NEGOTIATION

SKILLS

Instructor: Mam Alia Saleem Naushahi

Group Members

Amir Sharif 2015-MM-27

M. Roheel Sajid 2015-MM-20
Raza Sohail 2015-MM-17
Asim Qasim 2015-MM-26
Learning outcomes
Define Negotiation
Stages of Negotiation
Types of Negotiation
Strategies of Negotiation
Negotiation Essentials
Negotiation Winners
Causes of Failure
Contribution of Attitude
NEGOTIATION

What is
NEGOTIATION?
What is NEGOTIATION ?
The process of making joint decisions when the
parties involved have different preferences.
Negotiation takes place when two or more
people, with differing views, come together to
attempt to reach agreement on an issue. It is
persuasive communication or bargaining.
Negotiation is about getting the best
possible deal in the best possible way.
In business as in life,you dont get what
you want, you get what you negotiate.
Stages of Negotiation
Stages of Negotiation

Preparation
Before any negotiation takes
place, a decision needs to be taken as to when
and where a meeting will take place to discuss
the problem and who will attend. Setting a
limited time-scale can also be helpful to
prevent the disagreement continuing.
Stages of Negotiation
Exchanging Information
During this stage,
individuals or members of each side put forward
the case as they see it, i.e. their understanding
the situation.
Bargaining
The heart of many negotiations is in bargaining, it
means come to terms ; arrive an agreement.
An important part of bargaining is Trading ,
where parties effectively say, `If you give me that,
then I will give you this, i.e. a sensible agreement.
Stages of Negotiation

Closing and commitment

When the deal is broadly agreed, it is
formalized in a way that it makes it difficult
for either party to back out or change their
commitment, this is only done by closing and
commitment.
Types of Negotiation
 Strategies Involved in
Negotiation
Distributive negotiation
This strategy is also popular as the fixed
pie strategy, since this involves
allocating shares of a finite resource
among the negotiators. Every party tries
to put its best foot forward to grab a
bigger chunk of the resources. Along
with that, its important for the
negotiating teams to have a good idea
of the competitive position of the other
negotiators. This will help when the
actual debate on who should get how
much begins. In essence, this
negotiation strategy requires acting
defensive and reserved.
 Strategies Involved in
Negotiation
Integrative Negotiation
This is quite a contrast to the above
strategy as this involves a joint initiative
that will prove beneficial to all the
negotiating parties. The negotiators do
not build up on how much they will
receive; rather all efforts are directed at
increasing the total payoff through
mutual cooperation. Since this
negotiation strategy is based on common
interests and joint efforts of all the
parties involved in the negotiation, each
party perceives the others as friends.
Distributive vs. Integrative
Negotiation Strategies
Distributive negotiation ends up in a win-lose
situation where some parties stand at an
advantage and the others lose out. On the other
hand, integrative negotiation creates a win-win
situation for all the parties.
Distributive negotiation is competitive in nature
and requires that every party views every other
party as a competitor, while integrative
negotiation is collaborative in nature and all the
parties negotiate on friendly term
Integrative negotiation works as a conflict
managementtool, whereas distributive
negotiation intensifies the conflicts further.
-
When to Use Distributive vs.
Integrative Negotiation Strategies

Distributive negotiation is best used when

you have some strong advantage points and
youre in a good position to bargain. Contrary
to this, integrative negotiation will be most
beneficial in situations where your position is
not strong but you still want to win
something in the bargain.
Third Party Role In Negotiation
- Arbitration.
A third party acts as a judge
and has the power to issue a
decision that is binding on all
disputing parties.
- Mediation.
A neutral third party tries to
engage the disputing
parties in a negotiated solution
through persuasion and rational
argument.
Negotiation Essentials
1.Listen

2.The power is in listening

3.Ask questions, test for understanding

4.Summarize

5.Get more by finding out what others want

6.The cheapest concession you can make is to

let others know they have been heard

7.COMMUNICATE
a. No clear lines of communication=no
Negotiation Winners
1. Have a game plan

2. Focus on your goals

3. Identify the issue

4. Have powerful
justifications

5. Evaluate

6. Pay attention to the closure

Cause of Failure

Communication Skills.
Attitude
Knowledge
Interpersonal Skills
 Communication skills play an important
role in negotiation.

Communication Medium.
Obstacles in Communication Medium.
Share all the idea.
Obstacles in sharing idea.
A main cause of Failure

Nonverbal communication:
It is known as body
language sends strong positive and negative
signals. This is how much it influences any
message:

Words 8%
Tone of voice 34%
Non-verbal cues 58%
Message 100%
Dos
Always think ahead about what you are
going to say.
Use simple words and phrases that are
understood by every body.
Increase your knowledge on all subjects
you are required to speak.
Speak clearly and audibly.
Check twice with the listener whether you
have been understood accurately or not
In case of an interruption, always do a little
recap of what has been already said.
Dos

Always pay undivided attention to the

speaker while listening.
While listening, always make notes of
important points.
Always ask for clarification if you have
failed to grasp others point of view.
Repeat what the speaker has said to check
whether you have understood accurately.
Dont

Do not instantly react and mutter

something in anger.
Do not use technical terms & terminologies
not understood by majority of people.
Do not speak too fast or too slow.
Do not speak in inaudible surroundings, as
you wont be heard.
Do not assume that every body
understands you.
Dont

While listening do not glance here and

there as it might distract the speaker.
Do not interrupt the speaker.
Do not jump to the conclusion that you
have understood every thing.
Attitude

If you want that other person to have a

positive and supportive attitude towards
you, then you must keep cultivating in
yourself a very positive, optimistic attitude
towards life, and an empathy and
forgiveness for the frailty of human nature.

80 % success of a person depends on

his attitude rather than competency
 By covering these all failures, a person can
become a good negotiator. A person must try to
improve his communication skills, knowledge and
language, if he/she always want to be a best
negotiator.
Any Questions ?
 Thanks for paying
Attention!