University of Management &Technology

School of Business &Economics

MBA Corporate Strategy (Weekend) Program

Course 10:
Leadership & Organizational Behavior
Training Module 03:
Team Dynamics & Negotiations
18th and 19th August, 2018
Training Facilitator:
Aly Raza Syed
Assistant Professor SBE
Director Outbound Trainings-CEE 2
Agenda: 20th September 2014
1. Introduction 6. Article: Implementing
2. Conflicts strategies
3. Summarizing Conflicts 7. Stages of Negotiation
4. Resolving Conflicts 8. Negotiation Simulation
5. Negotiations 9. Negotiation Tactics
10. Effective Negotiator
11. Brainstorming vs.
Brainswarming
12. Quiz
13. Negotiation Simulation
Participants views of Conflicts
Individual Interests at work place
 Summarizing Conflicts

1. Evolutionary views of Conflicts

2. Types of Conflicts
Resolving Conflicts
 5 Styles to resolve conflicts
1. Collaboration
2. Competing
3. Compromising
4. Accommodating
5. Avoiding
 Thomas and Kilmann's
Conflict Resolution styles
Negotiations
 Negotiation

Negotiation is the process of searching for

an agreement that satisfies various parties.

“Negotiating is the art of reaching an agreement

by resolving differences through creativity”

11
The Acting Job

12
 Results of Negotiation

• Win-Lose
• Lose-Lose
• Win-Win
– A real negotiation implies a "win-win"
situation, in which all parties are satisfied.

13
 Know your
BATNA and ZOPA
 BATNA

Best
Alternative
To
Negotiated
Agreement

15
 BATNA
• Below it is No Agreement.
• BATNA sets the floor limit
1. List your alternatives
2. Evaluate your alternatives
3. Establish your best as your BATNA
4. Have a Reservation Point – the least you will
accept
5. List their alternatives – their BATNA

16
 ZOPA

 Zone
 Of
 Possible
 Agreement

Bargaining Zone
 Working Break
Post Break
Article Discussion: Negotiation Check List
Negotiation Check List
Group Work
 Negotiation Simulation:
Media & Company Vs. Ms. Natalia
2 Members Each Team
21
 Negotiation Tactics
• Know thy self and know
thy opponent
• Plan small wins
• Splitting the difference
• Increasing the pie
• Find common Grounds
• Start with higher position
– Maximallace
• Escalations
• False demands
• Good guy-bad guy
strategy
• Silence is Golden
• Apparent withdrawal
– Threat to walk out
• Deadlines
• “You will have to do better
then that”
• Play with Facts and
Statistics
 Negotiation Tactics
• Promise and threat
• Forbearance:
– Delaying, holding off
• Take it- or Leave-it
• Standard Practice
– This is the policy i’m
afraid
• “We’ve Never Done
That Before”
• Put it in Writing
– But remember “the devil
lies in details”-Be careful
• Going to Higher
Authority
• make a request
BEFORE you accept an
offer
 Group Activity
• In group of two, brainstorm a list of the 5
key skills that successful negotiators need.
White Board Activity-Graded
Attributes of an Effective
Negotiator
What is your score?
Brainstorming Vs.
Brainswarming
Who is Trustworthy!
NO W

PLEASE

28