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Art of Negotiation

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ruchi goel
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89 views11 pages

Art of Negotiation

Uploaded by

ruchi goel
Copyright
© © All Rights Reserved
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
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The Art of Negotiating

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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

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SettingGoals
Balancing Outcome and Relationships

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BALANCING OUTCOME
AND RELATIONSHIPS

DISTRIBUTIVE NEGOTIATION

INTEGRATIVE NEGOTIATION

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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

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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.

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STAGES OF NEGOTIATION
Phase 1: Preparation

Phase 2: Interacting

Phase 3: Agreement

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Negotiation Process

Closing Preparation

Bargaining Opening

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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

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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

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