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Negotiation

This document outlines the key stages and components of negotiation. It discusses preparation, including defining objectives, gathering information, assessing strengths and weaknesses, and establishing a strategy and agenda. The conduction stage includes establishing mood, making and responding to proposals, and using body language and positioning. The closing stage involves trading positions, moving towards agreement, addressing potential breakdowns through mediation, and implementing final decisions. The overall document provides a framework for effective negotiation through different phases from preparation to implementation.

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148 views27 pages

Negotiation

This document outlines the key stages and components of negotiation. It discusses preparation, including defining objectives, gathering information, assessing strengths and weaknesses, and establishing a strategy and agenda. The conduction stage includes establishing mood, making and responding to proposals, and using body language and positioning. The closing stage involves trading positions, moving towards agreement, addressing potential breakdowns through mediation, and implementing final decisions. The overall document provides a framework for effective negotiation through different phases from preparation to implementation.

Uploaded by

api-3832224
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as PPT, PDF, TXT or read online on Scribd
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NEGOTIATION

Presented by G7 (MFM)
• Aashish Bajpai - 02
• Tanaji Maskar - 23
• Ashish Mhadolkar - 24
• Ramkumar K. - 40
• Anand Salaskar - 44
• Chetan Shah - 46
• Yogesh Waikul - 59
Introduction

What is Negotiation ?

• Communication
• Element of human behaviour
• Behavioural sciences
Preconditions

• Two parties in conflict


• Desire to reach an agreement
• Interdependence
• Commitment to the final agreement
• Give and Take
• Trust
Stages of Negotiation

• Preparation
• Conduction
• Closing
Preparation

• Objectives
• Data - Information - Logic
• Strength /Weakness - Opposition
• Strategy - Agenda
• Arrangement
• Observe - Analyse
Preparation - Objective
• Identifying Objectives
• Clarifying Objectives
– Write down all objectives
– Express each one in single sentence
• Classifying Priorities
– Identify issues open to compromise
– Abandon unrealistic objectives
Preparation -
Data-Information-Logic

• Using Preparation time


– Gather key information
• Assembling Data
– Correctness of data
– Avoid too many statistics
• Developing Logic
– Participate as an observer
– Reading biographies of famous negotiators.
Preparation - Opposition’s
Strength/Weakness

• Assessing strengths
• Identifying Objectives
• Analyzing their weaknesses
• Learning from earlier encounters
• Finding common ground
Preparation -
Strategy - Agenda
Choosing a strategy
• Considering Objectives
• Understanding & Assigning Roles
• Briefing your team
Agenda
• Drafting an Agenda
• Agreeing an Agenda
• Scheduling Agenda
Preparation - Arrangement

• Creating the right atmosphere


• Deciding the location
– Home / Neutral / Away
• Attending to details
• Seating small / large teams
• Using seating tactically
Preparation

• Objectives
• Data - Information - Logic
• Strength /Weakness - Opposition
• Strategy - Agenda
• Arrangement
• Observe - Analyse
Stages of Negotiation

• Preparation
• Conduction
• Closing
Conduction
• Mood
• Proposal
• Responding to tactics
• Body Language -positioning
Conduction - Mood

Judging the mood


• Anticipating the tone
• Reading non-verbal signals
– Body Language, Gestures, Facial
expressions
Conduction - Proposal
Making a Proposal
• Keeping Options Open
• Timing a proposal
• Phrasing a Proposal
Responding to a Proposal
• Seeking Clarification
• Stalling for time
• Proposing alternatives
Conduction -
Responding to tactics
• Understanding Tactics
• Identifying Tactics
• Dealing with unhelpful Behavior
• Adjourning a Negotiation
Conduction -
Body Language - Positioning
Understanding Body Language
• Reading Basic Signs
• Dealing with Duplicity
Establishing Positions
• Reinforcing Positions
• Debating Issues
Conduction -
Body Language - Positioning
Strengthening Your Position
• Keeping The Advantage
• Staying In Control
Weakening Other Party’s Position
• Undermining Opponents
• Recognizing Errors
Conduction
• Mood
• Proposal
• Responding to tactics
• Body Language -positioning
Stages of Negotiation

• Preparation
• Conduction
• Closing
Closing
• Trading positions
• Moving to close
• Breakdown - Mediator
• Implementing decisions
Closing - Trading Positions

• Making Concessions
• Discussing Terms
• Negotiating a Package
• Avoiding Rejection
Closing - Moving to a Close

• Focusing On Issues
• Timing Your Offer
• Making Final Offer
• Encouraging Closure
• Working Towards Compromise
Closing -
Breakdown - Mediator
Handling Breakdown
• Limiting Damage
• Healing a Rift
• Handling Intentional Breakdowns
Using a Mediator
• Understanding Mediation
• Choosing A Mediator
Closing -
Implementing Decisions
• Agreeing On Action
• Assigning a Team
• Scheduling Implementation
Closing
• Trading positions
• Moving to close
• Breakdown - Mediator
• Implementing decisions
Stages of Negotiation

• Preparation
• Conduction
• Closing

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