Negotiation skills. Basics

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

Project Manager in Globus Inc. He is responsible for meeting the clients for every new software development project that comes to Globus.

to have new SAP based database software to be developed for them.

a Project Plan.

starting the project and develop the software was the client’s approval of the Project Plan.

Plan and gain overall approval for the terms and conditions of the Project.

tried to negotiate upon broader deadlines but due to client’s pressure, he ultimately agreed to finish the project as per their requested deadlines.

that the deadlines that he had agreed upon are nearly impossible to meet.

as was promised to the client due to which Globus had to pay some penalty for late delivery.

in the software. However, Peter had not negotiated about the terms with the client for any further enhancements or features being added to the software.

the scope of work had increased but the terms of the project had not been negotiated well.

to try to complete the project.

Globus have to incur a loss in this Project?

with the client about the deadlines and the scope of work.

the client and negotiated realistic deadlines, Globus would not have needed to pay any penalty.

with the client, then Globus would not have to incur any loss in this project.

anyone to succeed when dealing with people.

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

solution and for the purpose of reaching a joint agreement about differing needs or opinions.
It involves using the art of ‘persuasion’ to get others to understand and agree with your viewpoint. It works best when an individual has a win-win attitude.

that of good communication skills, sales and marketing skills, good psychological analytical skills, sociology skills, assertiveness and conflict resolution skills.
Therefore, negotiations may take place between various kinds of different people such as between a customer and seller, a boss and employee, two business partners, a diplomat or a civil servant and a foreign diplomat, between spouses, between friends and between parents and children.

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

types of negotiations and in all situations. Some of the basic principles of negotiation are as follows:

types of negotiations and in all situations. Some of the basic principles of negotiation are as follows:

types of negotiations and in all situations. Some of the basic principles of negotiation are as follows:

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

you to gain better control in business as well as personal situations.

They help you to identify and understand you’re as well as the other parties’ interests and also understand the differences between both.

It helps to reach a ‘Win-Win’ Solution, which is mutually beneficial to all the parties involved in a negotiation.

Good negotiations also help to improve interpersonal relationships.

develop and maintain an overall harmonious and thriving interpersonal environment.

It is one of the easiest and quickest ways to solve conflicts and disagreements.

Negotiations help to reduces stress and frustration among two conflicting individuals.

Negotiations help to reach an agreement in cases where a dead-end may be reached if a consensus is not established between two differing needs, wants or opinions.

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

follows:

Let’s look at each in detail.

Pie’ or ‘Win-Lose’ Negotiation. It is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value.
The involved parties in a ‘distributive negotiation’ have a ‘win-lose’ attitude towards reaching the goal and is based on an attempt to divide up a fixed pie or amount of resources for oneself.
‘Distributive Negotiation’ involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.

Pie’ or ‘Win-Lose’ Negotiation. It is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value.
The involved parties in a ‘distributive negotiation’ have a ‘win-lose’ attitude towards reaching the goal and is based on an attempt to divide up a fixed pie or amount of resources for oneself.
‘Distributive Negotiation’ involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.

The main focus in such a type of negotiation strategy is on achieving immediate goals, with little or no regard for building future relationships. Generally, no new creative solution is reached in such negotiations as the parties spend least possible time and energy in resolving the conflict. The outcome of the negotiation is reached by presentation of fixed solutions and a decision or choice is made quickly.

or ‘Non-zero Sum’ Negotiation. It is a type or style of negotiation in which the parties cooperate to achieve a satisfactory result for both. The involved parties in an ‘integrative negotiation’ have a ‘win-win’ attitude towards reaching the goal and attempt to strive not just for their own outcomes, but for favorable outcomes for both sides.
‘Integrative Negotiation’ involves reaching an agreement keeping into consideration both the parties’ interests which includes the needs, desires, concerns, and fears important to each side.

or ‘Non-zero Sum’ Negotiation. It is a type or style of negotiation in which the parties cooperate to achieve a satisfactory result for both. The involved parties in an ‘integrative negotiation’ have a ‘win-win’ attitude towards reaching the goal and attempt to strive not just for their own outcomes, but for favorable outcomes for both sides.
‘Integrative Negotiation’ involves reaching an agreement keeping into consideration both the parties’ interests which includes the needs, desires, concerns, and fears important to each side.

The main focus in such a type of negotiation strategy is on developing mutually beneficial agreements based on the interests of the disputants.
Generally, new creative solutions are reached in such negotiations as the parties spend maximum possible time and energy in resolving the conflict. The outcome of the negotiation is reached by collaboration between the parties to find a “win-win" solution to their dispute.

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to become a great negotiator:
• Be open and flexible
• Always be ethical
• Always empathize
• Develop good social skills
• Follow your intuitions
• Be assertive

Negotiation.

Negotiation.

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Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

at each in detail.

The meeting can be in an informal or formal setting.
When there are two parties meeting, the venue, date and time are decided first.
The meeting begins with introductions.

inquiry.
During the inquiry stage, both parties exchange information and discuss their concerns.
The main objective of this stage is to ascertain the strengths and weaknesses, needs, wants, desires and issues.

During the bargaining stage, both parties make offers and tradeoffs.
At this stage, both the parties consider all the possible options available to find a middle path between their differences.

the options closely.
During the closure stage, both parties restate their positions and confirm their tradeoffs they are willing to negotiate.

acceptance stage, both parties would either decide to suspend negotiations or they may reach an agreement.

the stages of the negotiation process.

Project Manager at Globus Inc. failed to negotiate well with the Maxwell client due to which Peter’s team had to suffer and also his company had to incur a loss in the Project.

with the client about the deadlines and the scope of work.

should do is to prepare well for the meeting. Peter could go through the Project Plans of similar projects that Globus had handled in the past, talk to and seek guidance from his superiors and put all the data and information that he gets related to the project at one place.

should do is to prepare well for the meeting. Peter could go through the Project Plans of similar projects that Globus had handled in the past, talk to and seek guidance from his superiors and put all the data and information that he gets related to the project at one place.

Peter should also make a list of all the queries that he has to clear with the client, things that he can agree to and cannot agree to with the client etc.
Also, at the meeting Peter should come across to the client as a cool, confident and professional person.

and discuss their concerns, scope of work, deadlines, future enhancements etc.

and discuss their concerns, scope of work, deadlines, future enhancements etc.

At this stage, Peter should find out the client’s requirements, how, which and when can he fulfil these requirements and any other terms and conditions that may not be agreeable to Globus.

completely acceptable and offer options and tradeoffs for things that are unacceptable as is stated by the client.

completely acceptable and offer options and tradeoffs for things that are unacceptable as is stated by the client.

Peter should make sure that he ascertains his position and takes a stand in agreeing to only possible and acceptable deadlines, current scope, terms regarding future enhancements etc.

Peter restate their positions and confirm their tradeoffs they are willing to negotiate.

Peter restate their positions and confirm their tradeoffs they are willing to negotiate.

So, agreement should be achieved on the agreed deadlines, current scope, terms regarding future enhancements etc. It should be agreed upon by both the parties that the discussed and agreed upon terms would now be drafted into a legal and binding contract between the two parties.

sure that both the parties agree to signoff the deal and reach an agreement on the terms of the Project.

respect to the parties involved in a negotiation.

Benefits of Negotiation

Explain the Types of Negotiation Strategies

Explain the Stages of the Negotiation Process

Describe the Concepts of a Win-Win Negotiation

Explain the Various Styles of Negotiation

Explain What is BATNA

Describe Strategies for Developing Negotiation Skills

Explain the Types of Third Party

Explain the PROBE Technique for Negotiating

Describe the Negotiations in Organizations

List the Issues in Negotiation

List the Tips for Effective Negotiation

List the Characteristics of a Good Negotiator

critical concepts that you should keep in mind for a win-win negotiation:

resistances do you envisage?
What will you do to overcome these resistances?

requirements?
What are the needs and requirements of the other party?
What do we have in common?
What are the biggest gaps?

important issues that need to be discussed?
What are the most important issues to the other party?
What are the levels of potential outcomes?

I intend to use during the meeting?
Which of the arguments are assumptions?
Which of the arguments are facts?

is the best combination or channel?

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effective and successful negotiation is to always have a ‘face-to-face’ negotiation. Try your best and avoid negotiating over the phone or email. Negotiating in person helps you to understand the other person better by watching out for his body language, facial expressions, vocal intonation, and other cues that can help you negotiate better by getting an insight into what the other person is thinking.