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

negotiating tactics do you use?

What do you need to

be a successful negotiator?

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.

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

with their differences. To negotiate is to seek mutual

agreement through dialogue.

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.

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

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.

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

does not mean somebody has to lose.
The orange

analogy

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

advantages and disadvantages of your preferred negotiating style?

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?

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?

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

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.

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.

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.

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.