NEGOTIATION

SKILLS
INTRODUCTION

• Negotiation is a process of communication between two or more parties with the goal of
reaching a mutually beneficial agreement.
• It is a critical skill in both personal and professional life, and can be applied in various
contexts, such as business, politics, and social situations.
TYPES OF NEGOTIATION

• There are two types of negotiation: distributive and integrative.

• Distributive negotiation involves a fixed amount of resources that each party tries to
claim the largest share of, resulting in a zero-sum game where one party's gain is the
other party's loss.
• Integrative negotiation involves a collaborative approach where both parties work
together to create value and achieve a win-win outcome.
PREPARATION

• The key to a successful negotiation is preparation.

• Preparation involves gathering information about the other party, defining your objectives
and priorities, and anticipating the other party's objections and concerns.
• It is essential to enter a negotiation with a clear understanding of your own goals and
limits.
COMMUNICATION

• Communication is a crucial aspect of negotiation.

• Effective communication involves active listening,
asking questions, and using clear and concise
language.
• It is important to be aware of nonverbal
communication, such as body language and tone
of voice.
 • Bargaining is the core of negotiation.
• It involves exchanging proposals and counter-proposals
BARGAINING to reach a mutually acceptable agreement.
• Bargaining requires flexibility, creativity, and the
ability to compromise.
CONCESSIONS

• Concessions are the compromises made by both parties during the negotiation process.
• It is important to know when and how to make concessions without sacrificing your own
goals and priorities.
• Concessions should be used strategically and in exchange for something of equal or
greater value.
CONFLICT RESOLUTION

• Conflict is inevitable in any negotiation.

• It is important to manage conflicts effectively by
understanding the other party's perspective and
finding common ground.
• Conflict resolution techniques such as active
listening and reframing can help to resolve
conflicts and reach a mutually acceptable
agreement.
ETHICS

• Ethics play a crucial role in negotiation.

• Negotiators should adhere to ethical standards
such as honesty, integrity, and respect for the other
party.
• Ethical behavior can help to build trust and
rapport, leading to a more successful negotiation.
CLOSING THE DEAL

• Closing the deal involves finalizing the agreement and ensuring that both parties are
satisfied with the outcome.
• It is important to clarify the terms of the agreement and address any remaining concerns
or objections.
• Closing the deal should be done with a positive and respectful tone.
CONCLUSION

• Negotiation is a complex process that requires preparation, communication, bargaining,

conflict resolution, and ethical behavior.
• By mastering these skills, negotiators can achieve successful outcomes and build long-
term relationships with the other party.
• Remember that negotiation is not a zero-sum game, but an opportunity to create value
and achieve win-win outcomes.