The Art of Negotiating
The Art of Negotiating : The Art of Negotiating T. Sivasankaran Advesh Consultancy Services Chennai India
Factors to successful negotiation 1) Mastery 2) Skill 3) Knowledge 4) Awareness
BASICS OF NEGOTIATION : BASICS OF NEGOTIATION • We all negotiate, all the time- at home, with friends, at office, in public These negotiations can be about anything Negotiation is the most effective way of resolving conflicts and securing agreement A two way discussion to agree terms Conferring for the purpose of mutual agreement A process of discussion aimed at reaching agreement Establishing consensus amongst two or more parties • Negotiation Is : Negotiation Is A dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants. A communication process between two or more people in which they consider alternatives to arrive at mutually agreeable solutions or mutually satisfactory objectives
Setting Goals Balancing Outcome and Relationships:
BATNA RESERVATION PRICE ZOPA
• BATNA : BATNA Best Alternative To a Negotiated Agreement 8 The Art of Negotiating a. WHAT IS BATNA? : WHAT IS BATNA? How do the proposals match your realistic alternative if you cannot come to a deal? The more attractive your BATNA is compared with the proposals you receive, the more POWER you have; the less attractive your BATNA is compared to the deal on offer, the less power you have. b. BATNA : BATNA Retain the existing supplier Go to another supplier Strike/Lockout Not an immediate requirement c. DEVELOPING BATNA : DEVELOPING BATNA List what you would do if you fail to reach an agreement Convert the most promising options into practical choices. Select the single best option; that is your BATNA Compare your BATNA to all proposals If an offer is better than your BATNA,consider improving or accepting it If an offer is worse than your BATNA, consider rejecting it If they will not improve their
Factors to successful negotiation 1) Mastery 2) Skill 3) Knowledge 4) Awareness
BASICS OF NEGOTIATION : BASICS OF NEGOTIATION • We all negotiate, all the time- at home, with friends, at office, in public These negotiations can be about anything Negotiation is the most effective way of resolving conflicts and securing agreement A two way discussion to agree terms Conferring for the purpose of mutual agreement A process of discussion aimed at reaching agreement Establishing consensus amongst two or more parties • Negotiation Is : Negotiation Is A dialogue between two or more parties, with the intent of coming to a mutually agreed solution, because each party has something the other wants. A communication process between two or more people in which they consider alternatives to arrive at mutually agreeable solutions or mutually satisfactory objectives
Setting Goals Balancing Outcome and Relationships:
BATNA RESERVATION PRICE ZOPA
• BATNA : BATNA Best Alternative To a Negotiated Agreement 8 The Art of Negotiating a. WHAT IS BATNA? : WHAT IS BATNA? How do the proposals match your realistic alternative if you cannot come to a deal? The more attractive your BATNA is compared with the proposals you receive, the more POWER you have; the less attractive your BATNA is compared to the deal on offer, the less power you have. b. BATNA : BATNA Retain the existing supplier Go to another supplier Strike/Lockout Not an immediate requirement c. DEVELOPING BATNA : DEVELOPING BATNA List what you would do if you fail to reach an agreement Convert the most promising options into practical choices. Select the single best option; that is your BATNA Compare your BATNA to all proposals If an offer is better than your BATNA,consider improving or accepting it If an offer is worse than your BATNA, consider rejecting it If they will not improve their