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What is negotiation?
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a. 1 b. 1 c. 3
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a. 2 b. 0 c. 4
15 - 20
Probably a natural
Outcome Analysis
You Win They Win You Lose
Win/Win
Lose/Win Lose/Los e
They Lose
Win/Lose
Why Win/Win?
My father said, You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals. Jean Paul Getty
LAS
BATNA
BATNA
LAS
Settlement Range
MS P
Solution We are planning to distribute many pamphlets with Roosevelts picture on the cover. It will be great publicity for the studio whose photograph we use. How much will you pay us to use yours? Respond immediately.
Negotiation Strategy
Emotional Impact
Damage relationships
Bargaining over positions is inefficient Positional bargaining with more than one party is even more difficult. Being nice is not the best approach
People
Task
The apartment needs painting I know people who pay less for a similar place I always pay the rent when she asks for it She is a cold and distant person, never asks how I am doing I am a desirable tenant, dont have any cats and dogs With costs going up, I cant afford to pay more for housing
3. 4. 5.
Landladys perception 1. The rent has not been increased for a long time. 2. He has given that apartment heavy wear and tear. 3. I know people who pay more for a similar place 4. He never pays unless I ask for it 5. I am a considerate person, who never intrudes on a tenants privacy
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His loud music drives me crazy With costs going up, I need more rental income
Perception
Put yourself in their position Dont blame them for your problem Share your views with each other Take advantage of opportunities to update their views Make your solutions consistent with their values
Emotions
Understand their emotion as well as your own Dont make conclusions on their intention based on your own emotional state such as fear Dont react to their emotional outbursts Let them cool off or back off emotionally
Communication
Use active listening techniques to fully engage with the other side Propose conditionally - Speak with the intention to be understood Focus your talk on yourself, not them
Positions might be conflicting, interests might be compatible. Look forward to solve problems rather than examining history Showcase your interests.
Help them to solve their problem. Treat their problems as yours. Work on options to broaden the topic in line with each partys interests. Make their choices clear and easy to understand Brainstorm to find more answers before making decisions. Understand their preference
Dont Bargain Over Positions Separate the People from the Problem Focus on Interests Not Positions
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Tactic : Crowding
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Tactic : Escalations
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