Mastering negotiations kills Kỹ năng đàm phán

Presented By: TARINI- 41002 SACHIN- 41001 Prepared By : Gihan Aboueleish Contents • What is Negotiation? • Features of Negotiation • Why Negotiate ? • Distributive Vs Integrative Negotiation • Negotiation Process • BATNA • Bargaining Zone Model of Negotiation • Negotiating Behavior • Issues in Negotiation • Third party Negotiations • How to achieve an Effective Negotiation • Negotiation Tips Negotiation Skills - Gihan • Types of Negotiation change ” Negotiation Skills - Gihan “Change the way you look at things, and the things you look at Negotiation Skills - Gihan Aboueleish You can’t sail anywhere until you learn which way the wind wants to blow What Is Negotiation ? • The process of conferring to arrive at an agreement between different parties, each with their own interests and preferences • “A give-and-take decision-making process involving interdependent parties with different preferences.” Negotiation Skills - Gihan Aboueleish • The word "negotiation" originated from the Latin expression, "negotiatus", which means "to carry on business" Defined :  It is a collection of behaviours that involves communication, sales, marketing, psychology, sociology, assertiveness and conflict resolution  A negotiator may be a buyer or seller, a customer or supplier, a boss or employee, a business partner, a diplomat or a civil servant On a more personal level negotiation takes place between spouse’s friends, parents or children Negotiation Skills - Gihan Aboueleish  Negotiating is the process of communicating back and forth, for the purpose of reaching a joint agreement about differing needs or ideas Features Of Negotiation • Predetermined goals • Expecting an outcome • Resolution and Consensus • Parties willing to modify their positions • Parties should understand the purpose of negotiation Negotiation Skills - Gihan Aboueleish • Minimum two parties Why Do We Negotiate ? • To reach an agreement • To compromise • To settle an argument • To make a point Negotiation Skills - Gihan Aboueleish • To beat the opposition Types Of Negotiation  Distributive Negotiation Negotiation Skills - Gihan Aboueleish  Integrative Negotiation Distributive Negotiation  The Seller’s goal is to negotiate as high a price as possible; the Buyer’s goal is to negotiate as low a price as possible  Thus, the deal is confined: there are not much opportunities for creativity or for enlarging the scope of the negotiation Negotiation Skills - Gihan Aboueleish  Parties compete over the distribution of a fixed sum of value The key question in a distributed negotiation is, “Who will claim the most value?” A gain by one side is made at the expanse of other Skills For Effective Negotiation • Preparation and planning skill • Ability to think clearly and rapidly under pressure and uncertainty • Ability to express thoughts verbally • Listening skill • Patience • General problem-solving and analytical skills Negotiation Skills - Gihan Aboueleish • Knowledge of the subject Firstly understand what it is you want? What you think your opponent wants? What would happen if you didn’t a deal? Do you know your stakeholders? Do you know who the decision maker is? Are you negotiating with them? If not what affect does that have? Are there concessions you can build into the negotiation? Know your product / service inside out? What standards are there in the market place? Know your price points? What issues you think you’ll need to overcome? 10 Prioritize! 11 Practice! Negotiation Skills - Gihan Aboueleish Preparation Company activities and market position Opinion on entry points What elements are clearly off the table or not up for discussion and why Opponents attitude and commitment Motivational factors (“I want this price because…”) Stakeholders and importantly decision makers Problems, issues or risk An order/structure for proceedings Negotiation Skills - Gihan Aboueleish Information Sharing BARGAINING  Debating  Proposing Negotiation Skills - Gihan Aboueleish Bargaining has two basic parts DEBATING • To be successful in negotiation you must build relationships and trust • You need to avoid the following• Point scoring – “Your company is always late with deliveries so I’m not paying that!” • Provocation – “Keep talking like that and see where it gets you!” • Threats – “You just wait until your other customers hear about this” • Instead try• Building a relationship – It will make your negotiation much easier • Sticking to an agreed agenda – This will help avoid destructive discussions • Share information and ask questions – What you want – what they want • Try and be positive and listen – What they want and why – look for areas of win/win or easy compromise Negotiation Skills Gihan Aboueleish • Insults – “If you insist on that price you must be stupid” PROPOSING • When proposing your offer consider • Consider how you will phrase your proposal • Consider what will motivate your opponent into making the deal • Consider the likely response – Think about the “if I that then they will that” • Are there alternative proposals? – Once an initial response has been made are you happy or you need to offer up something new • Remember the key thing is to propose – don’t argue and try and remain realistic, and invite a response from your opponent Negotiation Skills - Gihan Aboueleish • Consider both your entry and exit – This could include all or some of your wants, and your opponents entry and exit points Finalizing The Deal • So when closing the deal consider • Do they have what they want? • Can you signify to your opponent that if certain terms were met the deal could be done • Do you both understand the potential non deal by not closing or reaching agreement? • Document the agreement quickly and share it with your opponent and get agreement on the details of the deal • Do not offer further concessions! • Agree the measures that will be applied to record fulfilment of the deal Negotiation Skills - Gihan Aboueleish • Do you have what you want? Negotiation Skills - Gihan Aboueleish Cabot Circus - UK Negotiation Skills - Gihan Aboueleish Negotiation and Relationships Long-lasting business relationships Trust and integrity Conflicts with short-term needs Deals from position of strength Negotiation Skills - Gihan Aboueleish Global marketplace Give and take Shared values Steady dialogue Creative solutions Trust and integrity Negotiation Skills - Gihan Aboueleish Preparation Negotiating in Dubai Negotiation Skills - Gihan Aboueleish Your experiences? Developers Contractors Sub-contractors Consultants Suppliers Local government Promises – keeping them is hard Builds reputation More Trust = More Wins Never compromise on integrity Success is measure over time… Negotiation Skills - Gihan Aboueleish Summary Negotiation Skills - Gihan Aboueleish People always give the most consideration, the best deals, to those people they like and TRUST Negotiation Skills - Gihan Aboueleish Thank you [...]... set of principles will suffice in all circumstances Negotiation Skills - Gihan Aboueleish How To Develop These Skills And Use Them Effectively ? Negotiation Skills - Gihan Aboueleish Negotiation Skills Style Test Negotiation Skills - Gihan Aboueleish Types Of Negotiation In Organizations Managerial Negotiations Day-to-day/ Managerial Negotiations Parties Involved 1 Different levels of Management 2... Skills - Gihan Aboueleish Types Commercial Negotiations Commercial Negotiations Parties Involved 1 2 3 4 5 6 7 Management Suppliers Government Customers Trade unions Legal advisors Public Examples 1 Striking a contract with the customer 2 Negotiations for the price and quality of goods to be purchased 3 Negotiations with financial institutions as regarding the availability of capital Negotiation Skills... Short-term Multiple Not Flexible Flexible Not creative Creative Negotiation Skills - Gihan Aboueleish Distributive Versus Integrative Negotiations Negotiation Process INFORMATION SHARING BARGAINING FINALIZING THE DEAL Negotiation Skills - Gihan Aboueleish PREPARATION BATNA BATNA is ; Alternative To Negotiated Agreement Negotiation Skills - Gihan Aboueleish Best Why BATNAS Matter • When a proposal is better... as regarding the availability of capital Negotiation Skills - Gihan Aboueleish Types Types Legal Negotiations Parties Involved Examples 1.Government 1 Adhering to the laws of the local and national government 2.Management 3.Customers Negotiation Skills - Gihan Aboueleish Legal Negotiations Negotiation Skills - Gihan Aboueleish How To Plan Your Negotiation Agenda Preparing For A Successful Negotiation…... qualities Negotiation Skills - Gihan Aboueleish  He should be a good learner and observer • Should control emotions and not show his weaknesses • Should know and anticipate the pros and cons of his each move and its repercussions • Should know how to create the momentum for the negotiations and must know when to exit and where to exit by closing the talks successfully Negotiation Skills - Gihan Aboueleish... hinders the outcome in general Negotiation Skills - Gihan Aboueleish Basic Principles Common To All Forms Of Negotiation  Each party is under an impression that there is a possibility of persuading the other party to modify their original position, as initially parties feel that they shall maintain their opening position and persuade the other to change Negotiation Skills - Gihan Aboueleish  In the beginning,... Integrative negotiations tend to occur in following situations: • Structuring of complex long-term Strategic Relationships or other collaborations • When the deal involves many financial and non-financial terms  In an integrative negotiation,, there are many items and issues to be negotiated, and the goal of each side is to “create” as much value as possible for itself and the other side Negotiation Skills... dimensions • Should know human psychology and face reading Negotiation Skills - Gihan Aboueleish • Should have clear cut goals and objectives • Should not be a doubting Thomas blank mind in the process • Should radiate energy and enthusiasm and must be in a position to empathize with his opponents • Should be a patient listener Negotiation Skills - Gihan Aboueleish • Should plan and prepare thoroughly with... goals Negotiation Skills - Gihan Aboueleish  Depending on a scale of disagreement, the level of preparation might be appropriate for conducting the successful negotiation If the major disagreement needed to be resolved, preparing thoroughly for that is required, and worthwhile • Goals: What you want to get out from the negotiation? What do you expect from the other person? Negotiation Skills - Gihan Aboueleish... away? Negotiation Skills - Gihan Aboueleish  What you and the other person have which you can trade? • Alternatives: • If you do not reach the agreement with him/her, what alternatives you have? • How much it matters if you do not reach the agreement? • Will the failure to reach the agreement cut out future opportunities? • What alternatives may the other person have? Negotiation Skills Gihan Aboueleish