PT TVS Motor Company Indonesia V Thiyagarajan

What is the job of a manager

Managers primary job is to manage the
resources allocated to him.

What is the job of a manager

In Managing his resources effectively, he has to negotiate with various stakeholders day in and

Day out.

What is Negotiation?
Negotiation describes the process of discussion
between two or more parties aimed at reaching a mutually acceptable agreement It is all about taking a position

The Negotiation Process

Preparation

Concession & agreement

Relationship building

Persuasion

Exchanging information

Preparation
Have a role play before negotiation

Budget the time required for completion - e.g

Assign a role to each member in the team
e.g. observer, noting minutes, explaining technical details

Relationship building
Trust building

Establish credibility through genuine effort e.g

Understanding the position of other party - e.g

Exchanging information
Understand the position of other party

Make your 1st offer when situation warrants

Check the reaction & proceed further e.g

Persuasion
Use verbal negotiation tactics e.g

Never play dirty tricks

Beware of the other partys tricks e.g

Concession & agreement

As a token of appreciation certain concessions can be agreed upon = e.g Believe in Win Win situation

Different Type of Negotiation

Competitive Negotiation

Integrative Negotiation
Problem solving Negotiation

Cross cultural Negotiation

Competitive Negotiation
Competitive Negotiation prevails when parties
have unequal bargaining powers e.g

Integrative Negotiation
Integrative Negotiation is a collaborative
negotiation rather than competitive negotiation

Problem solving Negotiation

Problem solving Negotiation usually result in
win-win solution paving way for long term, mutually beneficial relationship e.g

Cross cultural Negotiation Framework

Goals National/ Corporate Principles Vs specific details

Task Vs Internation al relations

Negotiation styles , Objective, Negotiating behaviour, defence /attack/trust/de ception/pressure

Trust level and duration relations

Composition of teams & Level of preparation

Impact of culture on Negotiation

Negotiation Factors and attributes

Goal Attitudes Personal style Communication Time sensitivity Emotionalism Agreement building Team organization Risk taking

Contract Win/Lose Informal Direct High High Bottom up One leader High

Or

Relationship Win/Win Formal Indirect Low Low Top Down Consensus Low

Key Success Factors

A tolerance for ambiguity e.g Patience and perseverance Flexibility and creativity e.g Cultural understanding or empathy e.g Acknowledge the flexibility of other party Clarity in communication e.g Keep in mind the stakeholders expectation Never expose your desperateness Identify the influencer or decision maker in the other parties group

Profile of a successful Negotiator

Looks for and says the truth Is not afraid of speaking up and has no fears

Exercises self-control
Seeks solutions that will be win-win situation Respects the other party Neither uses violence nor insults Is ready to change his or her mind and differ with himself or herself Understand the cultural differences, act accordingly