Practical Negotiation Skill

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LEARNING STRUCTURE
Practical Negotiation Skill
 Practical Negotiation Skills
Day 1: Negotiation Fundamental Bloom Taxonomy

• Basic Theory & Negotiation Definition (30 Min)

• C1: Remember
• The Importance of Negotiation • C2: Understand
• Negotiation Characteristic • C3: Apply
• Negotiation Step by Step • P1: Perception
• Practice: Your Negotiation Style

Day 2: BATNA Concept

• Deep Dive of BATNA Concept • C4: Analyze

• How to create good BATNA • C5: Evaluate
• BATNA Best Practice • P4: Mechanism
• Practice: Create BATNA

Day 3: The Negotiatior Deep Dive

• Negotiatior Characteristics
• The Negotiatior 101 • C6: Create
• P6: Adaptation
• Good vs Bad Negotiatior
• Practice: The Elevator Pitch
INTRODUCTION
Practical Negotiation Skill
 TRAINER INTRODUCTION

Andi Pradana, S.Psi, MBA

UNIVERSITAS GADJAH MADA
Master Degree of Management
Bachelor Degree of Psychology

PT DJARUM

Marketing Trainee

CE
PT ASTRA INTERNATIONAL

RIEN
Business Development and Data Analyst
AI GDS Talent & Culture Associate

PT SHOPEE INTERNATIONAL

EXPE
E-Learning Designer
 Background & Learning Objective

• Based on the learner KPI & Competencies, negotiation became a main capability that need to be
enhanced base on their daily task
• Learner doesn’t have basic knowledge about negotiation
• Improve the capabilities of the learner
Background

• Understand the basic concept of negotiation

• Know how to use BATNA in negotiation
• Demonstrating how to deliver a good negotiation
Learning
Objective
Training Attendance

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Meanwhile, you can fill your attendance through this link or scan QR:
https://forms.gle/DneRxLvbYpNZ5CTF8
Ice Breaking: Kahoot/Quizizz/Bamboozle
NEGOTIATION FUNDAMENTAL
Practical Negotiation Skill
 Negotiation Definition

Agreement
Negotiation is a process between two
parties or more which had different
thoughts, until they finally reached an
agreement
General Concept Jackman (2005)

There’s so many things about negotiation purpose, but we can find that the basic
concept of negotiation is to reach final agreement
Resolution
BASIS FOR COMPARISON DISTRIBUTIVE NEGOTIATION INTEGRATIVE NEGOTIATION Negotiation is an interactive process to
Meaning Distributive Negotiation is the negotiation Integrative Negotiation is a type of reach agreement. This process involve
strategy in which fixed amount of negotiation in which mutual problem
two or more persons which have
different views but want to reach a joint
resources are divided between the solving technique is used to enlarge the
resolution McGuire (2004)
parties. assets, that are to be divided between
parties.
Strategy Competitive Collaborative
Resources Fixed Not fixed
Orientation Win-lose Win-win
Transaction
Motivation Self interest and individual profit Mutual interest and gain
Negotiation is a transaction between two
parties which involving take and give
Issue Only one issue at a time is discussed. Several issues at a time is discussed process to get the final result
Oliver (2006)

Communication climate Controlled and Selective Open and constructive

Relationship Not a high priority High Priority

Negotiation Style
Negotiation Style can be useful during business
negotiations and in your personal life. Good negotiation
tactics are essential for conflict management and
Compromise
The compromising style aims to find a middle ground that is
mutually beneficial to all parties. However, it is different from
the collaborative style in that it does not aim for a win-win
scenario.

fostering strong business relationships. Compete

Competitive negotiators are results-oriented and focused on
getting their own way. They do not focus on the relationship
with the other party or maintaining a good rapport. Those with a
competitive negotiation style are usually less willing to
compromise and, in extreme cases, can be aggressive.

Collaborate
The collaborative style is a joint problem-solving technique. It
aims to create a win-win scenario. Collaborative negotiators are
great at finding innovative solutions to complex problems.

Avoid
Avoiding style prefer to remain objective and avoid creating
tension. They’ll often defer responsibility to a counterpart in an
attempt to remain neutral.

Accomodate
Accommodating negotiators prioritize maintaining the
relationship between the negotiating parties. The
accommodating style seek to satisfy the other party's needs
while minimizing the level of conflict involved in the negotiation.
Negotiated Agreement Alternative

BATNA WATNA
Best Alternative To a Negotiated Agreement - the
Worst Alternative To a Negotiated Agreement – the
most advantageous alternative course of action a
worstest option that can be happens from negotiation
party can take

BA
TN MLATNA

A Most-Likely To a Negotiated Agreement – the most

agreement that will happens between both party

Demonstration

MLATNA
SELLER BATNA Ideal Price
Highest Selling SELLER & BUYER
Price MLATNA
Lowest Selling
Seller
+ Price Settlement Range
- Price
SELLER WATNA

=
Highest Buying
Buyer

WATNA
Price - Price Settlement Range
+
BUYER WATNA
Lowest Buying
Price
BUYER BATNA
 PRACTICE
Practical Negotiation Skill
 Practice: Negotiation Template

You are a company relationship manager, currently trying to do a pitching project with a well-known hospital in
Indonesia. Your goal in this project is to make DEXA the main product for doctor's drug referrals in hospitals.

Define the Negotiation Style and BATNA scenario using the template below!

Example Your Plan

Negotiation Style Compete
Stakeholder Hospital HR Head
Scenario • Step 1: contact xxx
• Step 2: Introduce xxx
• Step 3: pitching xxx
BATNA Achieve xxx deal with xxx price and
collaboration xxx
WATNA Deal with xxx and xxx
 Terima Kasih
Thank You
ありがとうございました
Merci
Спасибо
谢谢
‫شكرا لك‬
ً

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