Post on 08-May-2015
HOW TO BECOME A
BETTER NEGOTIATOR
CAMBODIANMEKONGUNIVERSITY
LECTURER Mr. HOR CHAN ROTHA
MN323 NEGOTIATION STRATEGY
TEAM ASSIGNMENT
1. BO BUNLY2. BRAK NAVY3. BY CHHUNLY4. CHEA CHANNA5. CHEA SOPHEAKTRA6. HIN BUNMY
13. KHAN VANDY14. KHEANG SONITA15. KOL SREYLEAP16. KONG SOTHY17. KORN SONGKOEURN18. KUN CHIVA19. KUNG HEAM
7. HOUT SOCHEATA8. HOY VEASNA9. HUN SANGHEAB10. IENG PANHAWAT11. IM SIPHA12. KERT HIANG
OUTLINECHAPTER 1 Win-Lose or Win-Win
CHAPTER 2 Three Indispensable Concepts
CHAPTER 3 Communication Styles
CHAPTER 4 Listening as a Primary Negotiating Skill
CHAPTER 5 Managing Conflict
CHAPTER 6 The Importance of Assertiveness
CHAPTER 7 Prepare to Negotiate
CHAPTER 8 Doing the Deal
CHAPTER 9 Common PitfallsHOW TO BECOME A
BETTER NEGOTIATOR
Generally , negotiations fall into one or two types: win-lose or win- win. It’s important to understand the difference between these because each requires a different attitude and set of tactics.
CHAPTER 1
1-17
WIN-LOSE OR WIN-WIN
LOSE
WINWIN
WIN
LOSE
LOSE
Successful negotiating is based on a sound conceptual foundation. There are three indispensable negotiating concepts:
CHAPTER 2THREE INDISPENSABLE
CONCEPTS
Alternatives Reserve price Area of potential agreement
2-17
The Four Communication StylesThere are many ways to categorize effective communication styles, but the American Management Association talks about four in particular:
CHAPTER 3 COMMUNICATION STYLES
CREATORS
DOERS
THINKERS
LISTENERS
3-17
CHAPTER 3 COMMUNICATION STYLES
Creators
DoersThinkers
Listeners
Low Communication Profile
High Communication Profile
Task Oriented
People Oriented
4-17
What Is Listening?A good listener hears, interprets, evaluates, and reacts.
CHAPTER 4LISTENING AS A PRIMARY
NEGOTIATING SKILL
1
5-17
Listening Rules Ignore distractions Make it personal by asking, “What’s in it for me?” Focus on content, not delivery Resist the urge to argue Take note if you must, but keep them to a minimum. Approach listening as a conscious activity-something you work at. Don’t react to emotionally charged words
CHAPTER 4LISTENING AS A PRIMARY
NEGOTIATING SKILL
2
6-17
Reflective Listening Easy to learn and apply Make you a better listener and a better negotiator Form of listening is different from the way most of us are used to listening, so it may take some practice before you get good at it. To know what you understand and how is your feeling.
CHAPTER 4LISTENING AS A PRIMARY
NEGOTIATING SKILL
3
7-17
CHAPTER 5 MANAGING CONFLICT
1 When To Use Each Of The Five Styles Of Conflict Resolution
Strategy 1: Withdrawal / Avoidance
Strategy 2: Smoothing / Accommodation
Strategy 3: Compromising
Strategy 4: Forcing / Competition
Strategy 5: Problem Solving/Collaboration
8-17
How Do You Use A Problem-solving (win-win) Strategy?The reflective thinking process is the best way to solve conflict, and can be a powerful “win-win” tool. The reflective thinking process has five important steps:
1. Identify the problem
2. Brainstorm a list of possible solutions
3. Evaluate alternative solutions
4. Make a decision
5. Monitor the results of the chosen solution.
CHAPTER 5 MANAGING CONFLICT
2
9-17
The Ways To Assertively Handle Conflict
Confront Gently Say No Assertively Handle Your Anger Appeal to a Powerful Third Party Trade Places with Your Antagonist
CHAPTER 6THE IMPORTANCE OF
ASSERTIVENESS
10-17
CHAPTER 7 PREPARE TO NEGOTIATE
To Be Prepared, You Must: Understand issues and interests Learn as much as possible about the other side Develop a mental picture of an ideal agreement Determine your alternatives and reserve price Improve your negotiating position
11-17
The Five Basic StepsStep 1: Getting to know each other
Step 2: Beginning negotiations
Step 3: Expressing disagreement and conflict
Step 4: Reassessing and compromising
Step 5: Reaching agreement
CHAPTER 8 DOING THE DEAL
1
12-17
The Practical TacticsThey are not by any means the only negotiating tactics available, but taken together they can give a big advantage. These tactics are: Framing the issue Setting an anchor price Offering alternative deals Using time to advantage Closing the deal
CHAPTER 8 DOING THE DEAL
2
13-17
CHAPTER 9 COMMON PITFALLS
1 Negotiating Ploys
The Hardball Bargainer Take it or Leave it The Temper Tantrum The Salami Slice The good guy-bad guy routine The last-minute grab
14-17
Common Mistakes
Being inadequately prepared Trying to win at any cost Failing to properly “frame” the situation Being overconfident
CHAPTER 9 COMMON PITFALLS
2
15-17
MediationArbitration
When Negotiation Fails
CHAPTER 9 COMMON PITFALLS
3
16-17
CONCLUSION
To Become A Better Negotiator Win-lose or win-win
Three indispensable concepts
Communication styles
Listening as a primary negotiating skill
Managing conflict
The importance of assertiveness
Prepare to negotiate
Doing the deal
Common pitfalls
17-17
THE ENDTHANK YOU