Negotiation Skills

A Severe Family Dispute!

Amit

Chintu

7 pieces of delicious milk chocolate! But what of that

one remaining piece?!

Equitable distribution

Acceptable Solution to the Dispute?

No!!!!

No!!!!
No winner! No loser! Is divided in half and shared! Is given to neither brother! Win! Is given to one brother!

+
Win! Lose!

+
Lose!

Why Negotiate?
Is given to neither brother! Is divided in half and shared!

If not,
then what?

Best Alternative To Negotiated Agreement*

Is it

better
to negotiate?

Desired Outcomes : Minimum & Possibly Acceptable

I dont want half a chocolate!

I want more number of chocolates than Buron!

We dont want to give one chocolate away!

Non-negotiable: If I dont get this, Ill walk away!

Amit gives Chintu a whole chocolate

Chintu receives a whole chocolate from Amit

Range of Possible Acceptable Outcomes

Zero-Sum versus Win-Win Deals

With significant information and knowledge of desired outcomes, we can

Distribute Value!

Integrate value!

Zero-sum Negotiation
1 1 1 1

0-1 1-0 0-0

Widen the

Zone Of Possible Agreement*

Identifying, Creating and Trading Value

Yes!

Yes!

+
Win!

+
Win!

Pricing Negotiation

How to get the best deal from a pricing negotiation

Strategy of being a reluctant buyer or reluctant seller
Never disclose that you "can't live without" the object of negotiation

Never disclose that you have any time pressure

Never disclose any unsatisfactory "other sources" you've explored Decide, in advance what you can ask for in return for a price cut

Start Negotiation

Getting Your Counterpart to the Negotiation table

Getting Your Counterpart to the Negotiation table

Show benefits Let them know what they will lose, by not negotiating

Persuasion by creating alliance

Involving in negotiation

Begin with friendly and welcoming remarks Offer refreshment and snacks

Shift your approach to match the situation

A good agenda Active listening

In This Session We Learnt

How to start a negotiation How to involve the other party

in negotiation