1.

UNDERSTANDING
NEGOTIATIONS
– KEY CONCEPTS (PART 1)
Bucharest, 2023
 PREMISES
• Successful people know that, regardless of market/political conditions, long
term successful negotiations are a win-win for all parties involved
• In business: the customer / buyer, on one hand, and the sales organization and
salespeople, on the other hand.
• In diplomacy: states, international /public institutions, other organizations

• In order to build profitable / win-win long-lasting relationships, negotiators

should be able to negotiate mutually satisfying agreements.
 PURPOSE
• This course provides you with the concepts and skills needed to steer face-
to-face / on-line negotiations to a successful close
 STRUCTURE
• Understanding Negotiations
• Communication – key practices & importance for Negotiations
• Business Negotiations
• Business Strategy
• Prospecting
• Selling
• Planning & Conducting Win-Win Negotiations
• Contracting
• Expanding the business relations
• Key Account Management
• Customer Service
• Diplomatic Negotiations
• Multicultural Negotiations
• Strategies, Techniques & Tactics of Negotiations / Approaching non-
productive Behaviors
 FINAL GRADE
• 70 % exam (combination of open questions &
multiple answer questions)

• 30 %
• participating at class activities
• individual activities & presentations
• group presentations
 WHAT IS NEGOTIATION?

Encyclopaedia Universalis, 2004

• the process by which two or more parties interact in order to reach an acceptable
position compared to their initial divergent positions.

Zartman, 2008
• the process of harmonizing (combining) different points of view to achieve a
common understanding. More precisely than the term of diplomacy, and broader
than bargaining
 WHAT IS NEGOTIATION?

Aquilar; Galluccio, 2007

• a decision process by which the negotiating parties harmonize their conflicting
interests with a mutually acceptable solution.
• Negotiating does not mean agreeing fully; it means promoting one's own
interests and trying to understand the interests of the other party.
• The negotiation process is thus an attempt to reach agreement on how to
manage interdependencies between the parties.

MIT
• the art and science of finding an agreement between two or more
independent actors trying to maximize their results
CONDITIONS FOR HAVING NEGOTIATION
• Existence of a conflict of interest / differences between parties;

• The aim to have an agreement between parties;

• Communication between the parties

THANK YOU!