Professional Documents
Culture Documents
NAME OF PRESENTER
2I
Name
Roll
Mahadi Hasan
254
Trishna Saha
249
Ariful Hasan
244
Tawfeeq Hasan
257
Shamsuddin Bappi
237
Mostafizur Rahman
242
NAME OF PRESENTER
3I
NAME OF PRESENTER
We have to make
an agreement
Failing agreementSelling to a
third party
4I
Prioritize some
interest, and
sacrifice some.
Co-owner
perspective- Sell the
property(he thinks
market value is high
for the land)
NAME OF PRESENTER
You have to
sacrifice
something
for a better
and
reasonable
negotiation
5I
Your coowners
should also
judge his
situation
then
NAME
OF PRESENTER
prioritize
What is BATNA
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NAME OF PRESENTER
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NAME OF PRESENTER
Can these
conditions be
filled up in that
case?
What decisions
can be taken
regarding the
answer of above
questions?
N
O
Is it possible to
convince
Convincing others of the
co owner
strength of your BATNA
of the strength of your BATNA
NO
N
O
Failed to
optimize
advantag
es
Failed to
leverage
power
Can not
help to
reach
any
agreeme
nt
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NAME OF PRESENTER
NAME OF PRESENTER
15 I
NAME OF PRESENTER
My power sources
The summer home as a
controlling resource that leads
me to reward power.
Authority vested in me by my
parents leaving me as a co
owner of the summer home that
leads me to legitimate power.
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NAME OF PRESENTER
My co-owners power
sources
Considerable power through the control of
information regarding the summer home expert power.
Control over summer home - reward power.
In position to take decision regarding the
property Legitimate power.
Power to force the sale of the land
Coercive power.
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NAME OF PRESENTER
NAME OF PRESENTER
Logical and
Emotional
Arguments
PRESENTED BY
TAWFEEQ HASAN
(ROLL 257)
Creating Persuasive
arguments
Logos
Logos is a Greek term meaning
'word' and refers to using logic and
reasoning as your appeal.
Pathos
Pathos is a Greek word meaning
'suffering' or 'experience,' and it
appeals to the reader's emotions,
utilizing story, sensory-based
details and vivid language.
Ethos
Ethos is a Greek word meaning
"character" that is used to describe
the guiding beliefs or ideals that
characterize a community, nation,
or ideology.
LOGIC
EMOTIONS
CHARACTER
Logic bases
Logos
Pathos
Ethos
Supporting evidence on
experience
Focuses emotions
built
Negative emotions :
Positive emotions:
Power to dictate
Related to ego
A connection cannot be
established by facts alone
Ethos
1. Equitable solution by third party
arbitrator
2. Arbitrator may dictate the solution
Pathos
Expressing frankly
Long term emotional attachment
Firm stance on not giving up
attitude
Sense of cooperation
Emphasis on building a
relationship
24 I
NAME OF PRESENTER
Non-verbal Communication:
Nonverbal communication is the process of communication
through sending and receiving wordless (mostly visual)
cues between people.
Types of Non-verbal
Communication
Body Movements (Kinesics)
Posture
Eye Contact
Para-Language
Facial Expressions
Honesty
Common Nonverbal
behaviors that express
honesty
Direct speech
Open Behaviors
0
2
0
3
Pointing
0
1
0
4
0
5
Smiling
Open gestures
Common Nonverbal
behaviors that express
Willingness to listen
Leaning Forward in seat
0
3
0
1
0
2
0
4
Nodding
29
30 I
NAME OF PRESENTER
Using of Threats
Threats are one of the most abused
tactics
in
negotiation.
Highly
competitive behavior has become a
norm for some managers and
lawyers concerned about control. If
a threat is successful, it only takes a
couple of words to induce the target
to do what the threatened wants.
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NAME OF PRESENTER
Tactics to follow
Change the circumstances so that
the cost of not following through
on the threat is significant, and is
recognized as significant by the
other party.
Visibly and irreversibly restrict
options.
Expend resources to create
fallback positions and make sure
the opponent knows it.
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NAME OF PRESENTER
Continued
Delegate the authority to carry
out the threat so it is just a
matter of execution at the
appropriate time.
Develop a reputation for
following through on threats.
Give a convincing preview of the
future.
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NAME OF PRESENTER
THANK YOU
34 I
NAME OF PRESENTER