PRESENTATI

ON AND
NEGOTIATIO
N

CREATED BY:
CICI PRATIWI
120403150048
ENGLISH FOR BUSINESS PURPOSE I

International Business
Padjadjaran University

PRESENTATION

What is Presentation?
A presentation is a means of communication
which can be adapted to various speaking
situations, such as talking to a group, addressing
a meeting or briefing a team.

What are the most common ways

we communicate?
rd
o
W
en
k
o
p
S

Written Word

ag
m
I
al
Visu

es

Bod
y La
n gu
age

Presentation Skills
Following are the steps include
in preparing effective
presentation:
Plan
Prepare
Practice
Present

PLANNING
What do we have planning for presentation:
1. Who is your audience?
2. Why are they there?
3. What is your goal?
4. How long will it be?
5. Where will it take place?

PREPARE
Following points
must keep in mind
while preparing:
a. Structure
b. Prompt
c. Visual aids
d. Voice
e. Appearance
f. Style
g. Questions

Structure

Write your presentation in this order:

Objective
Beginning or introduction
Main content
Summary, conclusion and
recommendations
Questions

Structure
Introduction

Grab the
audience
attention

Get Attention

Main theme

content should
be relevant to
topic

Summary/Conclusion

Key message

Visual Aids

Voice
Louder and clear than

Use simple fonts, colors and

your normal pitch.
graphs.
Vary pitch and volume.
Use images and clipart.
Over emphasis
3 to 7 bullets per slide.
Dont over crowd your
slides, it will not look
professional.
New or different visual aids
wake people up.

Style
You already have a
style dont try to
copy others.
Use words and
sentences you use
in normal days.
Be yourself.

Practic
e
Rehearse all points
what you prepare.
Rehearse with all
visual aids and
handouts.
Practice again and
again to manage
time.
Rehearse in front of

Preparation
Material
You can use following items to make
the content of your presentation:
Handouts
Personal notes
Internet
Visual aids

Present
Make a strong start.
Engage the audience in first 2-3
minutes.
Show your passion through your
movements and gestures.
Make an eye contact.
Dont forget to smile as well, unless
your topic is very grim.

NEGOTIATION

What is negotiation?
Negotiation takes place when two or
more people, with differing views, come
together to attempt to reach
agreement on an issue. It is persuasive
communication or bargaining.
Negotiation is about getting the best
possible deal in the best possible way.

Deliberate Style
Use when long term
relationship likely.
Involves cooperation
and relationship
building to reach
agreement.
Needs much prepare,
hard work.
May move in fits and
starts.

Outcomes
Realistic
Both sides satisfied, win/win situation
Usually results from deliberate style
Acceptable
Likely to result from quick style
Something is better than nothing
Always ask for a better deal
Worst
When youre too stubborn to be flexible
Usually from quick style

Motivated Negotiator is?

Enthusiasm

Confidence
Engaged

Social Skills

Enjoy people
Interest in others

Recognition

Teamwork

Integrity

Creativity

Accomplishment Better as a team

Pat on the back Self-control
No trickery
Always looking for ways
Trustworthiness
to
complete the deal

Investigate

Agreement

Negotiaton
Model

Bargaining

Presentation

Investigate
What do you want?
What does the other
side need?
Decide on style
What are the
consequences of each
choice.

Presentation
Prepare other sides
case
Present the reasons
for your side better
Planning sheet
Issues involved
Realistic, possible,
worst

Bargaining
When in doubt, ask
questions!
Open questions
Reflective
questions
Tactics

 Use

Tactics

You go first
Walk out
Bad
Dont use
environment
Emotional outburst
Defer to higher
Argue special case
authority
Pretend ignorance
Not willing to
Play for time
make any
Nibble and retreat
changes
Silence

Agreement
Arrangements should be neutral and
comfortable
Pay attention to what others say
Screen out all visual distractions
Ask open ended questions
Listen to responses
Proactive vs. reactive behavior

How to influence
others
The three Ps:
Position (power?)
Perspective
(empathy)

Factors for have success on

negotiation
Legitimacy of your case
Confidence in presenting
it
Courtesy to the other
party
Adaptation to the other
partys style
Rapport
Incentives and trade

T.I.P.S
Aim high to begin with easier to lose ground than gain
Give concessions reluctantly
Break down complex deals
Language:
Make proposals with open questions such as:
what would happen if we?
suppose we were to
what would be the result of?

Dealing with stone-walls: what would need to happen for you

to be willing to negotiate over this?

Always get agreement in writing...

THANK
YOU