Scribd
Upload
162 views18 pages

Negotiation

Negotiating is about reaching agreements through resolving differences creatively. It involves two or more parties with differing views attempting to reach agreement through persuasive communication. A good negotiator is creative, versatile, motivated, and able to walk away if needed. The negotiation process typically involves preparation, discussion, clarifying goals, negotiating towards a win-win outcome, reaching agreement, and implementing the agreement. Key aspects are setting goals, listening to different perspectives, finding compromises, and getting concessions in writing.

Uploaded by

humama
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
162 views18 pages

Negotiation

Negotiating is about reaching agreements through resolving differences creatively. It involves two or more parties with differing views attempting to reach agreement through persuasive communication. A good negotiator is creative, versatile, motivated, and able to walk away if needed. The negotiation process typically involves preparation, discussion, clarifying goals, negotiating towards a win-win outcome, reaching agreement, and implementing the agreement. Key aspects are setting goals, listening to different perspectives, finding compromises, and getting concessions in writing.

Uploaded by

humama
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
You are on page 1/ 18

Negotiating

Negotiating is the art of


reaching an agreement by
resolving differences
through creativity
Creative Negotiating, Stephen Kozicki, 1998

What is negotiation?
When two or more people, with differing
views, come together to attempt to
reach agreement on an issue
Persuasive communication or
bargaining

Negotiation is about getting the best


possible deal in the best possible way.

The negotiator is achess


player
"You have to have the ability to look at

the big

picture and set concrete goals. Then from those


goals devise not only the strategy, but also the
tactics for achieving the goals. It's the rare ability
to combine the big things with the small, to see
the forest and the trees."
Avi Gil, Oslo Process negotiator

A Good Negotiator
Is..
Creative
Versatile
Motivated
Has the ability
to walk away

Stages of Negotiation
1.Preparation
2.Discussion
3.Clarification of goals
4.Negotiate towards a Win-Win outcome
5.Agreement
6.Implementation of a course of action

1. Preparation
When and where a meeting will take place?
Who will attend?
Setting a time-scale can also be helpful to prevent the disagreement
continuing
All the pertinent facts are known in order to clarify your own position
Undertaking preparation before discussing the disagreement will help
to avoid further conflict and unnecessarily wasting time during the
meeting

2. Discussion
Individuals or members of each side put forward their case
Key skills during this stage questioning,listeningandclarifying
Helpful to take notes during the discussion

It is extremely important to listen

Each side should have an equal opportunity to present their


case

3. Clarifying Goals
The goals, interests and viewpoints of both
sides need to be clarified
List these factors in order of priority
Clarification is an essential part of the negotiation
process, without it misunderstandings are likely to
occur

4. Negotiate Towards a
Win-Win
Outcome
A 'win-win' outcome
where both sides feel they
have gained something positive
A win-win outcome is usually the best result
Not always be possible - it should be the

ultimate goal

4. Negotiate Towards a
Suggestions Outcome
of alternative strategies and
Win-Win
compromises need to be considered at this
point
Compromises are often positive
alternatives - can achieve greater benefit
as compared to holding to the original
positions

5. Agreement
Agreement achieved once
understanding of both sides
viewpoints and interests have been
considered
Keep an open mind in order to achieve
an acceptable solution
Any agreement needs to perfectly clear
-both sides know what has been decided

6.Implementing a
Course
of
Action

From the agreement, a course of


action has to be implemented to
carry through the decision

Failure to Agree
If the process of negotiation breaks down
Re-scheduling a further meeting
Avoids all parties becoming embroiled in
heated discussion or argument
Wastes time
Can also damage future relationships

Informal Negotiation
When a difference of opinion arises not possible to go through the stages
set in a formal manner
Remembering the key points in the
stages of formal negotiation may be
very helpful

Factors for success


Legitimacy of your case
Confidence in presenting it
Courtesy to the other party
Adaptation to the other partys style
Rapport
Incentives and trade offs
Research the bigger picture

Tips
Aim high to begin with easier to
lose ground than gain
Give concessions reluctantly
Break down complex deals
Always get agreement in writing

Tips
Language:
Make proposals with open questions such as:
what would happen if we?
suppose we were to
what would be the result of?

Dealing with stone-walls: what would need to


happen for you to be willing to negotiate over
this?

You might also like