NEGOTIATION

NEGOTIATION
PROCESS
PROCESS &&
INTERNATIONAL
INTERNATIONAL
NEGOTIATION
NEGOTIATION

Andrea Jaramillo
Andrs Salazar
Daniela Vsquez
 WHAT IS
NEGOTIATION?
Process between 2 or more
parties seeking for a
common ground and for an
agreement to settle a
mutual concern matter.
 SEVEN KEY STEPS TO AN IDEAL
NEGOTIATION PROCESS
Greenhalgh

1. Preparation: Deciding what is

important.

2. Relationship building: Getting to

know the other party & establishing a
commitment to reach an agreement.

3. Information gathering: Learning

what you need to know.
4. Information using: To sell your preferred
outcome of the negotiation.

5. Bidding: Each party states their opening

offer

6. Closing the deal: To build commitment to the

agreement achieved.

7. Implementing agreement: To determine who

needs to do what.
 WHY TO NEGOTIATE?

To achieve a better
outcome

To avoid conflict
escalation

To resolve
differences and
allocate resources

Focus on settlement
ADVANTAGES
Voluntary
Bilateral/Multilateral
Informal
Confidential
Flexible
 HARVARD METHOD

1.Separate people from the

problem

2.Focus on interests not on

positions

3.Invent the options for mutual

gain

4.Insist on using objective criteria

 Separate people from the problem
Perceptions

Emotions

Communications

Conflicts usually happen

when in negotiations
people start seeing others
as rivals rather than
another party with which
they can get to a solution.
Focus on interests not on positions

Sharing information
and your own interests
is the key to maximize
your benefits when
negotiating.
Invent the options for mutual gain

Think about the

possible options and
outcomes of the
negotiation and the
ways in which there
could be gain for
both of the parties.
Insist on using objective criteria

Stablish the points in

which both of the
parties agree
Ask the other party
for their possible and
optimal solutions to
the problem
Never give in to
illegitimate ways to
finish the negotiation
 DIFFICULT NEGOTIATIONS

However experienced you are at

handling negotiations, you'll
occasionally run into difficulties.
The number of potential
difficulties is legion, but the
most common ones fall into two
categories: difficult people and
difficult situations.

Information gathering
Being assertive
Being empathic
Being prepared to negotiate
Appropriate Verbal Non
Verbal Language
Staying calm and focused
Listen
 INTERCULTURAL NEGOTIATIONS

Cross cultural negotiations is

about more than just how
foreigners close deals. It
involves looking at all
factors that can influence
the proceedings.

Time
Eye contact
Personal Space & Touch
Meeting & Greeting
Gift-Giving