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    Negotiating: "Negotiating Is The Art of Reaching An Agreement by Resolving Differences Through Creativity"

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    Sharanya Raman
    The document discusses various aspects of negotiating, including different negotiating styles, outcomes, principles, and models. It notes that negotiating is the art of reaching agreement by resolving differences creatively. There are generally three negotiating styles - quick, deliberate, and middle ground. The quick style is to get the best deal without regard for the other side, while the deliberate style focuses on cooperation and relationship building. Good outcomes involve both sides being satisfied in a win-win situation, usually resulting from the deliberate style. Principles of negotiating include having no set rules, establishing an agenda, knowing that everything is negotiable, asking for better deals, and learning to say no. The negotiating model involves investigating issues, presenting positions, bargaining, and reaching agreement

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    Negotiating: "Negotiating Is The Art of Reaching An Agreement by Resolving Differences Through Creativity"

    Uploaded by

    Sharanya Raman
    174 views16 pages
    The document discusses various aspects of negotiating, including different negotiating styles, outcomes, principles, and models. It notes that negotiating is the art of reaching agreement by resolving differences creatively. There are generally three negotiating styles - quick, deliberate, and middle ground. The quick style is to get the best deal without regard for the other side, while the deliberate style focuses on cooperation and relationship building. Good outcomes involve both sides being satisfied in a win-win situation, usually resulting from the deliberate style. Principles of negotiating include having no set rules, establishing an agenda, knowing that everything is negotiable, asking for better deals, and learning to say no. The negotiating model involves investigating issues, presenting positions, bargaining, and reaching agreement

    Original Description:

    Understanding the importance of negotiation skills

    Original Title

    Negotiation Skills

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    © Attribution Non-Commercial (BY-NC)

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    PPT, PDF, TXT or read online from Scribd

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    The document discusses various aspects of negotiating, including different negotiating styles, outcomes, principles, and models. It notes that negotiating is the art of reaching agreement by resolving differences creatively. There are generally three negotiating styles - quick, deliberate, and middle ground. The quick style is to get the best deal without regard for the other side, while the deliberate style focuses on cooperation and relationship building. Good outcomes involve both sides being satisfied in a win-win situation, usually resulting from the deliberate style. Principles of negotiating include having no set rules, establishing an agenda, knowing that everything is negotiable, asking for better deals, and learning to say no. The negotiating model involves investigating issues, presenting positions, bargaining, and reaching agreement

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Download as ppt, pdf, or txt
    174 views16 pages

    Negotiating: "Negotiating Is The Art of Reaching An Agreement by Resolving Differences Through Creativity"

    Uploaded by

    Sharanya Raman
    The document discusses various aspects of negotiating, including different negotiating styles, outcomes, principles, and models. It notes that negotiating is the art of reaching agreement by resolving differences creatively. There are generally three negotiating styles - quick, deliberate, and middle ground. The quick style is to get the best deal without regard for the other side, while the deliberate style focuses on cooperation and relationship building. Good outcomes involve both sides being satisfied in a win-win situation, usually resulting from the deliberate style. Principles of negotiating include having no set rules, establishing an agenda, knowing that everything is negotiable, asking for better deals, and learning to say no. The negotiating model involves investigating issues, presenting positions, bargaining, and reaching agreement

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    Negotiating

    Negotiating is the art of reaching an agreement by resolving differences through creativity

    Negotiating Process
    Style

    Outcome Principles

    Style
    Style is a continuum between two styles:
    Quick Deliberate Middle

    is compromise

    Quick Style

    Negotiate in a hurry Use when you wont negotiate with these people again Get the best deal without regard to the other sides win

    Deliberate Style
    Use when long term relationship likely Involves cooperation and relationship building to reach agreement Needs much prep, hard work May move in fits and starts

    Outcomes

    Realistic

    Both sides satisfied, win/win situation

    Usually results from deliberate style

    Acceptable

    Likely to result from quick style Something is better than nothing

    Always ask for a better deal

    Worst

    When youre too stubborn to be flexible Usually from quick style

    Principles

    There are no rules

    Establish an agenda

    Everything is negotiable Ask for a better deal Be creative

    Learn to say NO yourself

    Are you a Motivated Negotiator?

    Enthusiasm

    Confidence Engaged

    Social Skills

    Enjoy people
    Interest in others

    Recognition

    Accomplishment Pat on the back

    Teamwork

    Better as a team

    Integrity

    Self-control

    No trickery Trustworthiness

    Creativity

    Always looking for ways to complete the deal

    Negotiation Model

    Investigate Presentation Bargaining Agreement

    Investigate

    What do you want? What does the other side need? Decide on style What are the consequences of each choice.

    Presentation

    Prepare other sides case Present the reasons for your side better Planning sheet

    Issues involved Realistic, possible, worst

    The Presentation

    Creative title Reduce to must know items Keywords

    Dont give concessions just to keep things going

    Mini-speeches around keywords Make note of concerns and keep going Visuals

    Bargaining

    When in doubt, ask questions! Open questions Reflective questions Tactics

    Tactics

    Use

    You go first Bad environment Defer to higher authority Not willing to make any changes Silence Good guy/bad buy

    Walk out

    Dont use

    Emotional outburst Argue special case Pretend ignorance Play for time Nibble and retreat

    Agreement
    Arrangements

    comfortable Pay attention to what others say Screen out all visual distractions Ask open ended questions Listen to responses Proactive vs. reactive behavior

    should be neutral and

    A Good Negotiator Is..


    Creative Versatile Motivated Has

    the ability to walk away

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