Negotiation ppt

27
Fai Yui Kato Misaki Nakagawa
  • date post

    17-Oct-2014
  • Category

    Business

  • view

    26.881
  • download

    6

description

 

Transcript of Negotiation ppt

Page 1: Negotiation ppt

Fai Yui Kato

Misaki Nakagawa

Page 2: Negotiation ppt

Negotiation is a process of communication in which the parties aim to "send a message" to the other side and influence each other.

Page 3: Negotiation ppt

something that we do all the time , not only for business purposes.

usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible.

not always between only two people: it can involve several members from two parties.

Page 4: Negotiation ppt

Distributive negotiations

Integrative negotiations

Page 5: Negotiation ppt

often referred to as 'The Fixed Pie' usually involves people who have never

had a previous interactive relationship, nor are they likely to do so again in the near future.

example: Purchasing products or services, like when we buy a car or a house

Ours and their interests are usually self serving

Page 6: Negotiation ppt

The process generally involves some form or combination of making value for value concessions, in conjunction with creative problem solving.

Form a long term relationship to create mutual gain.

often described as the win-win scenario

Page 7: Negotiation ppt

Initial Stages

Middle Stages

Ending Stages

Page 8: Negotiation ppt

Plan thoroughly.

Organize the issues.

Focus on mutual principles and concerns.

Be aware that the first offer is often above expectations.

Focus on long- term goals and consequences.

Page 9: Negotiation ppt

Revise strategies. Consider other options. Increase power by getting the other side

to commit first. Add credibility by getting agreements in

writing. To get through with dead ends, just set

it aside momentarily. When asked for a concession, ask for a

tradeoff.

Page 10: Negotiation ppt

Counter a persistent negotiator by withdrawing an offer.

Do not expect in verbal promises.

Congratulate the other side.

Page 11: Negotiation ppt

Sometimes people fail to negotiate because they do not recognize that they are in a bargaining position.

Or, they may recognize the need for bargaining but may bargain poorly because they do not fully understand the process and lack good negotiating skills.

Page 12: Negotiation ppt

parties must be aware of their alternatives to a negotiated settlement :Weaker parties must feel assured that they will not be overpowered in a negotiation:parties must trust that their needs and interests will be fairly considered in the negotiation process.

Page 13: Negotiation ppt

Negotiation seems to bring conflicts . Any misunderstanding that arises between them will reinforce their prejudices and arouse their emotions.

Page 14: Negotiation ppt

To combat perceptual bias and hostility, negotiators should attempt to gain a better understanding of the other party's perspective and try to see the situation as the other side sees it.

Page 15: Negotiation ppt

if the "right" people are not involved in negotiations, the process is not likely to succeed.

Page 16: Negotiation ppt

Agreements can be successfully implemented only if the relevant parties and interests have been represented in the negotiations.

So, all of the interested and affected parties must be represented. And, negotiators must truly represent and have the trust of those they are representing.

Page 17: Negotiation ppt

To brush up your ‘win-win’ negotiation skills…

Page 18: Negotiation ppt

For a negotiation to be win-win“, both parties should feel positive about the negotiation once it’s over.

Page 19: Negotiation ppt

What you want to get out of the negotiation

What you think the other person wants

Page 20: Negotiation ppt

What you and the other person have that can be traded for the purpose of negotiation.

What do you each have that the other wants?

What are you each comfortable giving away?

Page 21: Negotiation ppt

If you don’t reach agreement with the other person, what alternatives do you have?

Are these good or bad? How much does it matter if you don’t reach

agreement? Does failure to reach agreement cut you out

of future opportunities? What alternatives the other person might

have?

Page 22: Negotiation ppt

What is the history of the relationship? Could or should this history impact the

negotiation? Will there be any hidden issues that

may influence the negotiation? How will you handle these?

Page 23: Negotiation ppt

What outcome will people be expecting from the negotiation?

What has the outcome been in the past, and what precedents have been set?

Page 24: Negotiation ppt

What are the consequences for you of winning or losing this negotiation?

What are the consequences for the other person?

Page 25: Negotiation ppt

Who has what power in the relationship? Who controls resources? Who stands to lose the most if

agreement isn’t reached? What power does the other person have

to deliver what you hope for?

Page 26: Negotiation ppt

Based on all the consideration….

What possible compromises might there be?

Page 27: Negotiation ppt