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INDEX
INTRODUCTION
DEFINATION
NEGOTIATION
PROCESS
NEGOTIATION STRATEGIES
NEGOTIATION TYPES
NEGOTIATION OUTCOMES
NEGOTIATION TACTIES
IMPORTANCE OF
NEGOTIATION
INTRODUCTION
Negotiation skills plays an important role not
only in work life but also in our personal life. The
need for negotiation arises in situations when our
interests/wants conflicts with someone elses
interests/wants.
in a business area of partnerships ,the ability
to successfully negotiate has become incredibly
important. It is a process of interaction by which
two or more parties who consider that they need to
be jointly involved in an outcome, but who initially
have different objectives, seek by the use of
argument and persuasion to resolve their difference
in order to achieve a mutually acceptable solution.
DEFINITION
WHY NEGOTIATE
Animals do not negotiate. They use violence or the threat of violence to get
what they want, whether it be food, a mate or territory.
Have you ever seen 2 dogs negotiate over a bone?
Trade is the human foundation of human civilisation. It is what makes
humans different from animals.
Negotiation is anathema to tyrants, who usually want something for
nothing and do not recognise a need for another persons voluntary consent
before they get what they want
NEGOTIATION PROCESS
GOALS
TRADING
THE RELATIONSHIP
EXPRECTED OUTCOMES
POWER
POSSIBLE SOLUTIONS
NEGOTIATION
STRATEGIES
COMPROMISING
FORCING
AVOIDING
SMOOTHING
CONFRONTING
NEGOTIATION
DISTRIBUTIVE
INTEGRATIVE
TYPES
NEGOTIATION
NEGOTIATION
DISTRIBUTIVE NEGOTIATION
The term distributive means there is a
giving out ;or the scattering of things. By its
mere nature, there is a limited amount in the
thing being distributed or divided among the
people involved. Hence ,this type of negotiation is
often referred to as The Fixed Pie. There is only
so much to go around, but the proportion to be
distributed is limited but also variable.
INTEGRATIVE NEGOTIATION
NEGOTIATION
OUTCOMES
LOSE
-LOSE OUTCOMES
LOSE
WIN OUTCOMES
WIN-
LOSE OUTCOMES
WIN-WIN
OUTCOMES
NEGOTIATION
NIBBLING
OUTRIGHT
REFUSAL
CONDITIONING
CALLING
BLUFFS
TACTIES
IMPORTANCE OF NEGOTITION
IN BUSINESS WORLD
The importance of negotiation in business is
an invaluable component in any great business
endeavor. Truly ,the importance of negotiation in
business can be the difference between companies
that thrive and companies that soon falter and
often go out of business.
Avoid
Actively listen
Summarising
Test commitment
Interrupting
Attacking
Blaming
Talking too much
Sarcasm
Threats
Taking it personally
Closed body language
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