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Communication-Negotiation skills
1. Instructed on: 2-Dec-2011 | Session: #03
By: Sherif shawki
Doaa saber
Topic Code: SFK-03-2011
All Copy Rights Saved to the 7th Students’ Conference on Communication and Information Based in the Faculty of Computers and Information Cairo University – Egypt 2011/2012 www.scci-cu.com
3. Agenda
1. Communication cycle
2. Types of communication
3. How to win friends and influence
people
4. Dos & donts
5. Active listening
6. Communication barriers
7. What is negotiation
8. Negotiation behaviour
9. BATNA/win-win
8. How to win friends & influence
people
3 Fundamental Techniques in Handling People
2. Give honest and sincere appreciation.
9. How to win friends & influence
people
3 Fundamental Techniques in Handling People
3. Arouse in the other person an eager want.
10. How to win friends & influence
people
6 ways to make people like you
1. be a good listener.
11. How to win friends & influence
people
6 ways to make people like you
2. Talk in terms of the other person’s interests.
12. How to win friends & influence
people
6 ways to make people like you
3. Follow up afterwards
13. How to win friends & influence
people
6 ways to make people like you
4. Remember names.
14. How to win friends & influence
people
6 ways to make people like you
5. Remember birthdays
15. How to win friends & influence
people
6 ways to make people like you
6. be yourself.
16. Dos & Donts
• Listen with opened arms and legs and body forward
• Keep eye contact.
• Ensure the agreement.
• Use terms like yes and certainly.
• Rephrase
17. Dos & Donts
• Interrupt, try to finish the sentence for the sender.
• Smoke, bite nails, or chew pens.
• Tap finger or feet.
• Openly disagree like (no).
• Say, yes but …
31. Negotiation Behavior
Gavin Kennedy (The New Negotiating
Edge) describes 3 types of behaviour that
we can display and encounter when in a
negotiating situation
RED Blue Purple
31
32. RED Behavior
• Manipulation
• Aggressive
• Intimidation
• Exploitation
• Always seeking the best for you
• No concern for the person you are
negotiating with
32
34. PURPLE Behavior
• Give me some of what I want (red)
• I’ll give you some of what you want
(blue)
• Deal with people as
they are not how you think they are
• Good intentions
• Two way exchange
• Open
34
36. BATNA cont
• BATNAs tell you when to accept and
when to reject an agreement
– When a proposal is better to your
BATNA, ACCEPT IT.
– When a proposal is worse than your
BATNA, REJECT IT.
36
39. Summary
Communication Cycle
Types of Communication
How to Win Friends and Influence
People
Dos & Don’ts
Active Listening
Communication Barriers
What is negotiation
Negotiation behaviour
BATNA/win-win
Negotiation is getting what u want from the others, by interactive communication designed to reach an agreement.Confer with others to reach a compromise or agreement.‘The process by which we search for the terms to obtain what we want from somebody who wants something from us’Gavin Kennedy
Develop your BATNA, and consider their BATNA
Lack of trust leads to win-lose or lose-lose results.Win-win leads to the effective negotiation.