1. What is negotiation? 2. Managers as 3.

Negotiation as an
4. The negotiation process
negotiators organizational capability
 What is negotiation?

MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an
organizational capability
4. The negotiation
process
MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an Do you consider yourself a negotiator?
organizational capability Yes/No, Why?
4. The negotiation
process Like it or not, you Negotiation is a fact
are a negotiator. of life.

People negotiate even when they don´t

think of themselves as doing so.
 Everyone negotiates something every day

MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an
organizational capability
4. The negotiation
process
 Traditional negotiation vs. Contemporary negotiation
MODULE 1: UNDERSTAND
Traditional approach
NEGOTIATION
• Negotiation=specialized activities (e.g. labor talks, closing a sale or
1. What is negotiation? international diplomacy).
2. Managers as • Negotiation had an adversarial connotation.
negotiators • Win-Lose approach.
3. Negotiation as an
organizational capability
Contemporary approach
4. The negotiation Win-Win approach
process Cooperative or collaborative ways
Seeking mutually beneficial outcomes
MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as Don’t approach a negotiation as a battle.
negotiators
3. Negotiation as an
organizational capability
4. The negotiation
process

Approach a negotiation as a collaborative

problem-solving.
 Negotiation is the art of letting the other person have it
your way
MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as Negotiation is a basic means of getting what you want
from others
negotiators
3. Negotiation as an
organizational capability More and more occasions require negotiation…..
4. The negotiation
process Everyone wants to participate in decisions that affect
ourselves!!!
 Through negotiation, managers:
• Balance competing interests and resolve
MODULE 1: UNDERSTAND
NEGOTIATION
conflicts
1. What is negotiation? • Work with people over whom they have no
2. Managers as control
negotiators • Build and maintain relationships
3. Negotiation as an
organizational capability • Achieve their goals
4. The negotiation
process
MODULE 1: UNDERSTAND
NEGOTIATION Effective negotiators are made, not born
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an
organizational capability
4. The negotiation
process Negotiation is a learned skill
 To increase your effectiveness as a negotiator,
learn to:
MODULE 1: UNDERSTAND
• Align your negotiating goals with your
NEGOTIATION organization’s goals.
1. What is negotiation?
2. Managers as • Prepare.
negotiators
• Separate personal issues from negotiating
3. Negotiation as an
issues.
organizational capability
4. The negotiation • Actively listen.
process
• Develop a reputation for reliability and
trustworthiness.
• Recognize the value of relationships.
MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an
Organizations could benefit from
organizational capability -lower costs
4. The negotiation -stronger and more profitable relationships
with partners and customers
process -improved collaboration among employees
 To help employees improve their ability to
negotiate, organizations can:
MODULE 1: UNDERSTAND
NEGOTIATION
• Provide training and resources
1. What is negotiation? • Clarify organizational goals and expectations
2. Managers as regarding agreements
negotiators • Capture and share lessons learned from
3. Negotiation as an previous negotiations
organizational capability
4. The negotiation • Develop performance measures for
process negotiations and link them to rewards
MODULE 1: UNDERSTAND
NEGOTIATION
1. What is negotiation?
2. Managers as
negotiators
3. Negotiation as an
organizational capability
4. The negotiation
process
 Phases of Negotiation What’s involved

1. Prepare to negotiate • Identify the type and scope of the negotiation.

MODULE 1: UNDERSTAND • Establish and improve your position.
• Assess the other party’s position.
NEGOTIATION • Identify the zone of possible agreement.
1. What is negotiation?
2. Conduct the negotiation, • Set the stage and tone.
2. Managers as including offers and • Use your strategies.
negotiators counteroffers • Continually evaluate what’s happening.
3. Negotiation as an
organizational capability 3. Finalize the agreement • Prevent errors and manage your emotions.
4. The negotiation • Handle impasses.
• Close the deal.
process • Evaluate the outcome.
4. Fulfill the agreement • Carry out the agreement.
• Meet your commitments.
• Capture and share what you learned.
MODULE 1: UNDERSTAND All in all….
NEGOTIATION
1. What is negotiation?
Negotiation is an essential management skill that
2. Managers as
will serve you every day in ways big and small. By
negotiators
3. Negotiation as an learning to effectively prepare for and conduct a
organizational capability negotiation, you can maintain relationships, resolve
4. The negotiation conflict, and balance competing interests.
process