NEGOTIATION

Concept and definitions

Dimensión Comunicación © 2022

2016 | dimensioneventos.com
 WORKING TO LEAVE A BIG IMPRESSION/ MARK WITH YOUR IMAGE

OUR ROLE
TURN YOUR MESSAGE INTO A NEWS
Our goal is to offer global,
OUR AREAS OF ACCITON
CORPORATE IMAGE personalized, imaginative and
INTERNAL AND EXTERNAL COMMUNICATION
EVENTS ultimately differnt solutions, to ensure
SERVICES WE OFFER the maximum impact and success of
• Launch, presentations and positioning of product,
brands and services

each aciton.
•  Original press conferences

• Press releases, calls and dossier of follow up, clippings

• Actions with consumers

• Organization of promotionals events and corporate

• Web site design

• Training of spokespersons, seminaris for managers

•  incentive trips, sports ativities, dimensioneventos.com

adventure and culture
•  Out door events

Dimensión Comunicación © 2022 | dimensioneventos.com

OBJECTIVES

- Identify different negotiation styles and to choose the best fitted

to a given specific situation.

- Detect negotiation practices and strategies so they can put into

practice them.

- Facing a negotiation process presenting proposals in an efficient

way and being able to close a negotiation successfully and
exposing correctly the agreements reached.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
What Is a Negotiation?

A negotiation is a strategic discussion that resolves an issue in a way that both parties find acceptable. In a
negotiation,
  each party tries to persuade the other to agree with his or her point of view.
By
  negotiating, all involved parties try to avoid arguing but agree to reach some compromise.

Negotiations involve some give and take, which means one party will always come out on top of the
negotiation. The other, though, must concede even if that concession is nominal.

Parties involved in negotiations can vary. They can include talks between buyers and sellers, an employer and
prospective employee, or governments of two or more countries.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
What Is a Negotiation?

Negotiation
  is a method by which people settle differences. It is a process by which compromise or
agreement
  is reached while avoiding argument and dispute.

In any disagreement, individuals understandably aim to achieve the best possible outcome for their position
(or perhaps an organisation they represent). However, the principles of fairness, seeking mutual benefit and
maintaining a relationship are the keys to a successful outcome.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
What
Is a Negotiation?
 
Specific
  forms of negotiation are used in many situations: international affairs, the legal system, government,
industrial disputes or domestic relationships as examples. However, general negotiation skills can be learned
and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences
that arise between you and others.
 

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
KEY TAKEAWAYS

  Negotiating is used to reduce debts, lower the sale price of a house, improve the conditions of a contract, or
  get a better deal on a car.

When negotiating, be sure to justify your position, put yourself in the other party's shoes, keep your emotions in
check, and know when to walk away.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
How Negotiations Work

Negotiations involve two or moore parties who come together to reach some end goal through
 
compromise or resolution that is agreeable to all those involved. One party will put its position forward,
 
while the other will either accept the conditions presented or counter with its own position.

The process continues until both parties agree to a resolution

 

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
How Negotiations Work
 
  Participants learn as much as possible about the other party's position before a negotiation begins, including
  what the strengths and weaknesses of that position are, how to prepare to defend their positions, and any
counter-arguments the other party will likely make.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
How Negotiations Work
 
The length
  of time it takes for negotiations to take place depends on the circumstances. A negotiation can take as little
as a  few minutes, or, in more complex cases, much longer. For example, a buyer and seller may negotiate for minutes or
hours for the sale of a car. But the governments of two or more countries may take months or years to negotiate the
terms of a trade deal.

Some negotiations require the use of a skilled negotiator such as an advocate, a real estate agent/broker, or an attorney.
 

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Where
Negotiations Take Place 
 
Many
  people assume that prices and offers are firm and final. But that's not necessarily true. In fact, many are
actually flexible.

Negotiating can be a way to come to agreements in a variety of areas: to reduce debts, to lower the sale
price of a house, to improve the conditions of a contract, or to get a better deal on a car.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Negotiation is also an important skill when accepting a new job. The employer's first compensation offer is often

  not a company's best offer, and the employee can negotiate different terms such as higher pay, more
  vacation time, better retirement benefits, and so on.
Negotiating a job offer is particularly important because all future increases in compensation will be based on
the initial offer.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  When it comes to negotiation, there are some key elements or factors that come
  into play if you're going to be successful:

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  The Parties Involved 
 
Who are the parties in the negotiation, and what are their interests? 
What is the background of all involved, and how does that affect their position in the discussion?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  Relationships 
 
What is the relationship between the parties and their intermediaries in the negotiation?
How are the parties connected and what role does that play in the terms of the negotiation process?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 
Communication 
 
  How will the needs of the parties involved be best communicated in order to secure their agreements
through negotiation? 
What is the most effective way to convey the desired outcomes and needs?
How can the parties be certain they are being heard?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  Alternatives
   
Are there any alternatives to what either party initially wants? 
If a direct agreement is not possible, will the parties need to seek substitute outcomes?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  Realistic Options 
 
What options may be possible to achieve an outcome? 
Have the parties expressed where there may have flexibility in their demands?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

 
  Legitimate Claims
 
Are what each party requests and promises legitimate? 
What evidence do the parties offer to substantiate their claims and show their demands are valid?
How will they guarantee they will follow through on the results of the negotiation?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Key Factors in Negotiations 

  Level of Commitment
   
What is the amount of commitment required to deliver the outcome of the negotiations? 
What is at stake for each party, and do the negotiations consider the effort that will need to be
made to achieve the negotiated results?

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Tips in Negotiating 
 

  Not everyone has the skills needed to negotiate successfully.
  But there are a few things you can do to better help you make your position known:

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Tips in Negotiating
 
Justify Your Position 

 
Don't just walk into negotiations without being able to back up your position.
 
Come armed with information to show that you've done your research and you're committed to the deal.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Tips in Negotiating 
 
 
  Put Yourself in Their Shoes 
There's nothing wrong with sticking to your ground. But while you shouldn't go over your limitations such as
spending more money if you're buying a home or car remember that the other party has its own restrictions as
well.
There's nothing wrong with trying to see things from the other person's perspective and why they may not
accept your offer.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Tips in Negotiating 
 
Remove the Emotion 
 
  It's easy to get caught up and be swayed by your personal feelings, especially if you're really vested in the
outcome. The best thing to do is to keep your emotions in check before you start.

Dimensión Comunicación © 2022 | dimensioneventos.com

 NEGOTIATION
Tips in Negotiating 
 
Know When to Stop 
 
  Before you begin the negotiating process, it's a good idea to know when you'll walk away.
There is no use trying to get the other party to see where you stand if the talks aren't moving forward.

Dimensión Comunicación © 2022 | dimensioneventos.com


EXERCISES

Define negotiation and tell an example from your real life. No more than 8 lines

 

Dimensión Comunicación © 2022 | dimensioneventos.com

THANK YOU FOR LISTENING!

Dimensión Comunicación © 2022 | dimensioneventos.com