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• Define negotiation.
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EVERYONE NEGOTIATES
• Buying a car, house or other object for
which the price may not be fixed
• Establishing a salary, workplace tasks,
office conditions, etc.
• Organizing team tasks or priorities
• Allocating household tasks
• Deciding how to spend a free evening
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SCOPE
• Definition
• Elements of negotiation
• Stages in negotiation
• Negotiating roles
• Styles of negotiating
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DEFINITION
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ELEMENTS OF NEGOTIATION
• Power
• Time
• Information
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POWER
• Power of expertise
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POWER
• Power of expertise
• Power of investment
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POWER
• Power of expertise
• Power of investment
• Power of rewarding or punishing
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POWER
• Power of expertise
• Power of investment
• Power of rewarding or punishing
• Power of identification
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POWER
• Power of expertise
• Power of investment
• Power of rewarding or punishing
• Power of identification
• Power of morality
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POWER
• Power of expertise
• Power of investment
• Power of rewarding or punishing
• Power of identification
• Power of morality
• Power of persuasive capacity
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POWER
• Power of expertise
• Power of investment
• Power of rewarding or punishing
• Power of identification
• Power of morality
• Power of persuasive capacity
• Power of attitude
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TIME
• If I know your deadline and you don’t know
mine. Who has the advantage?
- I WILL.
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INFORMATION
• Knowledge of other party’s true interests,
needs and priorities.
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INFORMATION
• Knowledge of other party’s true interests,
needs and priorities.
• An experienced negotiator never gives
away such information during negotiation.
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INFORMATION
• Knowledge of other party’s true interests,
needs and priorities.
• An experienced negotiator never gives
away such information during negotiation.
• Better way is to gather this information
from other sources.
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STAGES IN NEGOTIATION
• Prepare
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STAGES IN NEGOTIATION
• Prepare
• Discuss
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STAGES IN NEGOTIATION
• Prepare
• Discuss
• Propose
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STAGES IN NEGOTIATION
• Prepare
• Discuss
• Propose
• Bargain
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STAGES IN NEGOTIATION
• Prepare
• Discuss
• Propose
• Bargain
• Agreement
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NEGOTIATING ROLES
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NEGOTIATING ROLES
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NEGOTIATING ROLES
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NEGOTIATING ROLES
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NEGOTIATING ROLES
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STYLES OF NEGOTIATING
• Competitive Style
- winning at all cost
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STYLES OF NEGOTIATING
• Competitive Style
- winning at all cost
• Collaborative Style
- negotiating for mutual satisfaction
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COMPETITIVE STYLE
Characteristics are:-
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
• Limited authority
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
• Limited authority
• Emotional tactics
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
• Limited authority
• Emotional tactics
• Adversary concessions viewed as
weakness
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
• Limited authority
• Emotional tactics
• Adversary concessions viewed as
weakness
• Stingy in their concessions
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COMPETITIVE STYLE
Characteristics are:-
• Extreme initial position
• Limited authority
• Emotional tactics
• Adversary concessions viewed as
weakness
• Stingy in their concessions
• No value for time
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COLLABORATIVE STYLE
Characteristics are:-
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COLLABORATIVE STYLE
Characteristics are:-
• Building Trust
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COLLABORATIVE STYLE
Characteristics are:-
• Building Trust
• Gaining Commitment
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COLLABORATIVE STYLE
Characteristics are:-
• Building Trust
• Gaining Commitment
• Managing Opposition
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SUMMARY
• Definition
• Elements of negotiation
• Stages in negotiation
• Negotiating roles
• Styles of negotiating
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HOME ASSIGNMENT
• Find out basic procedure of defence
purchases.
• Relate negotiations in the context of
defence purchases.
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FURTHER STUDY
• ‘You can negotiate anything’ by Herb
Cohen, 1983
• Successful Negotiations, Peter Flaming,
Barrons, 1997.
• Negotiate to succeed, Julie Lewthwaite,
Thorogood Ltd, London, 2003.
• How to be a better negotiator, John
Mattock and Jons Ehrenborg, Kogen
Page, 1996.
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THANK YOU !