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Negotiation PK

Negotiation Skills outlines different approaches to negotiation including bargaining, lose-lose, compromise, and win-win orientations. It discusses how to prepare for negotiation by understanding people involved, knowing your objectives, and using negotiation tactics and interpersonal behaviors. Key principles include aiming high, understanding the other party's needs, considering the whole package, and finding variables. Tips provided are to practice negotiation opportunities, gather information, and maintain your ability to walk away from a deal. The document emphasizes coming to written agreements that are implemented respectfully.

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pamish
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232 views16 pages

Negotiation PK

Negotiation Skills outlines different approaches to negotiation including bargaining, lose-lose, compromise, and win-win orientations. It discusses how to prepare for negotiation by understanding people involved, knowing your objectives, and using negotiation tactics and interpersonal behaviors. Key principles include aiming high, understanding the other party's needs, considering the whole package, and finding variables. Tips provided are to practice negotiation opportunities, gather information, and maintain your ability to walk away from a deal. The document emphasizes coming to written agreements that are implemented respectfully.

Uploaded by

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

Negotiation Skills

Pankaj K. Mishra

1
What is Negotiation?
• A communication to finalize deal
• To find out a solution
• To reach an agreement

2
Approaches to
Negotiation

• Bargaining
orientation
• Lose-lose
orientation
• Compromise
• Win–win orientation

3
Bargaining orientation
• Also called win-lose situation
• One party’s victory, other’s loss
• Creates competitiveness and ill will

4
Lose lose orientation
• A situation where no party is
benefited

Reason:-
Partners ignore one another’s need
thus fail to find out a solution….

5
Compromise
• The best way if all proposals are not
acceptable.
• Gives partial attainment
• Good option when disputed
resources are limited

6
Win-win orientation
• Determine the need of both parties
• Develop a list of possible solution
• Choose the most appropriate solution
• Implement the solution
• Follow up the solution

7
How to prepare for
negotiation
• Understand the people involved
• Know your objective
• Conduct
1. Tactics of negotiation
2. Interpersonal behavior

8
Four important
principles
1. Aim high
2. Get the other person’s shopping list
3. Keep the whole package in mind
4. Keep searching for variables

9
Some important tips
• Learn to flinch
• Know that people ask more than they
expect
• Information is useful, collect it all
• Practice at every opportunity
• Maintain your walk away power

10
The point of balance

Point of balance

Area where a deal


Intended
movement will be struck

11
Coming to an agreement
• Have it in writing
• To be signed by both parties
• Respect the deal
• Be in touch, find practical ways for
implementation

12
Negotiation skills
DO’s
• Do your home work
• Identify your priorities
• Know your top and bottom line
• Be open to wide range of possibilities
• Keep your emotions in check
• Discuss on neutral note first

13
Negotiation skills
Don'ts
• Don’t manipulate; it creates bitterness
• Don’t browbeat, denigrate or insult
• Don’t accept till you are clear about all
terms
• Don’t celebrate till the contract is signed

14
Summary
• Adopt best way possible to get
maximum benefit
• See your long time benefits
• Planning and preparing gives an
advantage when negotiating

15
Wish you all

Happy negotiating
experience!

With Thanks,

Pankaj Mishra 16

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