The document discusses what negotiation is, when it occurs, conditions required for negotiation, reasons for choosing or refusing negotiation, approaches to negotiation, stages of negotiation, and tips for negotiation. Negotiation is defined as a dialogue intended to resolve disputes or produce agreements by bargaining or crafting outcomes to satisfy various interests. It occurs in many contexts like business, government, and personal situations.
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The document discusses what negotiation is, when it occurs, conditions required for negotiation, reasons for choosing or refusing negotiation, approaches to negotiation, stages of negotiation, and tips for negotiation. Negotiation is defined as a dialogue intended to resolve disputes or produce agreements by bargaining or crafting outcomes to satisfy various interests. It occurs in many contexts like business, government, and personal situations.
The document discusses what negotiation is, when it occurs, conditions required for negotiation, reasons for choosing or refusing negotiation, approaches to negotiation, stages of negotiation, and tips for negotiation. Negotiation is defined as a dialogue intended to resolve disputes or produce agreements by bargaining or crafting outcomes to satisfy various interests. It occurs in many contexts like business, government, and personal situations.
Copyright:
Attribution Non-Commercial (BY-NC)
Available Formats
Download as PPT, PDF, TXT or read online from Scribd
The document discusses what negotiation is, when it occurs, conditions required for negotiation, reasons for choosing or refusing negotiation, approaches to negotiation, stages of negotiation, and tips for negotiation. Negotiation is defined as a dialogue intended to resolve disputes or produce agreements by bargaining or crafting outcomes to satisfy various interests. It occurs in many contexts like business, government, and personal situations.
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NEGOTIATION
SUBMITTED BY:- MEENU GOYAL ROLL NO:-351 MBA 2ND SEM WHAT IS NEGOTIATION ? Negotiation is :-
• one of the most common approaches used to make decisions
and manage disputes • a dialogue intended to resolve disputes • to produce an agreement upon courses of action • to bargain for individual or collective advantage • or to craft outcomes to satisfy various interests • the primary method of alternative dispute resolution Negotiation occurs in :-
• business
• non-profit organizations
• government branches
• legal proceedings
• among nations
• personal situations such as marriage, divorce,
parenting
• and everyday life
CONDITIONS FOR NEGOTIATION :-
• Identifiable parties who are willing to participate.
• Interdependence.
• Readiness to negotiate.
• Means of influence or leverage.
• Agreement on some issues and interests
• No major psychological barriers to settlement.
• The people must have the authority to decide. CONTINUE..
• Will to settle.
• Unpredictability of outcome
• Resources to negotiate.
• External factors favorable to settlement.
• The agreement must be reasonable and implementable
• A sense of urgency and deadline
REASONS FOR CHOOSING NEGOTIATIONS:-
• Test the strength of other parties
• Obtain information about issues, interests and positions of other
parties
• Educate all sides about a particular view of an issue or concern
• Ventilate emotions about issues or people
• Change perceptions
CONTINUE…
• Mobilize public support
• Buy time
• Bring about a desired change in a relationship;
• Develop new procedures for handling problems;
• Make substantive gains;
• Solve a problem. REASONS FOR REFUSING NEGOTIATION:-
• Parties are fearful of being perceived as weak by a constituency, by their adversary or by the public;
• Discussions are premature. There may be other alternatives available--informal communications, small private meetings, policy revision, decree, elections;
• Meeting could provide false hope to an adversary or to one's own constituency;
• Meeting could increase the visibility of the dispute;
• Negotiating could intensify the dispute;
• Parties lack confidence in the process;
CONTINUE…
• There is a lack of jurisdictional authority;
• Authoritative powers are unavailable or reluctant to meet;
• Meeting is too time-consuming;
• Parties need additional time to prepare;
• Parties want to avoid locking themselves into a position; there is still time to escalate demands and to intensify conflict to their advantage.
APPROCHES OF NEGOTIATION:-
• positional bargaining
• interest-based bargaining STAGES OF NEGOTIATION:-
Stage 1: Evaluate and Select a Strategy to Guide Problem
solving
Stage 2: Make Contact with Other Party or Parties
Stage 3: Collect and Analyze Background Information
Stage 4: Design a Detailed Plan for Negotiation
Stage 5: Build Trust and Cooperation
Stage 6: Beginning the Negotiation Session
CONTINUE.. Stage 7: Define Issues and Set an Agenda
