Negotiation Skills Classroom_1

8/21/2019 Negotiation Skills Classroom_1

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Negotiation Skills


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What is Negotiation

Negotiation is a method by which people settledifferences. It is a process by which compromise oragreement is reached while avoiding argument.

Negotiating is the process of communicating back and

forth, for the purpose of reaching a joint agreementabout differing needs or ideas.

Negotiation is finding a way for all parties to gainsomething they value from the resolution of a positionof conflict.

It is a collection of behaviours that involvescommunication, sales, marketing, psychology,sociology, assertiveness and conflict resolution.


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What is Negotiation

A negotiator may be a buyer or seller, a

customer or supplier, a boss or employee, a

business partner, a diplomat or a civil servant.

On a more personal level negotiation takes

place between spouse, parents or children.

You negotiate when you want to resolve

something and both parties have somethingto gain from the interaction and exchange.


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Negotiations Mixer

TASK: In your teams of 3 (or 4), negotiate withyour partners to decide how you would divide thisRs. 100 among you.

Once you have agreement, all 3 of you stand up. Anyone not happy with the division of money? You have 60 seconds to negotiate. Are you ready

to begin? Go!

Who reached a win-win agreement in 45seconds?

What made this a difficult task?


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What is Influencing

Where one party power over another party

A child can influence his / her parents to buy

an ice cream but has little power to negotiate.

When child uses emotions it is negotiating

with his / her parents using emotions.

If one party loses and the other party gains itis not negotiating that is practiced but it is

Influencing.


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What is Bargaining

Where there is give and take from both sides.

It is a form of Barter and normally done on

specifics like price.

It is a sub set of Negotiation


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Characteristics of Negotiation Situation

There are two or more parties: That means there

are two or more individuals or groups or

organizations who are negotiating within

themselves.

There is conflict of interest between two or

more parties: Parties involved in the negotiation

process have their individual interest and theyare negotiating to resolve the conflict which is

arising from their individual interests.


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Characteristics of Negotiation Situation

The parties negotiate because they think that by

influencing the other party they will get better

deal than by simply voluntarily accepting the deal

offered by the other party.

When we negotiate, we expect give and take:

Both the parties involved in negotiation will

modify their earlier offerings and demands andwill reach to some conclusion acceptable to both

the parties at the end of the negotiation.


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What makes a Good Negotiator

Behavioural Criteria:

a) High observation skills: Able to listen,

observe and record activities of others, also

should pick up the non verbal clues given

through body language.

b) Planning and organising: Must be able to

decide in advance what they expect from the

negotiations and also know their own limits.


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c) Able to move blockages: Must identifybarriers and work systematically through the

barriers that are encountered during thenegotiations.

d) Develop rapport: Must quickly establish and

maintain the rapport by appreciating otherspoint of view while emphasizing on our ownview.


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e) Flexible attitude: Able to accept others view

points and arguments.

f) Creativity: Must think creatively and helping

to solve the issue.


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Access your current skill as a Negotiator

Rank yourself from 1 poor to 5 highly skilled in

terms of your negotiating ability.


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Different Phases of Negotiation

Pre-negotiation: 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.

This stage involves ensuring all the related

facts of the situation are known in order to

clarify your own position.


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During Pre-negotiation stage Negotiators shouldknow:

1) Rules or Policies of their organization

2) Deciding who will negotiate

3) What exactly is your own position?

4) What is the other person likely to want?5) What, as close as you can get, is the other

personsposition?

6) When to refuse or accept an offer

Undertaking Pre-negotiation or preparationbefore discussing the disagreement will help toavoid further conflict and unnecessary wastingtime during the meeting.


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Opening: Each party should start by clearly

and assertively stating how they currently see

things.

There should be no judgment and no personal

attacks. Each party should listen carefully to

the other without interruptions.

Your (Opening) initial position should be

reasonable and not too extreme.


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Information sharing: During this stage,

individuals or members of each side put

forward the case as they see it, that is their

understanding of the situation.

Key skills during this stage are

Questioning,

Listeningand

Clarifying


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Problem solving: As the discussion proceeds,

each party may wish to suggest changes to the

initial positions, either to their own initial

position or to the initial position of the otherparty.

The discussion continues in this way, with the

parties trying to maintain an element of flexibilityuntil they can solve the problem and reach an

agreement that is acceptable to both.


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Agreement: When agreement has been

reached it is most helpful to make a written

record of it, including how the implementation

of the agreement will be monitored.

Both parties should agree the content of the

written record and sign it.


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Breakdown in negotiation: Sometimes

negotiations break down and the partiesconcerned are unable to reach an agreement.

This may be for a variety of reasons, but in anyevent some further strategy then needs to beintroduced because the conflict cannot beallowed to continue unresolved.

Often this is a time at which to introduce a thirdparty mediator.

It may also be possible to ask a more seniormanager to make a decision binding on bothparties (arbitration)although the two parties inthe dispute then have no control over theoutcome.


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Barriers that create impasse/deadlock

during Negotiation

Failure to communicate

Gaps in Information

Insufficient focus upon underlying interests Inability to align other parties interests

Poor Negotiating Skills


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Overcoming Barriers Negotiate for a WIN-WIN Outcome: WIN-WIN outcome

could be achieved where both sides feel they have gained

something positive through the process of negotiation and

both sides feel their point of view has been taken into

consideration.

A WIN-WIN outcome is usually the best outcome, however

it may not always be possible but through negotiation it

should be the ultimate goal.

Suggestions of alternative strategies and compromises

need to be considered at this point.

Compromises are often positive alternatives which can

often achieve greater benefit for all concerned rather than

holding to the original positions.

Documents

Negotiation Skills Classroom_1