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Overview:
_______________
‡ Conflict
‡ Negotiation
‡ Application of negotiation in our daily life
ïefinition of Negotiation
_______________
‡ Gaining favor of people from whom we
want things
‡ It is a process by which two parties
interact, through various communication
channels to resolve a conflict jointly.
ïefining characteristics in
negotiation
_______________
‡ Conflict of interest
‡ No fixed or established set of rules or
procedures
‡ Search for agreement
Negotiation process
_______________
‡ Offer
‡ Counter-offer
‡ Concession
‡ Compromise
‡ Agreement or possible failure of
negotiation
Guidelines for conducting
negotiation
_______________
‡ Prepare
‡ Open
‡ Argue
‡ Explore
‡ Signal
‡ Package
‡ Close
‡ Sustain
Negotiation goals and outcomes
_______________
‡ Substance goals - deals with outcomes
that relate to the content issues under
negotiation
‡ Relationship goals - deals with outcomes
that relate to how well people involved in
the negotiation and any constituencies
they may present are able to work with
one another once the process is
concluded
actors affecting goals and
outcomes of negotiation
_______________

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Organizational setting for
negotiation
_______________
‡ Two party negotiation
‡ Group negotiation
‡ Inter group negotiation
‡ Constituency negotiation
Negotiation strategies
_______________
‡ ïistributive negotiation
‡ Integrative negotiation
Negotiation strategies
_______________
‡ ïistributive negotiation
± Each party is trying to claim certain portion of
the pie
± Participants would ask the question ³who is
going to get this resource?´
± Hard distributive negotiation (win ± lose
situation)
± Soft distributive negotiation
" two party negotiation in
distributive context
_______________

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*+,,,,*+-,,,*+.,,,*+/,,,
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Ei Employer¶s initial offer

RNr RN¶s minimum reservation point
Er Employer¶s maximum reservation point
RNi RN¶s initial offer
2argaining zone
_______________
‡ defined as the range between one party¶s
minimum reservation point and the other
party¶s maximum reservation point
 " two party negotiation in distributive context
_______________

‡ Ňĸ 

% ĺ Ň
ƀ__________________ƀ__________________ſ__________________ſ
ǧ10,000 ǧ14,000 ǧ15,000 ǧ18,000
Ei Er RNr RNi

‡ Ňĸĸĸĸĸ 

% ĺĺĺĺĺĺ Ň

ƀ_________ƀ____________________________________ſ_________ſ
ǧ10,000 ǧ12,500 ǧ16,500 ǧ18,000
Ei Er RNr RNi
2ATNA
________________
‡ 2est Alternative to Non ± Agreement
‡ Use of POWER
Negotiation strategies
_______________
‡ Integrative negotiation
± Everyone tries to enlarge the available pie
rather than stake claims to certain portion of it
± Participants would ask the question ³how can
the resources best be utilized? ´
± Less confrontational and provides
alternatives
± win-win orientation
Third party roles in negotiation
_______________
‡ Negotiation may be accomplished through
the intervention of third parties especially
when matters appear unresolvable
‡ Process is termed as Alternative ïispute
Resolution wherein a neutral third party
works with persons involved in a
negotiation in order to settle disputes
Thank You for Listening