it is a collection of behaviours that

involve communication, marketing,

psychological, assertiveness &
conflict resolution
 TO BUY OR
SELL
PRODUCT
S

Why
To reach
do
an
agreemen
we
t negotiat
e

To Solve
a
 Min 2 people
Predetermined

goals Expecting

outcome

Resolution & consensus

Parties willing to modify their positions

Parties should understand the purpose of

 NEGOTIATIONSKILLS

N E G O T I AT I O N P R O C
ESS
PREPARA
TION

Before any negotiation takes place, a

decision needs to be taken as to when
and where a meeting will take place to
discuss the problem and who will attend.
Preparatio Discussi
n on

During this stage, individuals or members of each

side put forward the case as they see
it, i.e. their understanding of the
PREPARA
Discussi Clear
TION
on Goals

From the discussion, the goals, interests and

viewpoints of both sides of the disagreement
need to be clarified.
PREPARA
Discussi Clear Win-win
TION
on Goals

'win-win' out come where both sides feel

they have gained something positive
through the process of negotiation and
PREPARA
Discussi Clear Win-win Agreeme
TION
on Goals nt

Agreement can be achieved once

understanding of both sides’
viewpoints and interests have
PREPARA
Discussi Clear Win-win Agreeme Actions
TION
on Goals nt items

From the agreement, a course of action

has to be I mplemented to
carry through the decision.
NEGOTIATION TYPES
 JOINT
individual
GAINS
gains

sources are limited and sources are not limited,

everyone wants to claim the ultimate goal to expand
their share of the pie. the pie, so there is more for
everyone.

view the other parties view the other party as

as “the enemy” to be a partner or a
defeated. teammate.

Negotiation is seen as an
Negotiation’s aim is not to
opportunity to be creative
find an alternative solution
and think outside of the
that would benefit both
box in order to make the
parties,
pie bigger.
 I think we all agree when I
This type of resolution will
that
say the integrative building
help long-term
is the right
bargaining and trust bet ween the
relationships
behaviour to
negotiation
parties.
use
 NEGOTIATION STRATEGY MATRIX

+ ISSUES -
You
Relationshi

You Win
They Lose
Win They
Win

You Win You

They
p

Lose
Lose They
- Lose
 3 QUESTIONS TO PREPARE BEFORE
ENTERING TO A NEGOTIATION WHY, HOW,
WHOM
GAVAIN KENNEDY DESCRIBES 3 BEHAVIOURS THAT WE CAN DISPLAY AND ENCOUNTER
IN A NEGOTIATION

MAINAPLUTING
GOOD INTENTIONS

AGGRESSION WIN WIN APPROACH

2 WAY EXCHANGE

INTIMID ATION CO-OPER ATION

GIVE ME SOME(RED)

EXPLOI TATION TRUSTING

I WILLLGIVE YOU SOME(BLUE)

DEMEANING PA C I F Y I N
TIT FOR TAT STR ATEGIES
G
A LWAYS SEEKING THE BEST REL ATIONAL
CONCENTR ATING ON PROFITS
FOR SELF
GIVING
PURPLE BEH AVIOUR INCITES
NO CONCERN FOR
PURPLE BEH AVIOUR
PERSON NEGOTI ATING
WITH