CONCLUSION AND

PERSONAL Vijay Kumar

TA K E AWAY S
N E G O T I AT I O N I S A L I Q U I D I N J A R W H I C H B I N D S A L L T H E
ELEMENT OF BUSINESS
 Everyone is a good negotiator

 Every person has few prominent qualities [ A 2C3 (Avoidance, Accommodate, Complete, Compromised, Collaboration) ] of a good
negotiator.
 To become a good negotiator need to practice on the all the qualities
 People is the real key in the Negotiation. So its important to pick the battle well
 Sorting out the Relationship Quotient is important.
 Self awareness and self management is heavily discounted
 Understand the our brand.
 Negotiators is efficient communicator.
 Aim of any successful negotiation is create the value for all.
S T E P S F O R N E G O T I AT I O N

 ROR of a negotiation is important to determine, to measure the success of the negotiation.

 Negotiation is about the interest, position, agreement and BATNA.
 Start with the Issue in hand, find out the interest of our side and other side as much as possible.
Look for Various options to determine the position. This will assist in determining the ZOPA.
 Preparation and research is the key for the favourable negotiation.
 More BATNA and better is the position. Last BATNA is the walking price. Similarly research
and understand the BATNA of others.
 Terrain of negotiation – Price, time frame, warranties / services, Remedies and T&C.
OPEC
 Opening –

 First impression matters

 Build a rapport

 Check the authority of others then decide the basis of meeting

 Lay down the ground rules

 Find BATNA of yours and others

 Positioning – Based on the opening , make progress based on common ground. Look for Points of
overlap, Easy wins and sticky points.
 Exploring – Explore the positions, Make offers and counter offers, Concession

 Closing - All the negotiation must be appropriately closed. Summarise, check the status of agreement,
Trail closure, summarise the offer, confirm the agreement, Formalise the agreement, Last concession if
can be made.
B O T T O M L I N E F O R N E G O T I AT I O N

 Look for the Win – Win situation rather than Thailand type of negotiation
 Built up the relationship.
 Respect the culture
 Give the face to negotiators
 Separate the person from issues
 Should not be negotiated position focused but interest oriented