NEGOTIATION STAGES & NEGOTIATION SKILLS
SHIBA SANKAR BEHERA
RAVENSHAW MANAGEMENT CENTRE, CUTTACK
Negotiation is a process in which two or more parties who have common and conflicting interest come together and talk with a view to reaching an agreement.
Planning Preparation Bargaining Closing Agreement Implementation & Follow-up
Identify the issues. Prioritize the issues. Establish a settlement range. Develop strategies and tactics
Identify your objectives Know your resistance point Adopt the most suitable style Time the interaction correctly
Either party should take any fixed stand Parties should be willing to make compromises, offer concession and develop packages that are mutually beneficial Have strategies to deal with deadlocks. Don t be emotional, try to understand the issue Focus on problem not on the person
Anticipate last minute demand Set realistic deadlines Listen to other party s objections Emphasize the benefits Make your last offer credible and with conviction
Define the scope of agreement Define the time frame/duration of agreement Write down clearly what has been agreed upon Specify the conditions, if any
IMPLEMENTATION & FOLLOW-UP
Deliver what has been agreed to Maintain regular contact with the other side Consider re-negotiation in case of unexpected events Follow up complaints and seek mutually agreeable solutions.
1. 2. 3. 4. 5.
Set clear objectives Ask questions Be an excellent listener Paraphrase to ensure understanding Save issues for later discussion
6.Emphasize your value 7.Be flexible in your negotiations 8.Use silence for consideration 9.Take time to consider offers 10.Express gratitude
RESULT OF NEGOTIATION