LET’S
SETTLE
 Understand what  negotiation is

Types

Basic components 

Elements 
OBJECTIVE The 4 P’S 
S The Process

Traits

Skills

TIPS
 •
We negotiate to get what we want by asking and
then settling for something in the middle.
• It is a discussion between two people, with the
DEFINITION
 
goal of reaching an agreement on an issue, or a
deal. 
• This explicit voluntary trade is done because each
person involved want something from each
other. 
•

“Negotiation is about getting the best possible

deal in the best possible way.”
 “(1) to agree on how to share or divide a
limited resource, such as land, or money, or
time.

WHY DO
WE (2) to create something new that neither
party could do on his or her own.
NEGOTIATE
?
(3) to resolve a problem or dispute
between the parties. ”
 DISTRIBUTIVE INTEGRATIVE
(WIN-LOSE) (WIN WIN)
TYPES

TEAM MULTIPARTY
 Distributive: Here, any gain by one
party represents a loss to the
other. You may also hear this
referred to as a zero-sum
negotiation or win-lose
negotiation.
Integrative: this gives us one of
the biggest chances of a win-win
more than one issue to be
negotiated, and negotiators have
the potential to make tradeoffs
across issues and create value.

Team: types of negotiation

Multiparty: include multiple
TYPES
situations where the negotiating
parties; international negotiations,
parties are made up of more than
etc.
one person.

One of the final types of

negotiation that you may
encounter is the “one-shot”
negotiation where parties have no
intention of continuing to work
together.
 1-
2-
Preparatio
Objectivity
n
BASIC
COMPONEN
TS
4-
3- Strategy
Technique
 1 2 3 4
COMPONENT
S 1- Preparation: 2- Objectivity: 3- Strategy: Plan a 4- Technique :
prepare to Assess your realistic course of Combine your skills
succeed, by putting strength, action based on based on
in place what you weaknesses and your preparation, experience, self
are looking for and goals. objective discipline, and
let it be known. assessment, and values.
Define the goals, resources available.
and objectives.
ELEMENT
S Reasonableness Flexibility
Elements
• Reasonableness: the fact of being based on or
using good judgment and therefore being fair
and practical.
• Flexibility: the ability to be easily modified.
• A willingness to compromise.
 • Purpose
THE 4 P’S • Plan
• Pace
• Personalities
 4- PERSONALITIES: Two interest
groups sit together to arrive at
1- Purpose: Each negotiation
an agreement. Their personal
has a specific purpose. Without
characteristics like age, status,
aim, negotiations will lead to
position, temperament,
wastage of resources in terms of
communication skill, experience
manpower, money and time.
in negotiation, etc. influence the
whole process of negotiation.

THE 4 P’S

3- PACE: It should be kept in

mind that people’s
2- PLAN: Plan will discuss the
concentration drops rapidly
agenda on which the
after about twenty minutes. The
negotiation takes place. Even
negotiator should try to achieve
each step in the process of
agreement on points of the
negotiation is planned.
negotiations before their
concentration diminishes
THE PROCESS
•
Preparation
• Discussion
• Clarifying goals
• Strategy
• Agreement
• Skills
 • Preparation and planning: Put in place what you are looking for and
let it be known. Place and time  to discuss with the other party, organize
the information necessary to have an effective negotiation. Last but not
least, investigate on the other party to figure out your offer and why. 

• Open discussion: This helps all parties negotiate from a shared

STAGES understanding of the key points related to the negotiation.

• Clarification of your goals: Sharing your goals  will allows your

negotiating partner to understand what you desire.  This will help them
deliver better service. 
• Negotiation: several rounds of discussions, and different offers, make
the offer make concessions to other parties while remaining close to
your ideal outcome. Do not be afraid to offer. 

• Agreement: if your negotiations are successful, you typically come to

an agreement. Often, agreements following negotiations represent a
compromise with one or more parties making concessions to reach a
deal that’s fair to all involved.
KNOW WHEN
TO MEET IN
THE MIDDLE
• Always be realistic
• Know when to
negotiate and know
when to let go.
 Prepare,
Pay attention Leave the ego
prepare,
to details behind
prepare

CLOSE THE Listen

ASK, ASK ASK
Anticipate
carefully compromise
DEAL
Offer and
expect
commitment
 Reasonableness Flexibility Perseverance Experience

TRAITS
Intelligence Integrity Charm Open mind
TRAITS

•Patience
•Empathy
•Communication skills
•Self-confidence
•Mindfulness
•Strong competitive spirit
•Mastery of details
 • A good negotiator prepares, going in, to be ready for
possible surprises.
• A great negotiator aims to use her skills to reveal the
TRAITS surprises she is certain to find.
• Slow. It. Down. Going too fast is one of the mistakes
all negotiators are prone to making. If we’re too much
in a hurry we can misunderstand information.
• Stay positive: Positivity creates mental agility for both
parties involved.
 • Reinterpret a demand or ultimatum – Instead
of taking a “take it or leave it” attitude, advocate
for a “put our heads together” negotiation.
SKILLS •  Prepare for talks – Assess each side’s interests
and no-deal options, imagine possible
agreements, and think about moves and
countermoves.
• Brainstorm and decide – By brainstorming, you
can often find unexpected solutions to difficult
negotiations.
 We walk away from a good deal.

We make a deal that we later regret: At other times,

FAIL
we experience buyer’s remorse.  The flip side of
rejecting a deal that’s better of course, is accepting a
deal that’s worse . We’re often unaware that we’ve
left a good value on the table until later.

We negotiate a deal that’s too weak to last: A

related type of failure in business negotiations is an
agreement that reaches the finish line but quickly
falls apart during the implementation phase. 
 The language of negotiation is
primarily a language of
conversation and rapport: a way
Remember interdependence, that
of quickly establishing
is both parties need each other.
relationships and getting people
to come to a conclusion that
works for them both.

SETTLED

THANK YOU