOPA, MALATNA
• Harvard’s 4 Fundamental Principals of Negotiation
• Analyze the in the light of Five Strategies
• SWOT Analysis of each party
• Power Dynamic
• Elaborate Dynamics of Negotiation Model- BATNA-ZOPA (using flow
chart)
• Application of Game Theory
• Application of Jo-Hari Window
• Emotional Intelligence
• Culture of each Negotiating Parties
• Application of other theories and tips
• Conclusion, lessons learned & Recommendation based on analysis

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 Time Line of Presentations on
Negotiation Skills by the Participants
• To be Reviewed crtically by Amb, Abdul Basit
& Dr. Muqeem
• Submission date of presentation by email
nim.psh@gmail.com, muqeemz@gmail.com
by ---------*---------(in case of low quality it will
be returned for re-submission)
• Presentations day --------*----------
*To be announced soon
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