Submitted To: Submitted By:

Mr. Sanjeev Malage Sanyukta Singh Srishty Shaleen Pranchal Gupta Jagriti Singh

My father said: "You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals.
J. Paul Getty

Why Negotiate?
Gavin Kennedy in his book The New Negotiating Edge says..
Animals do not negotiate. They use violence or the threat of violence to get what they want, whether it be food, a mate or territory. Have you ever seen 2 dogs negotiate over a bone?

Trade is the human foundation of human civilisation. It is what makes humans different from animals.
Negotiation is anathema to tyrants, who usually want something for nothing and do not recognise a need for another persons voluntary consent before they get what they want

Some decision making tools for negotiation:

Persuasion: the first method we choose when we want something. Useful when interests or opinions are the same.
Giving in: not the easy way out, not worth continuing if the cost (in any terms) is too high. Coercion: It could be gentle reminders or unspecified consequences right upto threats (Threats are not useful in a negotiation situation as they erupt in full blown battles.) Problem Solving: Works well when both parties have a strong relationship, where you trust each other, and share the problem.

When do we Negotiate?
When we need someones consent

When the time and effort of negotiating are justified

When the outcome is uncertain

THE FOUR PHASES OF NEGOTIATION BARGAIN PROPOSE DEBATE PLAN

Guidelines for successful negotiation

Show respect Recognize and define the problem Seek a variety of solution Collaborate Be reliable Preserve the relationship

EXAMPLES
Example A Jim: I cant believe you are being so rigid. Anne: Rigid! You should talk! You are completely bullheaded. Jim: Right! You should try listening to yourself. You are impossible. Example B Jim: I cant believe you are being so rigid. Anne: Youre not happy with what Ive asked for. Jim: Youre damn right! You have to consider what I want. Anne: Tell me more about it, then. Ill be happy to listen.

Parent-child conflict
It's Friday, and Jose' and his mother are arguing once again about the teenager's weekend curfew. Mrs. Santiago has grown increasingly distressed by her son's continuing resistance to the 11 p.m. curfew she has set. Jose' insists that this is unfair. Both become so angry and frustrated that they storm off to separate areas of the house to avoid each other and further conflict. Effective approach: compromise Mrs. Santiago has retreated to her room to calm down. It is time to discuss the issue of curfew with Jose' directly. She is careful to listen to Jose' and to give him time, attention and respect. He can express feelings without fear that his mother will ignore or reject them. Jose' admits that he had grown frustrated by his mother's seeming lack of respect for him, causing his anger. Mrs. Santiago and Jose' agree to an 11:30 p.m. curfew. Jose' had asked for a midnight curfew, but settles for the additional half hour. Mother and son have found a middle-ground solution that both can live with.

Negotiation is most successful when both sides:

Recognize the value of a relationship and have a mutual desire to continue it. Participate actively in the process.

Show consideration and acceptance of each other's

perspectives, values, beliefs and goals. Separate personality from the issue involved.

Work together to develop a solution everyone can

accept.

NEGOTIATION CHECK LIST

Good Practice Avoid

Actively listen Interrupting Question for clarification Attacking Summarising Blaming Test commitment Talking too much Seeking & giving information Sarcasm Encourage two way Threats conversation Taking it personally State and plan your proposal Closed body language then summarise Use the if you .then well principle