Negotiations

Module IV
 Negotiation means

 Trying to reach an agreement or

compromise by discussion with others
 Find a way over or through a difficult path
 You need to negotiate when You want to

 Decide
 Agree
 Get
 Choose
 Alliance etc
Communication and effective Negotiations

 Clarity
 Three skills are important:
(a) Listening
(b) speaking
(c) understanding
One cannot have an understanding without
good listening and good speaking
 Basic approaches towards
negotiations
 Integrative: (Win-win) The prospects for both
side gains are encouraging so that end result is
agreement from both the sides
 Distributive: (Win-lose) each party targets
maximum gains and wants to impose maximum
losses to the other party
 The mixed approach: elements of both
approach are there e.g. negotiating a
price with the customer
 Six basic steps of negotiations
 Get to know one another
 Statement of goals and objective
 Starting the process
 Expressions of disagreement
 Compromise
 Agreement