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The Secret Sauce of Negotiation
The Secret Sauce of Negotiation
HERE?
The Secret Sauce of
Negotiation
-By Antovna Gyawali
AGENDA
s
CASE STUDY
Types of Negotiation
BATNA
Role Play
“Who is to BLAME?”
C A S E
S T U D Y
DO NOT ASSUME
Sauce no. 1
PERSPECTIVE DIFFERS
Sauce no. 2
FRAME RIGHT
QUESTIONS
Sauce no. 3
TYPES OF
NEGOTIATION
DISTRIBUTIVE INTEGRATIVE
TYPES OF
NEGOTIATION
COMPETITIVE COLLABORATIVE
TYPES OF
NEGOTIATION
COMPETITIVE
WIN-LOSE COLLABORATIVE
WIN-WIN
TYPES OF
NEGOTIATION
SELF
COMPETITIVE
INTEREST MUTUAL
COLLABORATIVE
INTEREST
TYPES OF
NEGOTIATION
COMPETITIVE
ONE ISSUE MULTIPLE
COLLABORATIVE
ISSUES
BATNA: Roger Fisher and William Ury, Getting to Yes: Negotiating without giving in
DETERMINE OUT YOUR BATNA…..
2 Improve some of the more promising ideas and convert them into options
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION WHAT CRITERIA WILL I USE TO
PERSUADE EACH OF US THAT WE
INTEREST
ARE NOT BEING RIPPED OFF?
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION
INTEREST
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
AM I PREPARED TO DEAL
OPTIONS BATNA
WITH THE RELATIONSHIP?
SEVEN ELEMENTS OF NEGOTIATION
INTEREST
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
WHAT WILL I DO IF
OPTIONS BATNA WE DO NOT AGREE?
SEVEN ELEMENTS OF NEGOTIATION
INTEREST
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
INTEREST
COMMUNICATIONS LEGITIMACY
COMMIMENTS RELATIONSHIP
WHAT COMMITMENTS
SHOULD I SEEK OR MAKE? OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION
AM I READY TO INTEREST
LISTEN AND
TALK COMMUNICATIONS LEGITIMACY
EFFECTIVELY?
COMMIMENTS RELATIONSHIP
OPTIONS BATNA
4 R’s of
NEGOTIATION
RESULT
RELATIONSHI
P
REPUTATION
RISK
4 R’s of
NEGOTIATION
RESULT
RELATIONSHI
P
REPUTATION
RISK
4 R’s of
NEGOTIATION
RESULT
RELATIONSHI
P
REPUTATION
RISK
4 R’s of
NEGOTIATION
RESULT
RELATIONSHI
P
REPUTATION
RISK
Let's do a ROLE PLAY…
COLLECT
INFORMATION
Sauce no. 4
ANCHORING
Sauce no. 5
OPENING STATEMENT
Sauce no. 6
BE DELIBERATE,
ASSERTIVE
Sauce no. 7
DO NOT NEGOTIATE, IF
THERE IS NO VALUE
ADDITION TO YOU
Sauce no. 8
SUMMAR
Y
1. Do not assume
3. Do your homework