NEGOTIATION

&
COLLABOARTION
By: Jihad, Shahzad, Umair
BscN Final Year
CONTENTS
1. What is negotiations?
2. Components of negotiations
3. Negotiations skills
4. Approaches to negotiations
5. Negotiation types
6. Barriers that may hamper a negotiation
7. Collective bargaining
8. Why do negotiate?
9. Benefits of collective bargaining
10. How to use BATNA?
 What is Negotiations?
Negotiation is a process where two or more
parties with different needs and goals discuss an
issue to find a mutually acceptable solution.
Components of negotiations

1-Prepare
You must weigh both sides, identify the strengths and weaknesses , and then
determine your negotiation strategies

2- Exchange
Discovering and creating value for the negotiation process
3- Bargain
Each party proposes its demands and seeks to secure benefits.

4- Conclude
Confirm that interests have been secured and the outcome has been successful.

5- Execute
The steps to implement the negotiated result , a written contract is entered
into to confirm the intent to execute.
Negotiations skills
1. Be prepared to compromise
2. Start by visualizing gains not losses
3. Learn to read other party’s needs
4. Be flexible and sincere
5. Determine strategy according to type of negotiations
6. Practice negotiating
 Distributive negotiation:
Distributive negotiation, sometimes
called zero-sum negotiation or win-
lose negotiation. A distributive
negotiation usually involves a
Approaches discussion of a single issue & for
personal gain.
To
Negotiations Integrative negotiation:
Integrative negotiation, sometimes
called win-win or collaborative
negotiation. Unlike distributive
negotiations, integrative negotiations
can involve multiple issues & for
mutual gain.
Negotiation Types
1. Principle Negotiations: Principled negotiation is a type of bargaining that uses
the parties' principles and interests to reach an agreement. This type of
bargaining uses an integrative negotiation approach to serve the interests of
both parties.
2. Team negotiation: In a team negotiation, multiple people bargain toward an
agreement on each side of the negotiation.
3. Multiparty negotiation: A multiparty negotiation is a type of bargaining where
more than two parties negotiate toward an agreement.
4. Adversarial negotiation: An adversarial negotiation is a distributive approach
in which the most aggressive party in a negotiation achieves an agreement that
serves their interests.
Barriers that may hamper a negotiation
are
• Being short-tempered,
• Lacking listening skills, and criticizing too much
• Inability to grasp the problems and positions of the other party in the negotiation
process
• Taking negotiations as personal battles and focusing too much on winning
• Being hostile and thinking negatively during the negotiation process.
 COLLECTIVE BARGAINING
Collective bargaining is a process of negotiating between management and
workers for determining mutually agreed terms and conditions of work which
protect the interest of both workers and the management.
BENEFITS OF COLLECTIVE
BARGAINING
• Increase of morale and belongings
• Empower people
• Problems can be resolved at preventive level
• Reduce the gap between top and bottom management
• Reduce turnover rate
WHY DO NEGOTIATE?
• To reach and agreement
• To settle an argument
• To compromise
• To make a point
• To beat the position
 BATNA
BATNA is an acronym that stands for
Best
Alternative
To a
Negotiated
Agreement

It is defined as the most advantageous alternative that a negotiating party can

take if negotiations fail and an agreement cannot be made.
HOW TO USE BATNA?
• Develop a list of actions you might conceivably take if no agreement
is reached;
• Improve some of the more promising ideas and convert them into
practical options;
• select, tentatively, the one option that seems best.
You cannot negotiate
with people
who says what ‘s mine
is mine &
what is your is
negotiable.
THANKS

Hope so there won’t be

any questions!