The goal is not to get a deal.

The
goal is to get a good deal.
EL MOSLEH Mariya
ID AHMED Sanaa
SADIKI Lamia
Definitions
Part I: Getting to know negotiation
Principles of negotiation
Features of negotiation
Reasons for negotiation
Types of negotiation
Part II: Achieving a successful negotiation
Steps to achieve a successful negotiation
Roles an responsibilities of negotiator
Conclusion



ROBBINS
A process in
which two or
more parties
exchange goods
and services and
attempt to agree
upon the
exchange rate for
them.
Minton(2001)
The degree to
which the
interests of the
parties are aligned
can facilitate the
range and type of
outcomes
available for
resolution.
The process of
conferring to arrive at
an Agreement between
different parties ,each
with their own interest
and Preferences.
A give and take
decision making process
involving
interdependent parties
with different
Preferences.
NEGOTIATION
Getting to know negotiation
Preparation
understanding the
issues and the
people and
equipping the
team for the
process.
Relationship
developing a
strategy for
maintaining the
relationship
before, during
and after
negotiations.
Communication
building trust by
applying an open
communication
style.
Problem-
solving
exploring options
and strategies for
reaching
agreement
Two
Parties
With
predetermined
Goals
Expecting an
Outcome
Willing to
modify their
Positions
Should
understand
the purpose of
their
negotiation
To Reach An
Agreement
To Make A
Point
To Settle An
Argument
To
Compromise
To Beat The
Opposition
INTEGRATIVE
NEGOTIATION
DISTRIBUTIVE
NEGOTIATION
The most distributive feature is that it operates under a
zero sum game.
The gain made by one person is loss incurred by the other
person.
Each person involved in the negotiation defines ultimate
point where the settlement will be made.
The sellers goal is to negotiate as high a price as possible;
the Buyers intention is to negotiate as low a price as
possible.
Win Lose Situation.
Parties cooperate to maximize benefits by
integrating their interests.
Both parties involved in negotiation process jointly
look at the problem, try to search for alternatives
and try to evaluate them and reach a mutually
acceptable decision or solution.
Win-Win Situation.
Achieving a successful negotiation
Assess
Do the benefits of
engaging in this
negotiation outweigh
the costs?
Can you have
influence in this
situation?
What is the price you
are willing to pay to
avoid negotiating ?
Prepare
What are your
interests in this
negotiation?
What are the interests
of your counterpart?
Ask
Engage with your
counterpart.
You have unique
information your
counterpart needs.
Your conversations with
your counterparts give
you the opportunity to
share this information
as well as listen to their
perspective.
Package
Make proposals that
package together issues
and solutions. Start with
the results you can
deliver to your
counterparts, your team,
or your organization.
Do not negotiate issue
by issue. if/then
statements as a tool to
present your Ask.
Why are you
asking?
How are you
asking?
For whom
are you
asking?
Negotiation is a dialog intended to resolve disputes and
reach to an agreement.
It is the primary method of alternative dispute resolution.
Negotiation can also be done to satisfy individual interests.
Negotiations are daily affairs in business, legal
proceedings, government affairs, and other such activities.