Negotiation Skills Ppt-Mine

NLGO1|A1|ON $k|ll$Presented y:TARINI- 4100ZSACHIN- 410011CONJ|NJ8 V Woot ls Noootlotloo V |ootcros oI NoootlotlooV Woy Noootloto V Jypos oI NoootlotlooV Dlstrlbctlvo vs lotoorotlvo Noootlotloo V Noootlotloo lrocoss V AJNAV oroololoo 2ooo Vouol oI NoootlotlooV Noootlotloo ooovlorV lsscos lo Noootlotloo V Jolru porty NoootlotloosV uow to ocolovo oo |IIoctlvo NoootlotlooV Noootlotloo Jlps2Wooro uo cso tols s|lll V |vorytoloo ls ooootlotou. |olly oou porsoool Wooro sooclu wo oo Ior ulooor Coo l borrow too cor Acouolc rosoorco |cou y projoct. lcbllso y popor. cslooss vootcros l woot o rolso. lovost lo y copooy. loy o o llcooso Ioo or l'll sco yoc. 8WuAJ l8 N|GOJlAJlON V Joo woru "ooootlotloo" orlolootou Iro too Lotlo oprossloo, "ooootlotcs", wolco ooos "|o corry on business".V Joo procoss oI cooIorrloo to orrlvo ot oo ooroooot botwooo ulIIoroot portlos, ooco wlto toolr owo lotorosts oou proIoroocos. V A olvo-oou-to|o uoclsloo-o|loo procoss lovolvloo lotoruopoouoot portlos wlto ulIIoroot proIoroocos.

||AJuk|8 O| N|GOJlAJlON Vlolc two portlos lrouotorloou oools |poctloo oo octcoo kosolctloo oou Coosooscs lortlos wlllloo to oulIy toolr posltloos lortlos sooclu couorstoou too pcrposo oI ooootlotloo

Woy uo wo N|GOJlAJ| V Jo rooco oo ooroooot V Jo boot too opposltloo V Jo coprolso V Jo sottlo oo orocoot V Jo o|o o polot

Jl|8 O| N|GOJlAJlON Dlstrlbctlvo Noootlotloo lotoorotlvo Noootlotloo

stJypo. Dlstrlbctlvo Noootlotloo lortlos copoto ovor too ulstrlbctloo oI o Ilou sc oI volco.Joo |oy ocostloo lo o ulstrlbctou ooootlotloo ls, o wiIIcIoim |e mos| voIue?" A oolo by ooo sluo ls ouo ot tooopooso oI otoor. Joo 8ollor's oool ls to ooootloto os oloo o prlco os posslblo, toocyor's oool ls to ooootloto os low o prlco os posslblo. Jocs, too uool ls cooIloou. tooro oro oot cco opportcoltlos Iorcrootlvlty or Ior ooloroloo too scopo oI too ooootlotloo. |ls ltrooclrou]

ouJypo. lotoorotlvo Noootlotloo lo lotoorotlvo Noootlotloo, portlos cooporoto to ocolovoollzo boooIlts by lotoorotloo toolr lotorosts loto ooooroooot. Jols ls olso |oowo os o wlo-wlo ooootlotloo. Joo |oy ocostloos ls. ow con |e resource bes| be u|iIized?" lotoorotlvo ooootlotloos toou to occcr lo Iollowloo sltcotloos.V 8trcctcrloo oI coplo looo-tor 8trotoolc kolotloosolps orotoor colloborotloos.V Wooo too uool lovolvos ooy Iloooclol oou ooo-Ilooocloltors. lo oo lotoorotlvo ooootlotloo,, tooro oro ooy ltos oou lsscosto bo ooootlotou, oou too oool oI ooco sluo ls to crooto oscco volco os posslblo Ior ltsolI oou too otoor sluo. |Jols ccooloborotloo ls rooclorou or oot]

Dl8JkluJlv| v|k8u8 lNJ|GkAJlv| N|GOJlAJlON8 oroc|eris|ic Dis|ribu|ive |n|eqro|ive Octcoo Wlo-loso Wlo-wloVotlvotloo loulvlucol oolo 1olot oou loulvlucol oolo lotorosts Opposou DlIIoroot bct oot olwoys Opposltokolotloosolp 8oort-tor Loooor or 8oort-torlsscos lovolvou 8loolo VcltlploAblllty to o|o trouo-oIIs Not |lolblo |lolblo8olctloo Not crootlvo Crootlvo 10N|GOJlAJlON lkOC|88PRLPARATION Click hcrcINIORMATION SHARING Click hcrcBARGAINING click hcrcIINALIZING THL DLAL click hcrc11AJNAAJNA ls oo ocrooy Ior.BestAlternativeToa NegotiatedAgreement12Woy AJNAs Vottor AJNAs toll yoc wooo to occopt oou wooo to rojoct oo ooroooot Wooo o proposol ls be||er tooo yocr AJNA. ALI1 |1 Wooo o proposol ls worse tooo yocr AJNA. kL!L1 |118AJNA ost Altorootlvo to o Noootlotou Aoroooot Dovolop your" AJNAV - Llst yocr oltorootlvosV - |volcoto yocr oltorootlvosV - |stobllso yocr bost os yocr AJNA Coosluor |eir" AJNA uovo o kosorvotloo lolot too loost yoc wlll occopt Llst toolr oltorootlvos toolr AJNA1AJNA |oplo1|oplo.|8oowroo solosoo v,sccstoors] A 5ersons qo |or cor 5urcose.|Jo ooootloto wlto soowroo solos oo Ior lossor prlco] Joo cor owoor ls no| oqreeinq |or |e Iesser 5rice. Jooo ccstoor coo os| Ior koulol tlrosbes| oI|erno|ive] wlto ooy locrooso lo prlco Icrtoor.N|GOJlAJlON 8JkAJ|GAkGAlNlNG |VOJlONCOVlkOVl8| LOGlCALLlN|Lu|NC|lNJlJuJlON|Ablllty to oulIy otoors]y. kooooto orrloLowulooLowuloo1oroololoo 2ooo Vouol oI Noootlotlooocr loltlol polotocr toroot polotAroo oI potootlol oorooootOppoooot's loltlol polotOppoooot's toroot polotocr roslstooco polotOppoooot's roslstooco polot1|xAVlL|1N|GOJlAJlNG |uAvlOukGovlo koooouy uoscrlbos 3 typos oI booovlocr toot wo coo ulsploy oou oococotor wooo lo o ooootlotloo sltcotloo.kLD 8lUL IUkIlL1k|D ooovlocr oni5uIo|ion Aqqressive |n|imido|ion L5Ioi|o|ion AIwoys seekinq |e bes| |or you No concern |or 5erson you ore neqo|io|inq wi| 1okinq20Lu| ooovlocr in win o55rooc oo5ero|ion 1rus|inq Ioci|yinq keIo|ionoI Givinq21luklL| ooovlocr Give me some o| wo| | won| (red) |'II qive you some o| wo| you won| (bIue) DeoI wi| 5eo5Ie os |ey ore no| ow you |ink |ey ore Good in|en|ions 1wo woy econqe Iur5Ie beoviour inci|es 5ur5Ie beoviour 1i| |or |o| s|ro|eqies O5en Ieo5Ie know were |ey s|ond De|ermino|ion |o soIve 5robIems by bo| se|s o| cri|erio o| |e meri|s o| |e cose ond[or |e |erms o| o neqo|io|ed econqe 22JulkD-lAkJ N|GOJlAJlON8. lovostlootloo. Voulotloo3. Cooclllotloo=. Arbltrotloo5. Aujculcotloo28||||CJlv| N|GOJlAJlON 8cccossIcl rolotloosolps oro bcllt oo cocolcotloo oou trcst. Loc| oI trcst loous to wlo-loso or loso-loso rosclt. Noootlotloo ls ooo woy oI crootloo trcst or uocluloo wootoor trcst ls jcstlIlou. V |oplo. Joo Noootlotor's Dlloo o closslc rls| strotooy ooo 2Joo Noootlotor's Dlloo28 oo5ero|es 8 om5e|esA oo5ero|es 8o| coo5ero|es oto oovo o ooou octcooA oo5ero|es8 om5e|esA oos torrlblo octcoo, oos oroot octcooA om5e|es A om5e|es8 oo5ero|esA oos oroot octcoo, oos torrlblo octcoo8o| com5e|esoto oovo oulocro octcooN|GOJlAJlON Jll81) Do no| underes|imo|e your 5ower. 2) Do no| ossume |o| o|er 5or|y knows your weoknesses.8) || is o mis|oke |o ossume you know wo| |e o|er 5or|y won|s.) Never occe5| |e 1s| o||er.) Don'| |eor |o neqo|io|e.28klLL8 |Ok ||||CJlv| N|GOJlAJlONVIre5oro|ion ond 5Ionninq skiII VknowIedqe o| |e subjec| VAbiIi|y |o |ink cIeorIy ond ro5idIy under 5ressure ond uncer|oin|y VAbiIi|y |o e5ress |ouq|s verboIIy Vlis|eninq skiII VIo|ience VGeneroI 5robIem-soIvinq ond onoIy|icoI skiIIs 21-'1 |r12lk|lAkAJlON. |lrstly couorstoou woot lt ls yoc woot. Woot uo yoc tolo| yocr oppoooot woots 3. Woot woclu ooppoo lI yoc uluo't uo o uool =. Do yoc |oow yocr sto|oooluors 5. Do yoc |oow woo too uoclsloo o|or ls Aro yoc ooootlotloo wlto too lI oot woot oIIoct uoos toot oovo. Aro tooro coocossloos yoc coo bcllu loto too ooootlotloo7. koow yocr proucct , sorvlco losluo oct Woot stoouorus oro tooro lo too or|ot ploco8. koow yocr prlco polots9. Woot lsscos uo yoc tolo| yoc'll ooou to ovorcoo. lrlorltlzol. lroctlcol 2lN|OkVAJlON 8uAklNG . Copooy octlvltlos oou or|ot posltloo. Oploloo oo ootry polots3. Woot olooots oro cloorly oII too toblo or oot cp Ior ulsccssloo oou woy=. Oppoooots ottltcuo oou coltoot5. Votlvotloool Ioctors (l woot tols prlco bococso.). 8to|oooluors oou lportootly uoclsloo o|ors7. lroblos, lsscos or rls|8. Ao oruor,strcctcro Ior procoouloos80AkGAlNlNG oroololoo oos two boslc ports Dobotloo lroposloo81D|AJlNG Jo bo scccossIcl lo ooootlotloo yoc cst bcllu rolotloosolps oou trcst oc ooou to ovolu too Iollowloo-V Ioin| scorinq ocr copooy ls olwoys loto wlto uollvorlos so l' oot poyloo tootlV |nsuI|s lI yoc loslst oo toot prlco yoc cst bo stcpluV Irovoco|ion koop tol|loo ll|o toot oou soo wooro lt oots yoclV 1reo|s oc jcst wolt cotll yocr otoor ccstoors ooor oboct tols lostoou try-V 8uiIdinq o reIo|ionsi5 lt wlll o|o yocr ooootlotloo cco ooslorV $|ickinq |o on oqreed oqendo Jols wlll oolp ovolu uostrcctlvo ulsccssloos.V $ore in|ormo|ion ond osk ques|ions Woot uo yoc woot woot uo tooy wootV 1ry ond be 5osi|ive ond Iis|en Woot uo tooy woot oou woy loo| Ior oroos oI wlo,wlo or oosy coprolso.82lkOlO8lNG Wooo proposloo yocr oIIor coosluorV onsider bo| your en|ry ond ei| Jols coclu loclcuo oll or soo oI yocr woots, oou yocr oppoooots ootry oou olt polotsV onsider ow you wiII 5rose your 5ro5osoI V onsider wo| wiII mo|ivo|e your o55onen| in|o mokinq |e deoIV onsider |e IikeIy res5onse Jolo| oboct too lI l uo toot tooo tooy wlll uo tootV Are |ere oI|erno|ive 5ro5osoIs? Ooco oo loltlol rospooso oos booo ouo oro yoc ooppy or uo yoc ooou to oIIor cp sootoloo oow.V kemember |e key |inq is |o 5ro5ose uoo't oroco oou try oou roolo roollstlc, oou lovlto o rospooso Iro yocr oppoooot.88|lNALl2lNG Ju| D|AL 8o wooo closloo too uool coosluorV Do yoc oovo woot yoc wootV Do tooy oovo woot tooy wootV Coo yoc sloolIy to yocr oppoooot toot lI cortolo tors woro ot too uool coclu bo uooo.V Do yoc boto couorstoou too potootlol ooo uool by oot closloo or roocoloo oorooootV Doccoot too ooroooot oclc|ly oou sooro lt wlto yocr oppoooot oou oot ooroooot oo too uotolls oI too uool.V Do oot oIIor Icrtoor coocossloosl V Aoroo too ooscros toot wlll bo oppllou to rocoru IclIlloot oI too uool.8