EFFECTIVE

NEGOTIATION
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Presented by : Dato (Dr) Md. Mydin bin Md. Sherif

Negotiation is a Life Skill

1.
2.

Everybody negotiates all of the time.

It helps people reach decisions jointly in a
civilized way.

A Negotiation is an
interactive communication
process that may take place
whenever we want
something from someone
else or another person wants
something form us.

Basic information of
Negotiation
1.

Emotion

2.

Ego

3.

Luck

How the game is played matters more than who wins.

Fundamental Elements of
the Negotiation Process
1.
2.
3.
4.
5.

Attitude
Communication Skills
Planning
Evaluation
Closure

Fundamental Elements of the Negotiation Process

>> Attitude
1.
2.
3.

Everything is negotiable all of the time.

Compromise is omnipresent
Fair is a range.

Many attributes go into making a skillful negotiator, including such things as having
good memory, being quick verbally, and handling stress well. But efectiveness is as
much a matter of attitude as it is of ability. The best negotiators exhibit four key habits
of thought that everyone, regardless of their style or IQ, can adopt to improve their
negotiation result
i.
ii.
iii.
iv.

A willingness to prepare.
High expectations.
The patience to listen.
A commitment to personal integrity.

Fundamental Elements of the Negotiation Process

>> Communication Skills

1.
2.

3.
4.

Lines of communication are critical.

Be cooperative, but dont let your
guard down.
Listen.
Pare down large groups.

Fundamental Elements of the Negotiation Process

>> Planning
1.
2.
3.

4.
5.
6.

Develop a flexible negotiation plan.

Plan your first move carefully.
Goals are more important than bottom
lines.
Plan to make concessions.
Understand when and how to mediate.
Have a theme.

Fundamental Elements of the Negotiation Process

>> Evaluation
1.
2.
3.
4.

5.
6.

Look beneath the surface.

Break the problem up into issues.
Look for multiple solutions.
Evaluate people, interests, options and
criteria.
Evaluate the leverage.
Consider the consistency principle.

Fundamental Elements of the Negotiation Process

>> Closure

1.
2.
3.

4.

Dont blow the end game.

Strive for a wise agreement.
Pay attention to details, but dont
sweat the small stuf.
Dont neglect emotional closure.

Ingredient of Successful
Negotiation
1.
2.
3.
4.

Information / Knowledge
Power
Communication
Homework

Ingredient of Successful Negotiation

>> Information / Knowledge
Information is POWER, better information leads to
stronger negotiations.
1.

Un intentional Cues
- in which behavior or words transmit an inadvertent message

2.

Verbal cues
- in which voice intonation or emphasis sends a message that seems

to contradict the word being spoken

3.

Behavioral cues
- which are language of the body as displayed in posture, facial

expressions, eye contact and gestures.

Ingredient of Successful Negotiation

>> Power
1.
2.
3.
4.
5.
6.
7.
8.

Power, an influencing factor.

Can be a positive force.

Power of Competition
Power of Legitimacy
Power of Risk Taking
Power of Commitment
Power of Expertise
Power of Knowledge of Needs
Power of Investment
Power of Rewarding and Punishing

Ingredient of Successful Negotiation

>> Communication is the KEY to efective Negotiation
Communication is a two-way street that requires everyone
involved to exchange messages. To negotiate more efectively, you
must relate to the other party with strong communication skills.
1.
2.
3.
4.
5.

6.

Organize Your Thoughts

Dont Think About It; Think Through It
Recognize that Actions Speak Louder than Words
Be Concise
Always Translate Your Message into Benefits for the
Other Party
Listen Carefully to the Other Party

Ingredient of Successful Negotiation

>> Homework
1.

2.

3.

4.
5.

WHAT you really want, WHY and HOW

badly you want or need it.
WHAT the other party wants and WHY its
important to them.
HOW much do they need or want WHAT
you have to ofer?
WHAT would make them really happy?
Are they being honest and sincere?

How to KILL negotiation?

1.
2.
3.
4.
5.
6.
7.
8.

Take it or leave it!

This proposal is non negotiable!
Don't ask me to go back!
This is all we are going to do!
This is it!
If you dont accept at this price, forget it!
Negotiating with you is waste of time!
Forget it, we will see you at the court
house!

Collaborative win-win
Collaborative negotiating is a
win-win strategy that can
focus the resources of the
people involved in the process
towards strengthening result,
productivity, quality, creativity
and innovation in problem
solving.
1.

2.
3.

Building thrust : The mutual trust is mainspring of collaborative

win-win negotiation

Gaining commitment : Getting supports of others

Managing opposition : To get what you want

Conclusion
There arent any specific models for negotiating specific
kinds of issues. Each negotiation depends on many
issues and may be amenable to a variety of diferent
approaches.
A good negotiator understands that the process
involves a continuous series of choices as to strategy
and tactics.
Being locked into one strategy or set of tactics to
implement that strategy weakens a negotiators capacity
to reach wise solutions in an efficient manner.