Negotiation(english).pptVIP

NEGOTIATION TACTICS SKILLS Management Development Workshop 2009 In business, you dont get what you deserve, you get what you negotiate. What is Negotiation? …A process whereby two or more parties come together to exchange or combine resources such that mutual benefit is derived and felt as a consequence of creative resolving difference. Introduction All negotiations Whether a personal matter, such as a mortgage or hoped-for pay rise A massive corporate commitment to a project, or a billion-dollar acquisition Involve the same elements Introduction The details may differ substantially But the main participants in any negotiation can be expected to follow similar patterns of thought and discussion Introduction Therefore, to negotiate successfully It is important to recognize the stages and tactics that commonly repeat Understand what actions will best serve your purposes each step of the way There will be setbacks in every negotiation: Delays Surprises Concessions But there will also be opportunities, advances and, potentially, big gains The true sign of success is when both parties can walk away from the table feeling like a winner. BATNA Best Alternative To a Negotiated Agreement BATNA What is the best alternative way to satisfy your interests without reaching an agreement with the other party? BATNA The stronger your BATNA the more likely it is that you will: Have power over the other party Control the negotiation process Let’s make breakfast! Tactics Tactics are everything we do and say to implement our plan Tactics Avoiding Tactics Avoiding the negotiation since there is no concern for outcome or relationship Avoiding Tactics Tactics will include: Not returning phone call Withdrawing senior negotiators Procrastination on key issues Delaying each stage as long as possible Accommodating Tactics Preserving the relationship even if it means sacrificing some outcome. Accommodating Tactics Tactics would