A

Report

On

How to be a better Negotiator

Submitted to

Dr. Govind Dave

Prepared by:

Akash .M. Patel

17MBA047

MBA Second Year

INDUKAKA IPCOWALA INSTITUTE OF MANAGEMENT (I2IM)

CHAROTAR UNIVERSITY OF SCIENCE AND TECHNOLOGY

(CHARUSAT)

AT. & PO. CHANGA 388 421 TA. PETLAD, DIST. ANAND, GUJARAT
 How to be a better Negotiator
( BOOK REVIEW)

In this book, john mattock and jons enrenborg describes how to better negotiator in different
business position and how to solve problem during negotiation.

After read this book specific ideas on how to solve the topical problem during negotiation .
in this book describes the this 16 statement / problem(your self , emotion , people,
relationship , ritual , culture , truth , creative bargaining , planning . targets , raising the game
,timetabling, handling the process , movement , talking and listing and last language) during
negotiation time and know how to solve this problem during negotiation.

Negotiation skills are a big deal in today’s world. If you learn effective negotiation skills you
can transform almost every area of your daily interactions in work and life. Negotiations is a

complex topic and It’s easy to get lost among a sea of strategies and tactics. Instead, The

Complete Guide on How To Negotiate gives you an effective negotiator’s mindset, focused
on creating win-win opportunities. Then, it follows up with some proven practices for
common scenarios.

describes the 16 statement / problem

 Your self
How to comfortable as a negotiation time and how to improve self confidence.

 Emotion
How to comfortable with conflict and how to handling the conflict different situation.

 People
How to know the opponent and how to handle this opponent. 3 step for reaching your
opponent. First resist the temptation to pretend he is just like you. Second work out
which of the four type :objective/cool , practical/ realistic ,humane/intimate,
speculative/creative .Third organise your arguments to suit his type.

 Relationships

Know about how to work difficult working with different people.

 8 Building working relationships: suggestion

Establish empathy ,but do not get dragged into sympathy.

 Ask genuine questions, and listen with interest to the answer.

Adjust your pacing to suit the local culture.

Give a little extra for the person, not just for a deal.

Respect his professional boundary.

Don’t undermine his self – esteem; don’t crow about your own cleverness.

What you do is more important than what you say.

 Ritual
Know the rules of the game. learning the ritual for step to step. first, ask than , find
out if its to be fair play or hardball. Then , if in doubt ,be more rather than less formal
and value the ritual for its own sake.

 Creative bargaining

Bargaining is biggest issue during negotiation. price is stickiest issue ,creative

bargaining ; ploy for introduce more variable ,explore needs and priorities. find fresh
entry point. play around with time – most elastic variable. Use relationship as a
variable. Emphasise transactional value, some one creating a team and communicate
the creativity.

 Planning
Proper planning like first collect information than process and last its purpose. List
variable of the negotiation then gathering the information and process on information
last focus on purpose.

 Target
Your targets should be smart , so you really know what you are aiming for. targets is
long term, if there are long term possibilities,

 Raising the game

the competition is better than us’ so you make a some game – raising strategy against
opponent’s requirements.

 Timetabling
Make timetabling like first preparation, then discussion, then proposals and last
bargaining. Step to step negotiation.

 Handling the process

Process handling the negotiation for cool and relaxed.
 Negotiation for reaching the result for hot and stressful.

 Movement
there are always a gap between “us” and “them”.
Closing the gap for stag wise. Predict movement, stimulate the movements, make all
movements conditional upon other movements, responds to their signals by offering a
movements, protect .

 Talking and listing

Use the clarity tools like use short and simple words and simple sentences in your key
messages, use visual hooks with your key messages. Organize your idea clearly and
show your opponent how they are organized.
If you want to build a lasting reputation as a good communicator, you should do as
much work on your listening skill as on your speaking techniques.

 Language
Native speakers : if you are English speaker negotiating with an English speaker or
Spanish speaker dealing with a Spanish speaker, and yet you have difficulty making
your self clear, then our best advice is in talking and listening: clarity.

CONCLUSION