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Basic elements of negotiation

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Costin Magdalina

on 15 May 2014

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Transcript of Basic elements of negotiation

Basic elements of negotiation
Conclusions
Basic elements of negotiation
EY Soft Skills Academy
15 of May 2014
1. Negotiation's structure understanding
Process, models, types, techniques

2.Efficient approaches in negotiation
List of tips & tricks

Content
1. What is negotiation?
Process of negotiation
Negotiation models
Types of negotiation
Techniques of negotiation
2. Efficient negotiation approaches
Tips for a successful negotiation
4 NLP perception stages in negotiation
Let's imagine ...
What is negotiation?
Negotiating is the process of communicating back and forth, for the purpose of reaching a joint agreement about differing needs or ideas.
facilitates avoiding conflicts, diminish tensions and solves misunderstandings
Negotiation = Process + Behavior + Agenda
The three elements of negotiation

Agenda
An agenda comprising the objectives to be reached and the scope to be accomplished
Behavior
Collection of attitudes,interactions, communication styles adopted by the sides involved in the negotiation.
Process
The way people involved are negotiating - approaches, techniques and strategies in order to find a solution.
Negotiation
Negotiation process
The
B
est
A
lternative
T
o a
N
egotiated
A
greement
?
Negotiation
Bargaining
Closing
Opening
Planification and preparation
BATNAs are a measure of the balance of power in a negotiation BATNAs are a measure of the balance of power in a negotiation
Your initial BATNA is pre-determined
Your emergent BATNA becomes clearer during the negotiations (interests, resources, constituencies, influence)
Protects you both from accepting terms that are too unfavourable and from rejecting terms it would be in your interest to accept
BATNA
< Agreement => Seal the deal

BATNA
> Agreement => Renegotiate
}
70%
}
10%
}
20%
Lose-Lose
none of the sides involved wins
Win-Lose
only one side wins
Win-Win
both sides win
or
or
RADPAC
- building consensus
R
- Rapport - relationship between the sides involved
A
- Analysis - people must listen each other attentively and understand their needs
D
- Debate - discussing issues among the the parties involved
P
- Propose - each party proposes his best idea in this round
A
- Agreement - individuals come to a conclusion at this stage and agree to the best possible alternative
C
- Close - the negotiation is complete
Negotiation models
Day-to-day office negotiation
Types of negotiation
Negotiation - for the smooth flow of work
Negotiation between employee and superior
Negotiation - for assignment of responsibilities
Negotiation between colleagues
Negotiation reduces the chances of disputes and conflict
Q&A

Three types of negotiation
Three types of negotiation
Tips
Check your EGO at the door
Ask questions
- it gives you control
- reduces the other side's thinking time
- increases your thinking time
- prevents you revealing info about your weakness
- obtains weakness about the other side
- enables you to establish what is important and, therefore, what they will 'pay' more for
The content of questions
Watch out at irritators
Lever
A lever is something that costs you less than the other party ascribes to it.

It can be traded in return for something you value
Building rapport
- listen, listen, listen
- ask good question
- find common ground
Dress no.5
Keep your emotions in check
Figure out the persons identity
What's your plan B?
Define the resolution
Your own reality related to the situation and what counts for you
You
Other
The reality of the other side: how does it look, sound or feel in their shoes
We
Visualize the agreement from the largest global perspective
Observer
Observe how the sides interact without involving yourself emotionally
Situation
diagnose - goals and objectives
research,
arguments,
prioritize
timing
alternatives

Three Factors

Power
What You want
What they want
Maximum
Best case scenario
Minimum
Worse case scenario
Trade-off
Fall-back Position
Forbes Magazine, 8 October 2012 : "The secret art of negotiating: Take your ego off the table"
- send signals that movement is possible: never turns into maybe, impossible becomes difficult
Haggling
Creative problem solving
Compromise
Negotiation can be learned - Practice! Practice! Practice!
Negotiation is a process that you can control and influence
Once you know and avail of its principles the success rate
steeply increase
1.
2.
3.
1
2
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Full transcript