Group Members

Wajeeh-ur-Rehman 923
Sakhwat Ali 888
Ali Nadeem 883
Farhan Khan 928
Umer Saleem 919
Ahmad Abdullah 893
 Resolving The Conflict

Law suit: Arbitration:

 In this Both of the parties are
opposite to each other
.Attorneys present their case
and ends-upon a win-lose
attitude
 When two parties are not able
to resolve their conflicts, the
third Party interfere and
objectively gives the decision. It
may end in a win-lose or lose-
lose attitude.
Negotiat
ion
Definition.

Negotiation is a
Discussion between two
Parties to find out the
solution when parties are
having same or different
opinion. It ends upon a
win-win attitude.
Basics Of Negotiation
1. There must be at least two or more
parties involved.

3. There is a common interest between

parties.

5. Have definite goals and objectives.

7. Allow adequate time for the process

Why Do We Negotiate
"In a successful negotiation, everyone wins. The
objective should be agreement, not victory."
Need To Negotiate
Complex Negotiations

Competing Business

Employees

Change in Society
 Advanta
ges of
Negotiat
ion skills
Better control in
Business and
personal situations

Identifying
Interests

Win-Win Solution

Improve
Relationship

Less time

Reduces Stress &
Frustration
Presentation By:
Wajeeh-ur-Rehman
923(E)
 BAGAINING

Its is Not a vast term and deals with items

only.
Integrative and Distributive Bargaining
Strategies

Integrative strategies (win-win

attitude)

Distributive strategies (win-lose

attitude)
Integrative Bargaining occurs when the two
sides look not just for their own outcomes,
but for favorable outcomes for both sides.
It is sometimes called Win-Win bargaining
or Non-Zero-Sum bargaining
Requirements For Integrative
Bargaining Strategies

An adversarial approach

a problem-solving orientation

an ability to "bluff" effectively

an ability to ignore the other side’s

interests and priorities
A distributive bargaining strategy is based
on attempt to divide up a fixed pie or
amount of resources, resulting in a win-lose
situation.
Process of distributive
bargaining strategy
1. In distributive bargaining, the focus is on
achieving immediate goals, with little or no
regard for building future relationships.

3. Little time or energy or energy is expanded in

resolving the conflict in a distributive
negotiation, resulting in the generation of few if
any creative solution.

5. One or two fixed solutions are presented and a

decision or choice is expected almost
immediately.
 BARGAINING
Distributive Vs
Integrative

Distributive Integrative
1. One issue (or one at a 2. Several issues
time) 3. “Win-Win”
2. “Win-Lose” 4. “Expand the pie” by
3. Maximize share of creating and claiming
“fixed pie” value
4. One-time relationship 5. Continuing long-term
5. Keep interests hidden relationship
6. One expressed 6. Share interests with
position for each other party
issue 7. Create many options
7. Keep information per issue to maximize
hidden mutual gains
8. Share information,
explain “why” of issue
Presentation By:
Sakhawat Ali
888(E)
 EFFECTIVE NEGOTIATION

Few Useful Tips

Umer Saleem
 EFFECTIVE NEGOTIATION

• Importance of
the outcome:
Identify the
importance of the
outcome for you.
Only negotiate
when the matter is
something you
truly care about
and when you
have a chance of
succeeding.
 EFFECTIVE NEGOTIATION
•Look forward:
Look forward,
not backward. Its
easy to get caught
up in who did what
and who is to blame.
We sometimes do
this to avoid having
the problem or just
out of habit.
 EFFECTIVE NEGOTIATION

Win-Win attitude:
Adopt a win-win
attitude. Negotiation
is a collaborative
between parties with
common interests
and objectives.
 EFFECTIVE NEGOTIATION

• BATNA:
Know your best alternative to a negotiated
agreement (BATNA). Results from a negotiation
can be improved by
identifying your best alternative
for each of your goals.
 EFFECTIVE NEGOTIATION

• Go into the negotiation with

objective criteria. Objective criteria
should be independent of each side’s
will and should be legitimate and
practical.
 EFFECTIVE NEGOTIATION

• Use a third party. When two

parties can’t arrive at a mutually
agreeable resolution, it can be
helpful to involve a third party.
• Respond, don’t react.
Presentation By:
Umer Saleem
919(E)
Not all negotiation involve two individuals,
some negotiation involve teams of individuals
as third parties and global negotiation
partners.
Third-party
Negotiation
s

Third party helps to

develop a shared
agreement between
two opposing parties
•A third party offers each party a chance to
“VENT” in a nonthreatening environment.

•Chance to disclose your feelings about the

situation.
•You and the other party can both benefit from
the experience and expertise of third party.

•Third party help the negotiating parties to

organize their thoughts and develop options that
may be acceptable to both parties.
Types Of Third Party
MEDIATOR

ARBITRATOR

CONCILIATOR

CONSULTANT
•A MEDIATOR is a natural party who has no
stake in the outcome of agreement.

•An ARBITRATOR is a natural third party who

has the legal power to bind both parties in an
agreement determined by arbitrator.
•A CONCILIATOR is a trusted third party
whose role is insure to that a steady flow of
accurate information exist between the
negotiating parties.

•A CONSULTANT is a natural third party

who teaches and advises the negotiating
parties on skills and techniques of
negotiation.
Negotiations between domestic and foreign firms
is known as Global negotiations.
1. Name.
2. Rank/title.
3. Time.
4. Dress.
5. Behavior.
6. Communication.
7. Gift giving.
8. Food and drinks.