Introduction To NegotiationIntroduction To Negotiation

Isao NakamsuIsao Nakamsu

Kaori MorishimaKaori Morishima

Yurie NotomiYurie Notomi

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Negotiation

Process of exchange to resolve conflict and reach a mutually beneficial agreement

Positive Sides of Negotiation

1 ．　 Both Parties Maintain Control

2 ． Strengthen the relationships　→ Understanding　→ Respect

Step 1: Identify Needs & Objectives

→Have your goals clear

Negotiation = Exchange

•Negotiation ≠Only Take

1. Desired Settlement Point (DSP)= “Fair deal”

Step2: Establish Settlement Points

2. Opening Position (OP)=higher and more defensible point than

DSP

3. Walk Away Point (WA)=When OP of the other party is

unacceptable

Best Alternative To a Negotiated Agreement

Definition: course of action that will be taken by a party if the current negotiations fail and an agreement cannot be

reached.

Simple Example: Assume you will buy PC from your friend.

In this case possible would be… 1. Buy same PC in PC shop

2. Buy same PC in online shopping 3. Buy same PC from another friend

Advantages of BATNA

Gets rid of a pressure （＊ ´Д ｀）＝３ →judge it is really worthy negotiation to

consent.

You won’t have too bad result 　So.. Create the most effective BATNA and use it

in the most effective time!

Step3: Currencies

People

Facilities

Equipment

Give us your

currency!!!!!

ExchangeGive-and-take

Step4: Stages of Negotiation

Opening

Exploring

Closing

Opening ・・　 set the climate 　　　　　　　　　 state and respond to 　　　　　　　　　　 opening positions.

Exploring ・・ wants and needs 　　　　　　

Closing ・・ summarize the agreement and contract.

Step5: Identify the Negotiation Approach

Win-win

Accommodate

Collaboration

Win/Win Negotiation

Avoidance Compromise Take It or Leave It

Low

Low

Importance of IssueImp

ort

an

ce o

f R

ela

tion

sh

ip

High

Hig

h

Tactics

Disclosure ・・ reveal a piece of information　　　　　　 or an underlying issue.

　　 Objective Criteria ・・ use facts, figures, or data from an objective source

Off the record discussion ・・ step back and conversation with the other party

Let’s become a Negotiation

Expert!!

Reference

• Gosselin,Tim. Practical Negotiating. John Wiley&Sons, Inc. 2007.