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Презентация на тему Business Communications (lecture 21 and 22) Negotiation Skills

NegotiatingWhat kind of things do you negotiate for?What negotiating tactics do you use?What do you need to be a successful negotiator?
Business CommunicationMGT3201Lecture 21 and 22Negotiation Skills NegotiatingWhat kind of things do you negotiate for?What negotiating tactics do you Negotiating Role PlayIf you want something, sometimes you have to negotiate for Role PlayFind a partner Each pair will have a “bargain hunter” and DefinitionNegotiation is the process by which people deal with their differences. To Types of Negotiation:  Distributive NegotiationIn distributive negotiation, people compete over the Types of Negotiation:  Distributive NegotiationHow much budget you can win for Types of Negotiation:  Integrative NegotiationIntegrative negotiations are where parties cooperate, examine Types of Negotiation:  Integrative NegotiationWho will do which tasks within the Distributive NegotiationsDistributive negotiations are about compromise. However, compromising does not mean somebody Negotiation Types: Comparison 5 Negotiating StylesWe all tend to have a preferred / natural negotiating Assess Your StyleWhat do you see as the advantages and disadvantages of your preferred negotiating style? Multi-phase NegotiationsNegotiations are seldom straightforward – two people meeting once in a Multi-party NegotiationsOften negotiations involve several parties at once. Sometimes each party will 4 Key Principles of NegotiationNegotiations require a framework to guide them. They BATNABest Alternative To A Negotiated AgreementWhat is your best option should you Walk-Away PointWhat is the minimum acceptable outcome to you in a given AOPAArea Of Possible Agreement.This is the range within which a potential deal Value CreationValue creation through trades is the process of trading off things Case study“The Difficult Employee” case (on the L Drive) will test your
Слайды презентации

Слайд 2 Negotiating
What kind of things do you negotiate for?

What

NegotiatingWhat kind of things do you negotiate for?What negotiating tactics do

negotiating tactics do you use?

What do you need to

be a successful negotiator?

Слайд 3 Negotiating Role Play
If you want something, sometimes you

Negotiating Role PlayIf you want something, sometimes you have to negotiate

have to negotiate for it. We will role play

a market negotiation to test your skills of negotiation

In pairs we will negotiate a transaction for some Persian candle holders. One person will be the customer, the other will play the trader.


Слайд 4 Role Play

Find a partner
Each pair will have

Role PlayFind a partner Each pair will have a “bargain hunter”

a “bargain hunter” and a “market trader”. Decide who

will be who
The setting is a large market in Istanbul, Turkey. The bargain hunter has seen some ornate candle holders that are irresistible. The candle holders are marked at US$25each and the bargain hunter wishes to buy two (one for each daughter).
The bargain hunter wants to get the lowest price possible. The trader wants the highest price possible



Слайд 5 Definition
Negotiation is the process by which people deal

DefinitionNegotiation is the process by which people deal with their differences.

with their differences. To negotiate is to seek mutual

agreement through dialogue.





Слайд 6 Types of Negotiation: Distributive Negotiation
In distributive negotiation, people

Types of Negotiation: Distributive NegotiationIn distributive negotiation, people compete over the

compete over the distribution of a fixed sum of

value. The question is “Who will claim the most value?” A gain by one side is a loss to the other.

For example; the sale of a house or purchase of a car.



Слайд 7 Types of Negotiation: Distributive Negotiation
How much budget you

Types of Negotiation: Distributive NegotiationHow much budget you can win for

can win for your team or a given project
What

salary you (a new hire) will start on in a new job
How much you will charge internal customers for your services
Negotiations over a tender with a private contractor
The hire / purchase of equipment
Fees for external contractors such as trainers

Слайд 8 Types of Negotiation: Integrative Negotiation
Integrative negotiations are where

Types of Negotiation: Integrative NegotiationIntegrative negotiations are where parties cooperate, examine

parties cooperate, examine trade-offs and seek to find maximum

benefit for both parties in the final agreement. You will know this by its common name of ‘win-win’ negotiations.


The goal of each side is to create as much value for themselves and the other party as possible. Each side makes trade-offs in pursuit of what it most values; giving up the less important for the most important.

Слайд 9 Types of Negotiation: Integrative Negotiation
Who will do which

Types of Negotiation: Integrative NegotiationWho will do which tasks within the

tasks within the team
How resources will be shared within

the organization
Who takes annual leave when
Terms and conditions of employment
Which professors will teach which courses next semester
Deadlines for projects

Слайд 10 Distributive Negotiations
Distributive negotiations are about compromise. However, compromising

Distributive NegotiationsDistributive negotiations are about compromise. However, compromising does not mean

does not mean somebody has to lose.
The orange

analogy

Слайд 11 Negotiation Types: Comparison

Negotiation Types: Comparison

Слайд 12 5 Negotiating Styles
We all tend to have a

5 Negotiating StylesWe all tend to have a preferred / natural

preferred / natural negotiating style
Each style has advantages and

disadvantages
You should know your style and its limitations
Good negotiators can adapt their style as required

Activity – complete the handout and identify your preferred negotiating style

Слайд 13 Assess Your Style
What do you see as the

Assess Your StyleWhat do you see as the advantages and disadvantages of your preferred negotiating style?

advantages and disadvantages of your preferred negotiating style?


Слайд 14 Multi-phase Negotiations
Negotiations are seldom straightforward – two people

Multi-phase NegotiationsNegotiations are seldom straightforward – two people meeting once in

meeting once in a room.

Often negotiations have ‘rounds’ and

last over many months as they deal with numerous, complex issues.

These are called multiphase negotiations

Examples?

Слайд 15 Multi-party Negotiations
Often negotiations involve several parties at once.

Multi-party NegotiationsOften negotiations involve several parties at once. Sometimes each party

Sometimes each party will have quite different objectives.

Knowing the

agenda of each party is important but not always easy…especially as negotiators change from one meeting to the next.

These are called multiparty negotiations

Examples?

Слайд 16 4 Key Principles of Negotiation
Negotiations require a framework

4 Key Principles of NegotiationNegotiations require a framework to guide them.

to guide them. They require some planning and preparation

so that we get the best result from a negotiation

There are 4 key principles that give a negotiation its direction…

BATNA
Walk-away Point
AOPA
Value Creation


Слайд 17 BATNA
Best Alternative To A Negotiated Agreement

What is your

BATNABest Alternative To A Negotiated AgreementWhat is your best option should

best option should you fail to reach a negotiated

agreement? Always know this beforehand and always work on strengthening your BATNA before and during a negotiation…you just might need it.

Слайд 18 Walk-Away Point
What is the minimum acceptable outcome to

Walk-Away PointWhat is the minimum acceptable outcome to you in a

you in a given negotiation? Anything less than this

is your ‘walk-away’ point.

Always know what you will and will not accept before negotiating. Never get in a position where you begin negotiating on ‘non-negotiables’.

Be prepared to walk away.

Слайд 19 AOPA
Area Of Possible Agreement.

This is the range within

AOPAArea Of Possible Agreement.This is the range within which a potential

which a potential deal can be struck. It is

the overlapping area of interest where both parties will accept an agreement.

The bigger you can make the AOPA, the more likelihood a deal will be reached. Negotiating is about identifying and exploring the AOPA.

Слайд 20 Value Creation
Value creation through trades is the process

Value CreationValue creation through trades is the process of trading off

of trading off things that have little value to

us but high value to the other party.

You need to know what you have to trade and what the other party really wants and values. You also need to know what they can trade that you want.


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