Organizational Development

Program Objectives
Understand what negotiations are

all about.
Choose a strategy to effectively

negotiate.

Program Objectives

Learn the range of negotiation approaches and their results based on your interactions. Plan for a negotiation session.

Program Objectives
Use communication techniques to

avert potential conflicts.

Practice your general negotiation

techniques.

Defining Negotiation
Negotiation is getting what you want from the other person -- no matter what. We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.

Defining Negotiation
Negotiation is an attempted trade-off between getting what you want and getting along with people. Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.

Negotiation Questions
What aspects of the negotiation will indicate it is proceeding well or poorly? What will tell you that it is time to change the style of questioning? What signs will you use to decide when a change in negotiators is necessary?

Negotiation -- Remember
Two elements are essential: Reasonableness and Flexibility.

The Basic Components

1. Preparation
2. Objectivity

3. Strategy
4. Technique

Learn Negotiation Today

Part I - Preparation
STEP ONE Distinguish between what your realistic wants are .. and what you must have Deal breakers, core requirements, essential terms

Learn Negotiation Today

Part I - Preparation STEP TWO Decide on what you will accept walk away BATNA (Best Alternative to Negotiated Agreement) Avoids impulsive, heat of the moment, regrets Subjective individual importance of the deal to each party

Learn Negotiation Today Part I - Preparation

STEP THREE Prepare for all contingencies: Basics research, facts, reasoning, responses to questions Anticipation/awareness - get into their shoes Focus on what each of the individual players interests are

Learn Negotiation Today

Part II - Negotiation STEP FOUR Dont short circuit the warming up get to know you process. Share your interests mutual acquaintances places been to sports If all else fails the weather

Learn Negotiation Today

Part II - Negotiation
STEP FIVE Ask lots of questions (partner to listen) carefully worded

Learn Negotiation Today

Part II - Negotiation
STEP SIX Be aware: Listen to what is said what is not being said Dont get distracted thinking about what you are going to say. Uncover their true interest.

Learn Negotiation Today

Part II - Negotiation
STEP SEVEN Typically, it is to your advantage to convince the other side to make the first proposal. Unreasonable express disbelief politely notify of intention to walk. Unbelievably Good blandly acknowledge and restate the offer.

Learn Negotiation Today Part II - Negotiation

STEP EIGHT DECIDE ON A STRATEGY Review your preparation - decide on your approach - Get them to bid against themselves - Postpone response Who benefits over time? - Identify obvious weaknesses in your case yourself before they do - Get to the decision maker eliminate buffers/mouthpieces

Learn Negotiation Today

Part II Negotiation
- Consider ignoring an unrealistic portion of their proposal. - Be comfortable just saying no - Split the baby to a desired result Be the splitter (math) - Back into your response/opening position Chess moves - Avoid insulting or unjustified position, BUT be ready to be aggressive, test the waters.

Learn Negotiation Today

Part II Negotiation

STEP NINE When it is in your best interest, clearly and firmly state your response/opening proposal without explanation or reasons. Be NEITHER bashful, wishy-washy, uncertain NOR arrogant, irritating, condescending.

Learn Negotiation Today

Part II - Negotiation
STEP TEN Be more comfortable with silence than the other side: Dont fill the void, keep eye contact

Learn Negotiation Today

Part II - Negotiation

STEP ELEVEN You must dance - dont attempt to short circuit the process

Learn Negotiation Today

Part II - Negotiation

STEP TWELVE Find a creative win-win focus on interests

Learn Negotiation Today

Part III - Closure STEP THIRTEEN ABCD Always Be Closing Daintily If we agree on this,? Resolve this issue,? Clear this hurdle?

Learn Negotiation Today

Part III - Closure STEP FOURTEEN Always obtain total buy-in to final settlement - ownership

Learn Negotiation Today

Part III - Closure
STEP FIFTEEN Recognize the down side of too good a deal why?

Strategies for Negotiation

Distributive Bargaining
Integrative Bargaining

THANK YOU
Reference Prof. Roopa Nandi