NEGOTIATION SKILLS

NEGOTIATION SKILLS

Keys to Integrative Bargaining

Orient yourself towards a win-win approach Plan and have a complete strategy Know your BATNA Separate people from the problem Focus on interest, not in position Create options for mutual gain

NEGOTIATION SKILLS

Generate a variety of possibilities before deciding what to do Aim for an outcome based on some objective standard Pay a lot of attention to the flow of negotiation Take the intangibles into account Use active listening skills, rephrase and ask question

NEGOTIATION SKILLS

From Win-Lose to Win-Win

Open lines of communication Try to increase trust and cooperatives Reduce tension through humor Let the other vent out Acknowledge others views Make a small concession as a signal of good faith

NEGOTIATION SKILLS

Increase the accuracy of communication Control issues Large issue into small issue - Depersonalize the conflict Establish commonalities Focus less on position Make a yes able proposal Find a legitimate or objective criteria

NEGOTIATION SKILLS

Tricks that skilled negotiators use

Trade off Offer Less value to us and more value to them Negotiator looks for differences Revealing the dead line Broadening the pie Non specific compensation

NEGOTIATION SKILLS
Log rolling- concession on low priorities Cost cutting Bridging

NEGOTIATION SKILLS
What if other party looks for win-lose

Conceal information Misleading or use manipulative action Set ones target point and resistant point Learn others target point and resistant point Influence the other persons belief in what is possible

NEGOTIATION SKILLS

Try to convince the other to change his /her mind about their ability to achieve their own goals Promote your own objective as desirable, necessary, ethical or even inevitable

NEGOTIATION SKILLS

Is it ethical to lie or bluff in negotiation?

Final Advice
- Be unconditional constructive - Accept other as equal negotiating - Need to understand structure and dynamics of negotiation - Good preparation - Active listening, flexible, communication - Sharing of information

NEGOTIATION SKILLS

Types of negotiation
i) The aggressive ii) The long pauser iii) The mocking negotiator iv) The interrogator v) The cloak of reasonableness vi) Divide and conquer vi) The act dumb negotiator

NEGOTIATION SKILLS

Negotiation and HR skills i) Prevent conflicts from escalating

time)
-manager must mediate (waste of

-manager must emphasize the importance of negotiation - Encourage and empower employees

NEGOTIATION SKILLS
to resolve conflict within themselves - This helps them to devote more time to their core activities in organization ii) Developing the negotiating skills of employees - able to envision the things he wants to accomplish

NEGOTIATION SKILLS
- Communicate his views clearly - Able to persuade the other party -Must be confident, patient, willing to listen to other party -Able to the criticism -Willing to take risk and bold decisions - Should not lose hope and search for other alternatives

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- Manager must analyze the process and outcomes of various negotiations - Identify the strategies of favorable outcome NEGOTIATION SKILLS - Knowledge sharing iii) Putting into practice

NEGOTIATION SKILLS

Three styles of negotiation

Friends Goals- agreement Make concession Be soft on problem ans person Trust others Make offers

SOFT

NEGOTIATION SKILLS
- Search for acceptable answer - Insist on agreement - Disclose bottom line

HARD - Adversaries
- Victory - Demand concession - Be hard on problem and poeple

NEGOTIATION SKILLS
- Distrust others - Make threats - Mislead - Demand one sided gain - Search for one answer you will accept

NEGOTIATION SKILLS
PRINCIPLED
- Problem solvers - Wise outcome - Separate people from problem - Be soft on people and hard on problem - proceed independent of trust - Focus on interest not in position - Explore interest

NEGOTIATION SKILLS
Avoid having deadline Invent options for mutual gain Develop multiple options Insist on objective criteria Try to reach to result based on standards