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NEGOTIATION
SUBMITTED BY:-MEENU GOYALROLL NO:-351MBA 2ND SEM
WHAT IS NEGOTIATION ?
Negotiation is :-
• one of the most common approaches used to make decisions and manage disputes
• a dialogue intended to resolve disputes• to produce an agreement upon courses of action• to bargain for individual or collective advantage• or to craft outcomes to satisfy various interests
• the primary method of alternative dispute resolution
Negotiation occurs in :-
• business
• non-profit organizations
• government branches
• legal proceedings
• among nations
• personal situations such as marriage, divorce, parenting • and everyday life
CONDITIONS FOR NEGOTIATION :-
• Identifiable parties who are willing to participate. • Interdependence.
• Readiness to negotiate.
• Means of influence or leverage.
• Agreement on some issues and interests • No major psychological barriers to settlement. • The people must have the authority to decide.
CONTINUE..
• Will to settle.
• Unpredictability of outcome
• Resources to negotiate.
• External factors favorable to settlement.
• The agreement must be reasonable and implementable
• A sense of urgency and deadline
REASONS FOR CHOOSING NEGOTIATIONS:-
• Test the strength of other parties
• Obtain information about issues, interests and positions of other parties
• Educate all sides about a particular view of an issue or concern
• Ventilate emotions about issues or people
• Change perceptions
CONTINUE…
• Mobilize public support • Buy time • Bring about a desired change in a relationship; • Develop new procedures for handling problems; • Make substantive gains; • Solve a problem.
REASONS FOR REFUSING NEGOTIATION:- • Parties are fearful of being perceived as weak by a constituency,
by their adversary or by the public; • Discussions are premature. There may be other alternatives
available--informal communications, small private meetings, policy revision, decree, elections;
• Meeting could provide false hope to an adversary or to one's
own constituency; • Meeting could increase the visibility of the dispute; • Negotiating could intensify the dispute; • Parties lack confidence in the process;
CONTINUE…
• There is a lack of jurisdictional authority;
• Authoritative powers are unavailable or reluctant to meet;
• Meeting is too time-consuming;
• Parties need additional time to prepare;
• Parties want to avoid locking themselves into a position; there is still time to escalate demands and to intensify conflict to their advantage.
APPROCHES OF NEGOTIATION:-
• positional bargaining
• interest-based bargaining
STAGES OF NEGOTIATION:-
Stage 1: Evaluate and Select a Strategy to Guide Problem solving
Stage 2: Make Contact with Other Party or Parties
Stage 3: Collect and Analyze Background Information
Stage 4: Design a Detailed Plan for Negotiation
Stage 5: Build Trust and Cooperation
Stage 6: Beginning the Negotiation Session
CONTINUE..
Stage 7: Define Issues and Set an Agenda
Stage 8: Uncover Hidden Interests
Stage 9: Generate Options for Settlement
Stage 10: Assess Options for Settlement
Stage 11: Final Bargaining
Stage 12: Achieving Formal Settlement
Tips for negotiation :-
• Don't be afraid to ask
• Never negotiate against yourself
• Get it in writing
• Establish a fall-back plan
• Avoid form contracts
• Listen to the other side
THANK YOU…