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Negotiation Skills Basics PDF
Negotiation Skills Basics PDF
Objective
• Explain What is Negotiation
• Explain the Basic Principles of Negotiation
• Describe the Benefits of Negotiation
• Explain the Types of Negotiation Strategies
• Explain the Stages of the Negotiation Process
• Describe the Concepts of a Win-Win Negotiation
• Explain the Various Styles of Negotiation
• Explain What is BATNA
• Describe Strategies for Developing Negotiation Skills
• Explain the Types of Third Party
• Explain the PROBE Technique for Negotiating
• Describe the Negotiations in Organizations
• List the Issues in Negotiation
• List the Characteristics of a Good Negotiator
• List the Tips for Effective Negotiation
Introduction
Maxwell
Telecommunications, a
leading Telecom
Service company
recently came to
Globus to have new
SAP based database
software to be
developed for them.
Introduction
Peter carefully
reviewed and analyzed
Maxwell’s
requirements and
came up with a Project
Plan.
Introduction
Click on the
radio button
to select the
correct
answer!
MCQ
Meeting:
Inquiry:
Bargaining:
Closure:
Acceptance:
Stage 4:
Closure
Stage 3:
To negotiate well with the client, the first
Bargaining
thing that Peter should do is to prepare
well for the meeting. Peter could go
Stage 2: through the Project Plans of similar
Inquiry projects that Globus had handled in the
past, talk to and seek guidance from his
Stage 1: superiors and put all the data and
Meeting information that he gets related to the
project at one place.
Real Life Example
Stage 1: Meeting
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
To negotiate well with the client, the first
Bargaining
thing that Peter should do is to prepare
well for the meeting. Peter could go
Stage 2: through the Project Plans of similar
Inquiry projects that Globus had handled in the
past, talk to and seek guidance from his
Stage 1: superiors and put all the data and
Meeting information that he gets related to the
project at one place.
Real Life Example
Stage 2: Inquiry
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
During the inquiry stage, Peter should
exchange information with the client and
Stage 1: discuss their concerns, scope of work,
Meeting deadlines, future enhancements etc.
Real Life Example
Stage 2: Inquiry
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
During the inquiry stage, Peter should
exchange information with the client and
Stage 1: discuss their concerns, scope of work,
Meeting deadlines, future enhancements etc.
Real Life Example
Stage 3: Bargaining
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
At this stage, Peter should now agree to
terms that are completely acceptable and
Stage 1: offer options and tradeoffs for things that
Meeting are unacceptable as is stated by the client.
Real Life Example
Stage 3: Bargaining
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
At this stage, Peter should now agree to
terms that are completely acceptable and
Stage 1: offer options and tradeoffs for things that
Meeting are unacceptable as is stated by the client.
Real Life Example
Stage 4: Closure
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
At this stage, it is important that both the
client and Peter restate their positions and
Stage 1: confirm their tradeoffs they are willing to
Meeting negotiate.
Real Life Example
Stage 4: Closure
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry
At this stage, it is important that both the
client and Peter restate their positions and
Stage 1: confirm their tradeoffs they are willing to
Meeting negotiate.
Real Life Example
Stage 5: Acceptance
Stage 5:
Acceptance
Stage 4:
Closure
Stage 3:
Bargaining
Stage 2:
Inquiry At this final stage of the negotiation
process, Peter should make sure that both
the parties agree to signoff the deal and
Stage 1:
Meeting reach an agreement on the terms of the
Project.
Negotiation Outcomes
The given image shows the various options of possible outcomes with respect
to the parties involved in a negotiation.
YOU
WIN LOSE
WIN
I Lose,
LOSE
We Both
You Win Lose
Objective
• Explain What is Negotiation
• Explain the Basic Principles of Negotiation
• Describe the Benefits of Negotiation
• Explain the Types of Negotiation Strategies
• Explain the Stages of the Negotiation Process
• Describe the Concepts of a Win-Win Negotiation
• Explain the Various Styles of Negotiation
• Explain What is BATNA
• Describe Strategies for Developing Negotiation Skills
• Explain the Types of Third Party
• Explain the PROBE Technique for Negotiating
• Describe the Negotiations in Organizations
• List the Issues in Negotiation
• List the Characteristics of a Good Negotiator
• List the Tips for Effective Negotiation
Critical Concepts of Win-Win Negotiation
The following are the five most critical concepts that you should keep in
mind for a win-win negotiation:
Pause for
reflection
Agree on
factual Clarify your
information objectives in
the beginning
Pause for
Reflection
Pause for Reflection
Pause for
reflection Clarify your objectives in the
beginning
Pause for
Agree on factual information reflection
Pause for
reflection