Negotiation and

Collaboration
Group 2
Farah Naz
Noreena Hakeem
Amjad Ali
Ubaid
Mubashir Haroon
Negotiation
Negotiation Approaches
• Each type of negotiation falls into one
of two categories.

1. Distributive negotiation
• Distributive negotiation, sometimes
called zero-sum negotiation or win-
lose negotiation, is a bargaining
approach in which one person
succeeds only if another person loses.
A distributive negotiation usually
involves a discussion of a single issue.
Example
• "In a negotiation between nursing managers, Jane and Mark, they
were deciding how to distribute limited PPE supplies during a
shortage. Jane managed the ICU and argued that her unit needed
more due to the higher risk of exposure. Mark managed the general
wards and emphasized the need for protection there as well. After
discussing the situation, they agreed to allocate 60% of the available
PPE to the ICU and 40% to the general wards, finding a balance that
aimed to protect both their nursing staff and patients."
2. Integrative negotiation
• Integrative negotiation, sometimes called win-win or
collaborative negotiation, is a bargaining approach
where negotiating parties attempt to reach a
mutually beneficial solution. Unlike distributive
negotiations, integrative negotiations can involve
multiple issues.
• Example
• A furniture vendor says the lowest price they will
offer a company for five chairs is $3,000, but the
customer says the highest they will pay is $2,800. The
client convinces the vendor to lower the price to
$2,900, and both parties compromise by giving up
their original price to make a deal.
The Stages of Negotiation
1. Preparation
2. Opening and Exchanging
information
3. Bargaining
4. Closing and Implementation
1. Preparation
• Assess the situation and the other party's
needs.
• Define your objectives, flexibility, and
limits.
• Anticipate the other party's objectives.
• Map out the negotiation process and
your initial position.
• Determine your BATNA (Best Alternative).
• Develop your negotiation strategy based
on these factors.
2. Opening and Exchanging information
• In the information exchange stage,
parties share their prepared
information. This phase involves:
• Presenting opening positions and
providing justifications.
• Understanding the other party's wants,
needs, interests, and underlying issues.
• Identifying differences and conflicts.
• Actively listening and asking questions
to uncover points of leverage and
counterarguments.
3. Bargaining
• The negotiation stage is the core of
the negotiation process.
• Parties engage in a give-and-take
exchange to achieve their objectives.
• Negotiation strategies play a vital role
in this phase.
• Concessions are expected, involving
the trade-off of one thing for another.
• Typically, both parties move away
from their initial positions during
concessions.
4. Closing and Implementation
• In the final stage of negotiation, parties reach a final
agreement, which includes:
• A thorough review of the agreement to prevent
misunderstandings.
• Clarification of any ambiguities or incomplete
aspects.
• Development of a plan for implementing and
monitoring the agreement.
• Implementation is crucial, as parties might find
misunderstandings, incompleteness, or flaws.
• The agreement should allow for reopening
discussions in case of issues during implementation.
The Five Styles of Negotiation
• Competition (win-lose)
• Collaboration (win-win)
• Compromise (split the
difference)
• Accommodation (lose-win)
• Avoidance (lose-lose)
Negotiation skills
• 1. Communication
• Essential communication skills include
identifying nonverbal cues and verbal skills
to express yourself engagingly.
• 2. Active listening
• Active listening skills are also crucial for
understanding another person’s opinion in
negotiation.
• 3. Emotional intelligence
• Being conscious of the emotional dynamics
during negotiation can help you stay calm
and focused on the core issues.
• 4. Expectation management
• Skilled expectation management involves
maintaining a balance between being a firm
negotiator and a collaborative one.
• 5. Patience
• Rather than seeking a quick conclusion,
negotiators often practice patience to properly
assess a situation and reach the best decision for
their clients.
• 6. Adaptability
• Adaptability is vital for successful negotiation.
While it’s challenging to plan for every possible
situation, a good negotiator can adapt quickly
and determine a new plan if needed.
• 7. Persuasion
• The ability to influence others is an
important negotiation skill. It can help you
define why your proposed solution benefits
all parties and encourage others to support
your point of view.
• 8. Planning
• Negotiation requires planning to help you
determine what you want and how the terms
will be fulfilled.
• 9. Integrity
• Integrity is an essential skill for negotiations.
Being thoughtful, respectful and honest
allows the other side to trust what you say
• 10. Rapport building
• The ability to build rapport lets you establish
relationships with others where both sides
feel supported and understood.
• 11. Problem-solving
• Negotiation requires problem-solving to see
the problem and find a solution.
• 12. Decision-making
• Good negotiators can act decisively during a
negotiation. He needs to be able to react
decisively. Keeping in mind that his decisions
may have lasting effects on hinself or the
company.
Importance of Negotiation
• Resolve Conflicts
• Achieve Goals
• Build Relationships
• Improve Communication
• Save Time and Resources
• Enhance Problem-Solving
• Promote Fairness
• Prevent Escalation
• Adapt to Change
Collaboration
• The process of two or more people or
organizations working together to complete a
task or achieve a goal. It is also defined as two
or more people working together to achieve
shared goals.
• Types of collaboration
1. Internal collaboration
2. External collaboration
3. Team collaboration
4. Cross-functional collaboration
5. Community collaboration
1. Internal collaboration
• Internal collaboration is when individuals or
groups within an organization work together and
share knowledge.Encouraging internal
collaboration is beneficial because it promotes
transparency, helping members across the
organization share information and ideas to
pursue goals and complete tasks.
2.External collaboration
• It represents sharing knowledge or working with
individuals outside the organization. These
external collaborators may include customers,
vendors, other organizations and competitors.
Organizations can use external collaboration for
several purposes that support the business,
3. Team collaboration
• It involves collaboration within a team where everyone
knows everybody else, their skill sets and their
contribution to work at large. A team leader usually
leads the team towards effective collaboration and
leads the charge to keep the equilibrium within the
team. Deadlines are set and achievements are equally
recognized.

4. Cross-functional collaboration
• Cross-functional collaboration happens when teams
from various departments or verticals come together to
accomplish a common goal for the entire organization.
Organizations that get this right often rank higher
when it comes to innovation and execution of ideas
that change entire industries.
5. Community collaboration
• It is centered around learning and sharing
knowledge within teams as opposed to
carrying out tasks or completing work in
team collaboration. The whole idea of
community collaboration is to remove silos
and hierarchy while encouraging knowledge
sharing within teams.Community
collaboration turns teams into knowledge
banks instead of siloed subject experts
working individually.
Skills for Collaboration
• Active Listening
• Communication Skills
• Emotional Intelligence (EQ)
• Leadership Skills
• Flexibility/Adaptability
• Organizational Skills
• Conflict Resolution
Benefits of effective collaboration
• Unfettered innovation
• Collective knowledge
• Enhanced teamwork
• Maximum redundancy
• Minimal oversight
• Maximum performance
• Effective analytics
• Accessible data
• Efficient processes
• Overall happiness
Importance of Collaboration in an Organization
• The most important thing effective
collaboration can achieve within an organization
is making employees happier, reducing stress by
making work easier, making way for better work
relationships and reducing overall stress.
• better and more effective collaboration gives
an organization a huge advantage when it
comes to brainstor. You can increase efficiency,
enhance job satisfaction and employee
retention by placing a high level of importance
on collaboration.