NEGOTIATION

Presented by G7 (MFM)
• Aashish Bajpai - 02
• Tanaji Maskar - 23
• Ashish Mhadolkar - 24
• Ramkumar K. - 40
• Anand Salaskar - 44
• Chetan Shah - 46
• Yogesh Waikul - 59
 Introduction

What is Negotiation ?

• Communication
• Element of human behaviour
• Behavioural sciences
 Preconditions

• Two parties in conflict

• Desire to reach an agreement
• Interdependence
• Commitment to the final agreement
• Give and Take
• Trust
 Stages of Negotiation

• Preparation
• Conduction
• Closing
 Preparation

• Objectives
• Data - Information - Logic
• Strength /Weakness - Opposition
• Strategy - Agenda
• Arrangement
• Observe - Analyse
 Preparation - Objective
• Identifying Objectives
• Clarifying Objectives
– Write down all objectives
– Express each one in single sentence
• Classifying Priorities
– Identify issues open to compromise
– Abandon unrealistic objectives
 Preparation -
Data-Information-Logic

• Using Preparation time

– Gather key information
• Assembling Data
– Correctness of data
– Avoid too many statistics
• Developing Logic
– Participate as an observer
– Reading biographies of famous negotiators.
Preparation - Opposition’s
Strength/Weakness

• Assessing strengths
• Identifying Objectives
• Analyzing their weaknesses
• Learning from earlier encounters
• Finding common ground
 Preparation -
Strategy - Agenda
Choosing a strategy
• Considering Objectives
• Understanding & Assigning Roles
• Briefing your team
Agenda
• Drafting an Agenda
• Agreeing an Agenda
• Scheduling Agenda
 Preparation - Arrangement

• Creating the right atmosphere

• Deciding the location
– Home / Neutral / Away
• Attending to details
• Seating small / large teams
• Using seating tactically
 Preparation

• Objectives
• Data - Information - Logic
• Strength /Weakness - Opposition
• Strategy - Agenda
• Arrangement
• Observe - Analyse
 Stages of Negotiation

• Preparation
• Conduction
• Closing
 Conduction
• Mood
• Proposal
• Responding to tactics
• Body Language -positioning
 Conduction - Mood

Judging the mood

• Anticipating the tone
• Reading non-verbal signals
– Body Language, Gestures, Facial
expressions
 Conduction - Proposal
Making a Proposal
• Keeping Options Open
• Timing a proposal
• Phrasing a Proposal
Responding to a Proposal
• Seeking Clarification
• Stalling for time
• Proposing alternatives
 Conduction -
Responding to tactics
• Understanding Tactics
• Identifying Tactics
• Dealing with unhelpful Behavior
• Adjourning a Negotiation
 Conduction -
Body Language - Positioning
Understanding Body Language
• Reading Basic Signs
• Dealing with Duplicity
Establishing Positions
• Reinforcing Positions
• Debating Issues
 Conduction -
Body Language - Positioning
Strengthening Your Position
• Keeping The Advantage
• Staying In Control
Weakening Other Party’s Position
• Undermining Opponents
• Recognizing Errors
 Conduction
• Mood
• Proposal
• Responding to tactics
• Body Language -positioning
 Stages of Negotiation

• Preparation
• Conduction
• Closing
 Closing
• Trading positions
• Moving to close
• Breakdown - Mediator
• Implementing decisions
 Closing - Trading Positions

• Making Concessions
• Discussing Terms
• Negotiating a Package
• Avoiding Rejection
 Closing - Moving to a Close

• Focusing On Issues
• Timing Your Offer
• Making Final Offer
• Encouraging Closure
• Working Towards Compromise
 Closing -
Breakdown - Mediator
Handling Breakdown
• Limiting Damage
• Healing a Rift
• Handling Intentional Breakdowns
Using a Mediator
• Understanding Mediation
• Choosing A Mediator
 Closing -
Implementing Decisions
• Agreeing On Action
• Assigning a Team
• Scheduling Implementation
 Closing
• Trading positions
• Moving to close
• Breakdown - Mediator
• Implementing decisions
 Stages of Negotiation

• Preparation
• Conduction
• Closing