希尔顿集团管理意识培训-谈判.ppt

NEGOTIATION BY THE END OF THE SESSION YOU WILL BE ABLE TO: Identify situations where negotiation would be an optimum approach. Describe the types of behaviours which result in effective outcomes. Prepare for a negotiation. Demonstrate the skills and techniques of negotiation in a role play situation. WHAT IS THE PURPOSE OF NEGOTIATION? Step 1: One side approaches another THE WIN:WIN CONCEPT POWER BASES IN NEGOTIATION Session Nine Work towards agreement explore each other’s position recognise joint interests work creatively towards a win:win outcome use for consensus-seeking establish the best deal in the interest of self (not other party’s disadvantage) Step 2: Planning Step 3: The negotiating meeting The Negotiating Cycle You Win achieve company objectives communicate must-haves flexibility to reach agreement Employee Win Achieve personal objectives maintain self esteem willingness to commit to agreement Expert power Personal/charismatic power Physical power Resource or reward power Position power/legitimate power * * * *