Sveučilište Jurja Dobrile u Puli

Odjel za informacijsko-komunikacijske tehnologije

Sveučilišni diplomski studij informatike - nastavni smjer

Negotiation

Mirko Bursać
introduction
 negotiation
 types of negotiation
 stage of negotiation
 elements of succesful negotiation

2
negotiation
 a process of securing an agreement between parties
with different needs and goals
 to negotiate: the action of negotiation
 negotiator: person that negotiates

3
types of negotiations
 distributive: competing over a distribution of a fixed
sum value
 integrative (win-win negotiation): parties cooperate
to achive maximum benefits by integrating their
interests into an agreement
 e.g. (one orange, two teenagers) distributive: getting
half of it; integrative: each might ask the other why he
or she wanted the orange, discovering in the process
that one wanted to eat the inside while the other
wanted the peel to bake a cake.

4
 multi-phase: runs through multiple phases (e.g.
Architectual design contract)
 multi-party: multiple parties with a common goal or
purpose (e.g. political parties)

5
stages
 preparatory: assessing relative strenght of parties,
setting negotiation objectives, planning the best way
to argue the case
 exploratory: possibilites, checklists, informations to
seek
 bidding: exchange proposals, exchange requests
 bargaining: equally satisifed or dissatisfied parties
 settling & evaluation: confirmation of the agreement
 ratification: formalization of the agreement
 dissemination: informations post-negotiation

6
elements of succesful negotiation
 identify intended goals
 set limits to achive goal
 have clear objectives
 active listening
 ability to understand the intendend message of the
sender
 clearly express your thoughts and ideas
 keep your language clear & simple
 accurately interpret the messages expressed through
body language

7
elements of succesful negotiation
 claryfing & checking there are no uncertainties or
missunderstandings
 establish good rapport & show respect with the
opposite side
 use emphatic language
 make suggestions
 emotional control

8
 constructive & proactive
 personality, position of the opposite side
 your own strenghts & weaknesses
 flexibility
 compromise

9
elements of succesful negotiation
 be determined to win: persuasive, articulate, select few
key arguments & repeat them; be tenacious.
 reach an agreement which meets the needs & interests
of both sides
 closing the deal: ability to recognize that all elements
of the goals have been achieved & finalize the process
to implement them

10
conclusion
 preparation
 communication skills
 social skills

11