Negotiation Skills

Today we agree to

Switch off or silence our mobile phones

Actively participate in the discussions

Allow others to speak their turn Respect time limits for breaks

My Expectations

My father said: "You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals. J. Paul Getty

Program Objectives
By the end of the programme each participant will be able to: Understand what is negotiation

Understand stages and skills required in negotiation

Practice WIN-WIN negotiation

Who is the best negotiator in your Family?

What is Negotiation?

Negotiation is a process of dialogue by which you and the other(s) try to reach a mutually acceptable agreement.

Negotiations help to solve problems!

When do we Negotiate?

When we need someones consent When the time and effort of negotiating are justified When the outcome is uncertain

Sujata, Im going to spend this weekend working on my project report.

Fine Vinay! Im spending this weekend at my mothers place.

Nothing in common! Nothing is contested!

No need for

negotiation!

Sujata, I think we should take the kids for a picnic this weekend.

Oh, absolutely! They would love that!!

Total agreement!

No need for

negotiation!

Look, I have to finish the project report this weekend and hand it over to my boss on Monday. I know its important to you, but how can I spend the whole weekend at your mothers place?!

I know you have to finish the report by Monday. But its my parents golden wedding anniversary! The whole familys getting together! Cant you at least come for a night?

Space for

negotiation!!

U Some areas of agreement! Some areas of conflict!

Qualities of a Good Negotiator Preparation and planning skill Knowledge of the subject matter being negotiated Ability to express thoughts verbally Active listening Judgment and general intelligence

Qualities of a Good Negotiator Ability to persuade others Patience Considers lots of options Aware of the process and style of the other person Thinks and talks about possible areas of agreement

When Can Negotiation Occur? Two or more parties have vested interests in an outcome There is agreement and conflict over the outcome Terms and conditions can be changed Resources are scarce Complete disagreement

When do you negotiate?

Distributors

Personal

Superiors

TL/TM
Bankers Peers

Customers

Subordinates

Definition of negotiation Different areas of negotiation Qualities of a good negotiator In This

Session
We Learnt