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Week 1 Negotiation

This document provides an introduction to a course on negotiation skills. It defines negotiation as how people resolve differences when imposed resolutions are not an option. The document outlines the objectives of the course, which are to provide an overview of negotiation and explain why negotiation skills are important for careers, particularly in management. It also discusses key elements of negotiation like conflict, interdependence between parties, and the potential for agreement.

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Yassine Merizak
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88 views14 pages

Week 1 Negotiation

This document provides an introduction to a course on negotiation skills. It defines negotiation as how people resolve differences when imposed resolutions are not an option. The document outlines the objectives of the course, which are to provide an overview of negotiation and explain why negotiation skills are important for careers, particularly in management. It also discusses key elements of negotiation like conflict, interdependence between parties, and the potential for agreement.

Uploaded by

Yassine Merizak
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Introduction to Negotiation

Skills
Prof. Ouijdane Iddoub
2018-2019
• What do you know about the topic?

• What do you need to know?

• What outcomes do you expect from this course?


Objectives
• This chapter provides you with an overview of negotiation,
beginning with a working definition.
• You will learn why negotiating skills are so important for
modern organizations and for the careers of their
employees—particularly supervisors, managers, and
executives.
Introduction
• Negotiation is how people resolve differences when imposed
resolutions are not an option. Chances are you know people
who are very adept at negotiating differences at work, at
home, and in your community.
• When people cannot agree, good negotiators have a knack
for moving them toward a settlement.
• Many assume that effective negotiators like these were born
with that particular skill. Not true! Good negotiators are
made, not born. As with most skills, the ability to negotiate
effectively is strengthened through study and practice.
What is Negotiation?
• Negotiation takes place
when two or more people,
with differing views, come
together to attempt to reach
agreement on an issue. It is
persuasive communication.

• “Negotiation is about getting


the best possible deal in the
best possible way.”
The elements of negotiation
1. Existence of conflict or disagreement
2. Interdependance between parties
3. The situation must be conductive to opportunistic
interaction
4. The existence of possibility of agreement
Consider these examples:
• Not possible. Two senior managers were having a dispute
about the allocation of floor space within a new addition
being made to their office building. Each wanted more than
half of the space under construction. Because neither had the
power to impose a decision on the other, they met to
negotiate.
• Not desirable. During the final years of the Vietnam Conflict,
U.S. and North Vietnamese diplomats met in Paris to discuss
how they might end the long war. The U.S. had the power to
impose a settlement. With thousands of nuclear weapons in
its arsenal, it could have wiped North Vietnam off the map in a
single day. However, it did not see this approach as a desirable
way to end the war. It chose, instead, to negotiate. The result
was the Paris Peace Accords (1973).
Let’s look deep into it!
• We negotiate with people all the time, often without realizing it. Do
you recall your last family vacation? How was its destination
decided? Did one family member say, "We're going hiking in the
Rocky Mountains in mid-July. More likely, several family members
mentioned places they'd like to go to and things they wanted to do.
In the course of subsequent discussions, some family members may
have made a case for their preferences, hoping to persuade the
others. After some bargaining and compromising, a decision was
made. Ideally, everyone in the family saw some benefit in the final
decision.
• Whether you recognized it at the time, you and your family
members were negotiating the what, when, and where of your
vacation. Negotiation was necessary because an imposed decision
was either not possible or not desirable.
• Negotiations are also common in the workplace: between
companies, between departments, within departments, and even
within work teams of a few members. Some of these negotiations
are formal.
Self-Assessment: Do you have
the makings of a good
negotiator?
Scoring instructions
Interpretation
• If your average score is 4 or 5, congratulations. Once you learn
the relevant skills and develop them through practice, you're
likely to be an effective negotiator.
• If you scored 3 or 4, the same goes for you. Just work a bit on
attitude, preferences, and behaviors.
• If you scored below 3, you'll carry some extra baggage into
your future negotiations. Fortunately, attitudes, personal
preferences, and behaviors are not cast in stone. Once you are
aware of them and understand how they limit your success,
you can do something about them.
THE IMPORTANCE OF NEGOTIATING
SKILLS
• Why is negotiation important?
• Strong negotiation skills can be the difference between a
beneficial compromise and a loss.
• There will always be conflicts in life, and the ability to solve
them, particularly in the business world. That’s why
negotiation is important in business — it is what creates
success.
THE IMPORTANCE OF NEGOTIATING
SKILLS
• Negotiating skills are important in business. The following are
five specific reasons why negotiation skills are absolutely
imperative in the business world:
• A Negotiation Mindset is Beneficial with Everyone from
Clients to Employees
• Creates Win-Win Situations
• Good Negotiating can Improve your Bottom Line
• Ensures that You Can Walk Into a Negotiation Confidently
• Negotiation Skills Build Respect
Conclusion
• Negotiation is a skill acquired through practice AND by
learning techniques

• "you don't get what you deserve, you get what you
negotiate’’

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