HOW MANY OF YOU ARE BUDDHA

HERE?
The Secret Sauce of
Negotiation
-By Antovna Gyawali
 AGENDA
s
CASE STUDY

Dos and Don’ts of negotiation

Types of Negotiation

BATNA

Role Play
“Who is to BLAME?”

C A S E

S T U D Y
DO NOT ASSUME

Sauce no. 1
PERSPECTIVE DIFFERS

Sauce no. 2
FRAME RIGHT
QUESTIONS

Sauce no. 3
 TYPES OF
NEGOTIATION

DISTRIBUTIVE INTEGRATIVE
 TYPES OF
NEGOTIATION

COMPETITIVE COLLABORATIVE
 TYPES OF
NEGOTIATION

COMPETITIVE
WIN-LOSE COLLABORATIVE
WIN-WIN
 TYPES OF
NEGOTIATION

SELF
COMPETITIVE
INTEREST MUTUAL
COLLABORATIVE
INTEREST
 TYPES OF
NEGOTIATION

COMPETITIVE
ONE ISSUE MULTIPLE
COLLABORATIVE
ISSUES
BATNA: Roger Fisher and William Ury, Getting to Yes: Negotiating without giving in
DETERMINE OUT YOUR BATNA…..

1 Develop a list of actions that you might take if no agreement is reached

2 Improve some of the more promising ideas and convert them into options

3 Select the option that seems the best

4 Affordable, feasible, impactful- some of the factors to consider

SEVEN ELEMENTS OF NEGOTIATION
PON-HARVARD WHAT DO PEOPLE REALLY
WANT?
INTEREST

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION WHAT CRITERIA WILL I USE TO
PERSUADE EACH OF US THAT WE
INTEREST
ARE NOT BEING RIPPED OFF?

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION

INTEREST

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

AM I PREPARED TO DEAL
OPTIONS BATNA
WITH THE RELATIONSHIP?
SEVEN ELEMENTS OF NEGOTIATION

INTEREST

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

WHAT WILL I DO IF
OPTIONS BATNA WE DO NOT AGREE?
SEVEN ELEMENTS OF NEGOTIATION

INTEREST

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

WHAT ARE THE POSSIBLE

AGREEMENTS OR BITS OPTIONS BATNA
OF AN AGREEMENT?
SEVEN ELEMENTS OF NEGOTIATION

INTEREST

COMMUNICATIONS LEGITIMACY

COMMIMENTS RELATIONSHIP

WHAT COMMITMENTS
SHOULD I SEEK OR MAKE? OPTIONS BATNA
SEVEN ELEMENTS OF NEGOTIATION

AM I READY TO INTEREST
LISTEN AND
TALK COMMUNICATIONS LEGITIMACY
EFFECTIVELY?

COMMIMENTS RELATIONSHIP

OPTIONS BATNA
4 R’s of
NEGOTIATION
RESULT

RELATIONSHI
P

REPUTATION

RISK
4 R’s of
NEGOTIATION
RESULT

RELATIONSHI
P

REPUTATION

RISK
4 R’s of
NEGOTIATION
RESULT

RELATIONSHI
P

REPUTATION

RISK
4 R’s of
NEGOTIATION
RESULT

RELATIONSHI
P

REPUTATION

RISK
Let's do a ROLE PLAY…
 COLLECT
INFORMATION

Sauce no. 4
ANCHORING

Sauce no. 5
OPENING STATEMENT

Sauce no. 6
BE DELIBERATE,
ASSERTIVE

Sauce no. 7
DO NOT NEGOTIATE, IF
THERE IS NO VALUE
ADDITION TO YOU

Sauce no. 8
SUMMAR
Y
1. Do not assume

2. Respect everyone’s perspective as they differ

3. Do your homework

4. Know your BATNA

5. Structure your questions right

6. Construct a good opening statement

7. Be careful about the RELATIONSHIP!

8. Your reputation matters

9. DO NOT NEGOTIATE IF THERE IS NO VALUE ADDITION TO YOU