Final Ppt of Sns 1

7/28/2019 Final Ppt of Sns 1

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Negotiation Types


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Project Done By: Group No. 1

Archana Ashok Ahire 01

Nikita Dilip Ambre 02

Utkarsh Arya 03

Sushant Asarkar 04

Anuj Bhoil 05

Submitted to :- Professor Madhuri

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Negotiation is the-process in which two or more people withdifferent needs or interests interact in order to come toagreement on common goal or course of action.Negotiation involves making a mutual decisionDifferent options are proposed and discussed includingthe pros and cons of each.

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For example :-When you wish to buy an item from a seller andyou suggest one price, the seller suggests anotherand you go back and forth on the issue severaltimes, this is an example of a negotiation

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Most important: prepare thoroughly for the negotiation. Never enter negotiation when you are tired, hungry orangry. Allow for the possibility of not reachingagreement . Always remember that nearly everything is negotiable.The other party's last offer may also be negotiable

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When Possible?

Different interest

but common

motive

E.g. College

Donation

When not Possible?

Where the

situation is

predetermined

E.g. College Fees

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Negotiation is at times necessary.

Time may sometimes be saved andunnecessary compromise avoided.

Has various effects .

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Managerial Negotiations

Commercial Negotiations

Legal Negotiations

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Managerial negotiations

Commercial negotiations

Legal negotiations

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Related to internal organisationproblems

Intervention by management is very high

Daily functioning of an organisation

Parties Involved

Different levels of

Management

In between colleaguesTrade unions

Examples

Negotiation for pay, terms and working

conditions.

Description of the job and fixation of

responsibility.

Increasing productivity. Negotiation Types


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Formal & legally binding

Purpose Gaining legal grounds

Parties Involved

Government

Management

Example

Adhering to the laws of the local and

national government.

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Distributive Negotiations

Integrative Negotiations

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Distributive negotiation

A distributive negotiation usually involves people

who have never had a previous interactiverelationship, nor are they likely to do so again in thenear future.

Purchasing products or services are simple businessexamples where distributive bargaining is oftenemployed .

The term win-lose is probably involved .

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For example-(a) While selling a car both parties are unknown to

each other. Only money is important. One may gainthe other may lose. Relationship is not important.

(b) Wage negotiations between business owners &their union employees. The owners know that anyamount conceded to the union will come out of theirown pockets vice versa.

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Integrative negotiation

Integrative negotiation is often referred to as 'win-

win.

In this the parties cooperate to achieve maximumbenefits by integrating their interest into an agreementwhile also competing to divide the value.

Relationship is usually more important than money,with more complex issues being negotiated than withDistributive negotiation

Long term relationship is given importance .

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For example- Takeover of Satyam by

Mahindra.

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Outcome

Motivation

Interests

Relationship

Issues

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Outcome Win / win Win / lose

Motivation Joint gain Individualgain

Interests Congruent Opposed

Relationship Long-term Short-term

Issues Multipleissues

Single Issue

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Negotiation plays an effective role in a work place.

In fact it is a skill which applies in almost every aspect

of our life- From formal relationship to personal

relationship. Negotiation is a process, not an event.

There are predictable phases - preparation, identifying

interests and making proposals, bargaining, and selecting

outcomes - that you will go through in any negotiation.

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Thank

You

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www.google.com

www.wikipedia.com

Selling and negotiation skills

Negotiation Types
http://www.google.com/http://www.wikipedia.com/http://www.wikipedia.com/http://www.google.com/

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