Negotiation

21.08.2012

Negotiation

Negotiation is settle the issue. First of all talk with that person and try to get some agreement. It’s all done in our daily life.

How to do this Methodically.

1. Identify how to negotiate with methodically.

2. How to improve our negation aspects.

Negotiation is a process by which two parties with an interest on the same issue seek to search an agreement this is acceptable to both sides.

Choice.

- Negotiation is a choice.

- It's personal choice depends on each one.

- If there should be a problem that occurs there are many ways to solve it. Negotiation is a choice that depends on a person. It’s a personal choice.

Negotiation Styles

1. Competing

2. Collaborating 

3. Avoidance

4. Compromising  

5. Accommodation

Avoidance.

Ignore or avoid the issues rather than confronting them directly.

Employ strategies such as denying there is an issue, using jokes as a way to deflect conflict, or trying to change the topic.

Exercise: Sherman is so angry at his girlfriend that he throws his Blackberry at the wall, he might want to go for a ride in his car and cool down before he tries to talk to his girlfriend about the problem. 

Competition.

A person trying to resolve issues by controlling or persuading others, in order to achieve his own ends.

Essentially win-lose strategy 

Accommodation.

Essentially communicates to another, “You are right, I agree; let’s forget about it”

An approach that is “other directed” requires individuals to.

Compromise.

It occurs halfway between competition and accommodation. 

Generally perceived as a “give and take” strategy

Compromisers attend to the concerns of others as well as to their own need.  

Collaboration

Both parties agree to a positive settlement to the issue and attend fully to the other’s concerns while not sacrificing or suppressing their own.

The issue not resolved until each side is reasonably satisfied and can support the solution.

A win win strategy. 

Negotiation Skills

1. Search for Interests

Kamal and Suresh are arguing over one remaining orange. Each says he wants it. 

First need for what each party’s need.

Kamal needed the juice to drink.

Suresh need the peel for his artwork.

Try to Understand

Listen to others and encourage them to explain their side first. Then you will be willing to listen to you.

You need to listen to you.

Control Emotions

There are no emotions in negotiation

• Avoid the presumption of evil.

o Have to be optimistic

• Break down bigger issue to smaller ones.

The problem might be a big one but the season maybe is a little one.

Break up the problem in to small parts. Then you will know the actual reason.

• Move away from Blame

Don’t blame the other person. They will never come up with a solution when you blame others. Other party will never come to an agreement. 

• Maintain Integrity

Having the character quality of being honest, reliable and fair.

BATNA

Best alternative to a negotiated settlement. The best consequence of not negotiation.

It depends on the best option you have.

NATNA

Worst alternative to negotiated agreement. The worst consequence of not negotiation.

Learning Gain and Personal Opinion of the Lecture.

Learn about how to handle negotiation with low impact and how to behave in such incidents.