NEGOTIATION TECHNIQUES

HANSELL RODRIGUEZ - 1261787

CAMILO CORTES - 1261789

EDWIN BOTELLO - 1261794

 TECHNICAL DEFINITION

Negotiation techniques are the methods or strategies

used in a negotiation process. With the purpose of
obtaining the best results for the parties involved.
TYPES OF NEGOTIATION
TECHNIQUES

ACOMMODATIVE NEGOTATION

COMPETITIVE NEGOTATION

COLLABORATIVE NEGOTATION

AVOIDANCE NEGTIATION
 ACOMMODATIVE NEGOTATION

This type of negotiation technique is implemented when one of the

parties assumes the loser's position. This negotiation strategy is used
to obtain superior results in the future.

In effect, in this technique, one of the parties gives up in the short

term in order to achieve better results in the long term. In other
words, one loses in the short term to assume the winning position
in the long term.
 COMPETITIVE NEGOTATION

Competitive negotiation consists of taking an aggressive position, in

order to obtain greater benefits in the agreement that is reached. It is
known as zero-sum negotiation, since one of the parties expects to
obtain the best benefits.
 COLLABORATIVE NEGOTATION

The collaborative technique aims to reach mutually

beneficial agreements. For this reason, it creatively integrates
the interests of both parties in the agreement reached. This
secures and strengthens the relationship in the future.

Each party acts assertively with the purpose of obtaining mutual

benefits. The situation consists of finding a win/win position.
Since each party yields to certain criteria, giving priority to
mutual interests.
 AVOIDANCE NEGTIATION

The avoidance technique is used when one of the

parties considers that it will not obtain the expected
benefits from the agreement. Therefore, one of the
parties' negotiators decides not to negotiate.

 DRAW ON THE POWER OF SILENCE

In negotiation, as in any discussion, we tend to rush in to fill any

uncomfortable silences that arise with persuasion techniques
and counter-arguments. That can be a mistake.

Negotiation by compromise: In this type of negotiation it is essential that

there is trust between both parties.

Distributive negotiation: This is the most traditional negotiation technique.

Both parties know in advance that whatever one party gains, the other will
lose.

Inmediate negotiation: The aim is to reach a quick agreement without

worrying about establishing a personal relationship with the other party.
IMPORTANT ELEMENTS OF THE NEGOTIATION

The most important elements to consider when negotiating are:

Separate the people from the issues being negotiated.

Focus on the interests of the parties and not on the positions they occupy.

Generate creative solutions that produce mutual benefits.

Use objective criteria.

CHARACTERISTICS AND BENEFITS OF
NEGOTIATION TECHNIQUES

Negotiators need to use role models to help influence others. In

this way, beneficial and satisfactory solutions are achieved.

Negotiation techniques help to solve problems, respond to

objections and efficiently manage conflicts. In addition, it
allows closing agreements between the parties and
maintaining good relations in the long term.

The negotiator must have the ability to be a good listener,

know how to ask questions and always behave assertively.
This favors the proper development of the negotiation
process.
HARVARD METHOD
 REMEMBER

SEPARATE PROBLEMS FROM PEOPLE

FOCUS ON OUR INTERESTS

CONSIDER THE MULTIPLE INTERESTS IN A NEGOTIATION

USE OF OBJECTIVE STANDARDS

THANK YOU FOR YOUR ATTENTION