BUSINESS

NEGOTIATION
SKILLS
DIARY
SUBMISION -1
DATE: 29 SEP 2014
SUBMITTED TO :
Dr. H Gayathri
SUBMITTED BY :
Siby Jo!
"GDM No : 1#1$%
S!&tio' - A
Negotiation is a mutual discussion and arrangement of the terms of a
transaction or an agreement. The folloing are the !arious st"le of
negotiation:
1. (o))aborati*! ty)! #ro!ides a in$in situation for %oth the seller
and the %u"er. &oth the #arties' interests are ta(en into consideration
thus ma(ing the hole #rocess meaningful.
2. (o+,!titi*! Sty)! or )* in+ "ou lose, st"le is here one #art"
%ene-ts out of the deal hile the other is at a loss.
.. A&&o++o-ati*! ty)! is here ma/or em#hasis is on fostering
relationshi# ith the counter#art".
4. A*oi-i'. ty)! is here one of the #arties in!ol!ed a!oid dealing ith
di0cult situations+ issues and #eo#le. *t is more of a #ersonalit" dri!en
st"le.
1. (o+,ro+ii'. ty)! or the )gi!e and ta(e, st"le is getting into a
negotiation ith fair mutual understanding %eteen %oth the #arties.
There are three fundamental frameor(s for %usiness negotiation:
2i3 The alternati!e to negotiation
2ii3 4inimum threshold for a negotiated deal :
2iii3 5o 6e7i%le a #art" is illing to %e i.e. hat trade$o8s the" are
illing to ma(e.
BATNA 2&est Alternati!e to a Negotiated Agreement3: *t is the alternati!e
action that ill %e ta(en should a #ro#osed agreement ith another #art"
result in an unsatisfactor" agreement or hen an agreement fails to
materiali9e.
Ste#s to strengthen negotiation:
2a3*m#ro!e "our &ATNA
2%3*dentif" other side's &ATNA
2c3 :ea(en the other #art"'s &ATNA
/O"A 2;one of Possi%le Agreement3: A range of outcomes ithin the
reser!ation #rice in a negotiation that ill %e acce#ta%le to %oth #arties.
Pre#aring for negotiation:
- *dentif"ing the issues
- *ssue clari-cations
- <actors to consider in the anal"sis of the issues.
- De-ne goals and o%/ecti!es
- =noing other #art"'s issues+ resources and interests.