Negotiation & Selling skills

1st session – Sharing session plan, Negotiation definition,

Negotiation outcomes
 Vision and Mission
• Vision:
• To develop Chetana as a World Class Institute of academic
excellence and to develop outstanding business professionals
who make valuable contributions to the corporate world and to
society. 

• Mission:
• Chetana is committed to prepare students as successful leaders
who combine the use of managerial skills with the
understanding of socio-cultural systems, to meet the current
and future needs of industry. The institute is committed to
academic excellence through high quality teaching and
research.
 Negotiation
• Process by which there is an exchange of things we
want for the things we have

• Need of two different individuals or groups

• Process whereby the Intensity increases slowly over

time

• Is an important activity of our lives which we indulge in

with our family, friends, colleagues, bosses etc.

• Satisfying process at the end of the transaction

 Negotiation
• Is a joint decision-making process referred by terms
like bargaining, cracking a deal, trading, haggling etc

• Is a problem-solving process involving 2 or more

parties who are in a state of conflict with opposing
interests, concerns, values, justifications and
expectations

• Is a method of working out a compromise or

agreement in which both parties try to achieve their
mutual goals in a realistic and practical manner
Negotiation Outcomes
 Beverage Vista Foods: Veg Patties Oil
Logistics
Pagro: Frozen Veggies

Milk & Cheese

Cups, Straws Kerry:
& Tissues Batter &
Breading
Green Earth
Ketchup
Fresh Produce,
Binay Farm, Chicken Meat
Milk
Meena
Agritech-
Lettuce

Potato Products Fish Patty

Buns, Sauces & Toppings
Ace Foods: Cake Cones
Wedges, Fries &
Hashbrown Patty
Win Win Outcome
 Win Win Outcome
• Process of give and take occurs and making concessions is
inevitable to reach a fruitful settlement

• Set of communicative processes happen through which

individuals or groups try to resolve the disagreements

• Both parties gain substantially from the final Outcome

• Both parties can develop their goals further

• Takes into account each person’s requirements and

optimises the outcomes for both parties
 Win-Lose Outcome
• Process in which either of the party is unsatisfied with the
final outcome of Negotiation

• Scope is always there to improve the outcome of

Negotiation in the near future

• Either of the negotiating party is not strong enough to Win

the outcome

• Winning party is happy of the Outcome but the Losing

party is filled with remorse

Examples include purchases mad in out day-to-day life

 Lose-Lose Outcome
• Both the parties do not gain by the Negotiation process

• Big amount of time and energy is lost in this process

• Not the ideal type of the expected Outcome; more harm is

done due to the bitterness of the process

• At times it may be a blessing in disguise

Negotiation in Management