PRESENTED BY:

ANKITA SINGH
BRAJENDRA TIWARI
KANHAIYA GUPTA
INTRODUCTION
 The word "negotiation" is from the Latin, "negotium".

 It is a dialogue intended to resolve disputes, to produce an agreement upon

courses of action, to bargain for individual or to craft outcomes to satisfy
various interests.

 Primary method of alternative dispute resolution.

 Occurs in business, non-profit organizations, government branches, legal

proceedings, among nations and in personal situations such as marriage,
parenting, and everyday life.
Emotion in Negotiation
Positive affect in negotiation:
 People in a positive mood have more confidence.
 Higher tendencies to plan to use a cooperative strategy.
 Use less aggressive tactics.

Negative affect in negotiation :

 Anger is the primary emotion.
 Angry negotiators plan to use competitive strategies .
 Cooperate less.
 Anger disrupts the process by reducing the level of trust.
 Pay less attention to opponent’s interests .
 Achieve lower joint gains.
PERSONALITY STYLES
CHARACTERISTICS:
PRAGMATICS  Win - lose approach.
 Orientated towards time management
and business.
 DECISIONS made QUICKLY, based
on FACTS.
 Practical and take charge.

WHAT THEY WANT?

 Wants to win, even if it means that
someone has to lose.
 Dominates and threatens people.
 Determined not to lose.
COMMON EXPRESSIONS :

 "This isn't a religion, it's a business."

 "The bottom line.”
 "How will this effect our claim and the results?”

WAYS OF DEALING :

 Don't waste time with small talk.

 Don't overload with information.
 Be genuine and don't be overly enthusiastic.
 Use "Tit for Tat" approach.
 Be prepared for fast decisions based on the facts.
EXTROVERTS CHARACTERISTICS :
 Want to influence.
 Are personable and enthusiastic in
orientation.
 Like informality, warmth, friendless,
openness.
 Short attention-span, not organized.
 DECISIONS made QUICKLY, based
on EMOTIONS.

WHAT THEY WANT?

 Wants to get excited about the issues.
 Loses perspective, ignores others.
 Less sensitive to what is happening
around them.
COMMON EXPRESIONS :
 "This is great news."
 "Fantastic!
 "We can really do things with this.“

WAYS OF DEALING :

 Get them excited with an enthusiastic picture of the benefits to them.

 Talk about their hobbies and interests outside of the work environment.
 Tell stories.
 Personalize the process.
 Expect fast decisions based on emotions and level of excitement about the
issue or project.
 CHARACTERISTICS:
AMIABLES
 Want to reach peace and agreement.
 Avoid conflict.
 Do not like change, pressure or feeling forced
into decisions.
 Do not like to force opinions on others.
 Need time to think matters through, long
attention span.
 DECISIONS made SLOWLY based on
EMOTIONS.

WHAT THEY WANT ?

 Wants everyone to be happy.
 Develops relationships.
 Accepts losses and gives in too easily.
COMMON EXPRESSIONS :

 "We have to think about the impact on the people."

 "I don't want to offend or upset people."
 "What about loyalty?

WAYS OF DEALING :

 Go slowly, develop trust.

 Show that you really care about them and the "fairness" of the process.
 Be careful not to offend.
 Don't use high pressure tactics.
 Expect slow decisions based on working things through and comfort level
with you.
ANALYTIC
CHARACTERISTICS :
S
 Executive approach, wants to bring about order.
 Orientated towards facts.
 Curious, soaks up information, fascinated by
analysis, very precise.
 Loves gadgets.
 DECISIONS made SLOWLY based on FACTS.

WHAT THEY WANT ?

 Wants all the facts to make a decision.
 Rigid organization and detached from other
aspects of the process.
 Wants to win but based on principles and facts.
COMMON EXPRESSIONS :

 "I need all the information you can get."

 "I need to think about this.“
 "I don't want to jump into this, let's prepare an in-depth report.“

WAYS OF DEALING :

 Be accurate.
 Give information and go into as much detail as you can.
 Build rapport by talking about their interests.
 Expect slow decisions based on accumulating and analyzing of all data.
Conclusion
Every person usually has all types of
personality style, but one style in dominance.

“One tool is not enough to deal with all

devices”
Similarly, One personality is not enough to deal
with all situation.

So, in order to become “jack of all trades”

One should learn from a chameleon who
changes its color according to the
situation.