The Art of Negotiating

The Art of Negotiating T. Sivasankaran Advesh Consultancy Services Chennai India [email_address] Mobile: 09790971951 The Art of Negotiating Advesh Consultancy Services 06/07/09

Mastery Skill Knowledge Awareness The Art of Negotiating Advesh Consultancy Services 06/07/09

BASICS OF NEGOTIATION The Art of Negotiating Advesh Consultancy Services 06/07/09

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Negotiation Is ,[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

SETTING GOALS ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

BATNA ,[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

WHAT IS BATNA? ,[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

BATNA ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

DEVELOPING BATNA ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

BATNA ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

RESERVATION PRICE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

ZOPA ZONE OF POSSIBLE AGREEMENT ,[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

EXAMPLE Sellers Expectation Buyers Expectation The Art of Negotiating Advesh Consultancy Services 06/07/09

BATNA Exercise 1 ,[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

BATNA EXERCISE 3 ,[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

BALANCING OUTCOME AND RELATIONSHIPS ,[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Distributive Negotiation ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Integrative Negotiation ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

STAGES OF NEGOTIATION ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Negotiation Process The Art of Negotiating Advesh Consultancy Services 06/07/09 Opening Closing Bargaining Preparation

PREPARATION The Art of Negotiating Advesh Consultancy Services 06/07/09

PREPARATION ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

PREPARATION ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

PREPARATION ,[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

CRITICAL ELEMENTS/DIMENSIONS OF NEGOTIATION ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

INFORMATION ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

TIME ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

POWER / STRENGTH ,[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

INTERACTING The Art of Negotiating Advesh Consultancy Services 06/07/09

INTERACTING ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Getting the other side to the Table ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Getting off to a good start ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Getting off to a good start Some tips ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

ACCOMMODATE Build friendly relationship Characteristics: Promote harmony Avoid substantive differences Give into pressure to save relationship Place relationship above fairness of the outcomes COLLABORATE Problem solved creatively, aiming for win-win Characteristics: Search for common interests Problem-solving behaviours Recognising both parties’ needs Synergistic solutions Win-win becomes the main purpose of the negotiator AVOID Take whatever you can get/Inaction Characteristics: Feeling of powerlessness Indifference to the result Resignation, surrender Take what the other party is willing to concede Withdraw & remove = behaviour of negotiator DEFEAT Be a winner at any cost/Competitive Characteristics: Win-Lose competition Pressure/Intimidation Adversarial relationships Defeating the other becomes a goal for the negotiator COMPROMISE Split the difference Characteristics: Meeting half way Look for trade offs Accept half-way measures Aims to reduce conflict rather than problem solve synergistically LOW HIGH CONCERN FOR RELATIONSHIP CONCERN FOR SUBSTANCE HIGH The Art of Negotiating Advesh Consultancy Services 06/07/09

Distributive Negotiations ,[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

Integrative Negotiations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

The Art of Listening The Art of Negotiating Advesh Consultancy Services 06/07/09

NONVERBAL BEHAVIOUR ,[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Face and Head ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Arms and Hands ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Legs ,[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Dominance/Power ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Submission/Nervousness ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Disagreement/Anger ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Boredom and Lack of Interest ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Uncertainty/Indecision ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Suspicion/Dishonesty ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Evaluation ,[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Confidence, Cooperation and Honesty ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],06/07/09 The Art of Negotiating Advesh Consultancy Services

Challenges & Obstacles The Art of Negotiating Advesh Consultancy Services 06/07/09

TACTICS REGARDING PRICE ,[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

TACTICS REGARDING PROCESS ,[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

TACTICS REGARDING PEOPLE ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

CLOSURE 06/07/09 The Art of Negotiating Advesh Consultancy Services

Closing Be Prepared to Concede Begin with those of Low Priority and seek High Priority Items Never Concede on More than possible by your Brief Use your Concessions Wisely Don’t just give these away expect and receive something in return The Art of Negotiating Advesh Consultancy Services 06/07/09

[object Object],[object Object],[object Object],The Art of Negotiating Advesh Consultancy Services 06/07/09

The Art of Negotiating

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The Art of Negotiating