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    Art of Negotiation

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    ruchi goel

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    Art of Negotiation

    Uploaded by

    ruchi goel
    63 views11 pages

    Copyright

    © © All Rights Reserved

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    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    63 views11 pages

    Art of Negotiation

    Uploaded by

    ruchi goel

    Copyright:

    © All Rights Reserved
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    of 11

    The Art of Negotiating

    1
    BASICS OF
    NEGOTIATION

    03/27/24 2
    Negotiation Is
    A dialogue between two or more parties, with the
    intent of coming to a mutually agreed solution,
    because each party has something the other wants.

     A communication process between two or more


    people in which they consider alternatives to arrive at
    mutually agreeable solutions or mutually satisfactory
    objectives

    3
    SettingGoals
    Balancing Outcome and Relationships

    4
    BALANCING OUTCOME
    AND RELATIONSHIPS

    DISTRIBUTIVE NEGOTIATION

    INTEGRATIVE NEGOTIATION

    5
    Distributive Negotiation
    A negotiation in which the parties
    compete over the distribution of a fixed
    sum of value.
    Key question here is “Who will claim the
    most value?”
    A gain by one party is at the expense of
    the other.
    Win-lose situation

    6
    Integrative Negotiation
    A negotiation in which the parties
    cooperate to achieve the maximum
    benefits by integrating their interests into
    an agreement.

    These deals are about creating value and


    claiming it.
    Win-win situation.

    7
    STAGES OF NEGOTIATION
    Phase 1: Preparation

    Phase 2: Interacting

    Phase 3: Agreement

    8
    Negotiation Process

    Closing Preparation

    Bargaining Opening

    9
    Distributive Negotiations
    Win-Lose Negotiations
    Anchoring is an attempt to establish a
    reference point around which negotiations
    will make adjustments.
    When should you anchor
    Counter anchoring
    Be prepared for concessionary moves

    10
    Integrative Negotiations
     Slower and more explorative opening
     Don’t start with numbers.
     Making a good start is critical
     Ask open ended questions Probe the other side’s willingness
    to trade off one thing for the other.
     Inquire about the other party’s underlying interests
     Listen closely
     Be an active listener
     Express empathy
     Work to create a two-way exchange of information
     Continue relationship building efforts
     Refrain from personal attacks.
     Maintain a sense of humour

    11

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