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Negotiation - CESL

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6 views

Negotiation - CESL

Uploaded by

chinthakagicbt
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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Negotiation

What is Negotiation?
• A fundamental human act.

• A strategic discussion that resolves an issue in a way


that both parties find acceptable.

• Two parties come to see that their interests are best


served by working together, even at the cost of giving
up some of their own advantages.

• A soft skill that includes abilities to communicate,


persuade and plan
Why Negotiate?

• Negotiation saves time, provides respect, love and


peace of mind.

• Once the skill is adopted can influence what


happens and getting ahead

• Key to resolving conflicts and create value

• Helps to address differences


How to get into a Negotiation?

• Recognize and select

• Enter with an open mind

• Gain exceeds the risk of losing

• Knowing the amount of flexibility that could be


expected from the other side
Collaboration Stages of a Negotiation

• Preparation
• Information exchange
• Bargain
• Conclude
• Execute
Before the Negotiation room
• Preparation and Information exchange
• Conduct a strategy meeting
• Write down and prepare
• Gather the right and good arguments

• What do you want from this exchange? What does the other party want?
• When do you want it?
• How much will you give up for it? How much will the other party give up?
• Who is attending from the other party, is it a decision maker?
• How do you feel about the situation? How does the other party feel?
• How do you feel about each other?
On the day of the Negotiation
• Be relaxed

• Be on time

• Have respect

• Be ethical

• Have empathy

• Be ready to listen
Inside the Negotiation room

• Ask the right questions

• Manage your emotions. Always act, don’t react

• Be alert

• Listen more
1) Jenny’s desired outcome 2) Joey’s desired outcome

orange 0range
3) Jenny’s key 7) Jenny’s bargain 8) Joey’s bargain 4) Joey’s key
interests interests
water chocolates
Make a cake money money Make juice
Share with friends Thirsty

peel pulp

5) Jenny’s walkaway Possible Possible Possible 6) Joey’s walkaway


alternative solution 1 solution 2 solution 3 alternative

Loose Water/ Money Pulp/ Peel Loose


Fight Chocolates Fight
Framing for win-win opportunity

20% Fat 80% Fat Free


DEAL MAKERS AND DEAL BREAKERS
MAKERS BREAKERS
• Positive attitudes Negative attitude
• Begin with the end in mind Lack of vision
• Focus No focus
• Respect No respect
• Being professional Being unprofessional
• Write down terms No idea about the terms
• Relaxed environment Tense environment
• Quiet environment Noisy environment
• Make decisions Being undecided
• Reduced stress High stress
• Good communication Poor communication
• Emotional intelligence Lack of emotional intelligence
After leaving the Negotiation room

• Conclude and Execute

• Make sure that your objectives have been achieved

• Follow up as the other side fulfill their terms and


conditions. Fulfill your terms and conditions. Keep up
your word.

• If the deal didn’t workout, try to bring it back to life or


take the next step.
Summary
• Be prepared

• Ask and you receive

• Listen more. Talk less

• Manage your emotions

• Be confident
Language Skills
What is Language

• The principal method of human communication. It


can be verbal and no verbal.

• Communication is key for a productive meeting.


Type of Communication
• Verbal
• Nonverbal
• Visual
• Written
What is Appropriate?
• Appropriate for the audience
• Appropriate for the context
• Use vivid language
• Use inclusive language
• Use familiar language
Active listening

• Body Language
• Encourage
• Re-state
• Clarify
Try to replace…
Got Received
Read Require
Talk about Discuss
Get in touch Contact
Make sure Ensure
Give Provide
Let them know Inform
Tell why Explain
Talk more, what do you mean Elaborate
Fix the problem Solve
Like this, like that Such as, for instance
Problem Complication
To upskill

• Increase your vocabulary


• Get involved in business language trainings
• Play games such as crosswords and word search games
• Watch business news
• Read
• Practice
Thank you

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