PRESENTATION ON

NEGOTIATION PROCESS

PRESENTED BY
AJAY KUMAR
6460
Negotiation ;

A formal discussion between

people who are trying to
reach an agreement.
Negotiation process
Preparation and planning

Definition of ground rules

Clarification and justification

Bargaining and problem solving

Closure and implementation

 Preparation and planning

one must beaware of conflict,the

history leading to the negotiation the
people involved and their perception
of the conflict expectations from the
negotiations etc.
DEFINATION OF GROUND RULE

Once the planning and strategy is

developed, one has to begin defining the
ground rules and procedures with the
other party over the negotiation itself that
will do the negotiation. Where will it take
place?
What time constrains, if any will apply? To
what issues will negotiations be limited?
CLARIFICATION AND JUSTIFICATION

When initial positions have been

exchanged both the parties will
explain amplify, clarify, bolster and
justify their original demands. This
need not be confrontational.
BARGAINING AND PROBLEM SOLVING

The essence of the negotiation

process is the actual give and take in
trying to hash out an agreement, a
proper bargain. It is here where
concessions will undoubtedly need to
be made by both parties.
Closure And Implementation

The final step in the negotiation process is

formalization the agreement that has been
worked out and developing and procedures
that are necessary for implementation and
monitoring.
For major negotiations this will require
hammering out the specifics in a
formal contract.