Negotiation

CTE COORDINACIÓN DE TECNOLOGÍAS PARA LA EDUCACIÓN

 Negotiation
Is a part of life

People negotiate daily

either for individual purposes or for business
Negotation is the process where:

Interested parties resolve disputes

Bargain for individuals or collective advantages

Agree upon courses of actions

Any negotiation, has to be done in a planned and

formal way with an objective and purpose.
Negotation

For any negotiation to be successful one

has to look into the facts like:
• The purpose of the negotiation.
• The persons with whom one is
negotiating.
• Best alternative to the negotiated
agreement.
• Making the point very clear.
• Active listening, helps to understand
the negotiation party well and should
maintain silence when the other party
is negotiating.
• The negotiation should end with an
agreement between the parties,
which is acceptable for all the
parties.

• Consider the help of an expert.

• The process and method of negotiation.

Negotation

The reason for the failure of a negotiation

• In the modern era, we have the win-
between the parties are most of :
win negotiations where both parties
• Lack of communication profit from the negotiations
• Lack of compromise

• Lack of interest to solve the problem

amongst the parties

• Wrong medium of negotiation

Negotation
1. Share information
Revealing some information, even when it’s
unrelated to the negotiation, increase the
outcome.
Don’t pull all your cards on the table
“If you want to be trusted, you must first
offer it”
2. Rank order your priorities
Rank and leave all the issues on the table
and be transparent about it.
We know what our keys issues are and we
sequence them.
Negotation
3. Go in knowing your target price and
reservation price
Your targer Price is what you are hoping
for.
It’s critical to research ahead of time. You
need your research to be based on firm
data, this will reduce the chance that you
will throw something crazy.
4. Make the first offer
Information = Power
It’s best to extract as much as possible
from the other person, before tipping our
own hand.
People who make the first offers, get better
terms that are closer to their target Price.
The Principle of Anchoring: whatever first
number is on the table, both parties begin
to work around it.
Negotation

5. Don´t count too low

If you aren’t able to make the first offer, then you need to
protect yourself against the anchoring effect.

Your “counter” should be based on the same information you

would have used if you’d made the first offer.

You can consider Re-Anchoring, let the other person know

that their offer is way off, and go back with a new reset. It
also may be helpful to call out what you are observing to
redirect the conversation.
Negotation
6. Count offers make both parties more satisfied

Advise: You shouldn’t take the first offer, even if it meets your
Buyers want to
feel that they needs. By going back and asking for concessions you can ensure
got a good
deal that you got the best deal, and increase your partner’s satisfaction
Sellers want to as well.
feel as if they
drove a hard More satisfied partners are more likely to work harder and be more
bargain
committed to the end result, which is the deal outcome from the
Parties are most start.
satisfied on both
fronts if there was Buyers want to feel that they got a good deal
some back and forth
Sellers want to feel as if they drove a hard bargain

Parties are most satisfied on both fronts if there was some back
and forth