ASTRA

PRECISION
MANORANJAN DHAL
OBJECTIVE
 How to manage the negotiation process towards
better value creation
 Types, levels and sequencing of commitments
 Strategies for overcoming an impasse
DISCUSSION POINTS
 Questions related to managing agent-Principal
negotiations
 The challenges of and strategies for labour
negotiations and collective bargaining agreements
 Repairing Relationships and trust building
 Managing multi-issue negotiations and value
creation
 THE SEVEN ELEMENTS OF
NEGOTIATION
1. INTERESTS – All the needs, wants, desires, and
fears that motivate us to negotiate
2. ALTERNATIVES – All of the things the parties
can do without the consent of the other parties at
the table
3. OPTIONS – possible solutions that satisfy one or
more of the parties’ interest and require
agreement to take effect.
THE SEVEN ELEMENTS OF
NEGOTIATION
4. LEGITIMACY – Objectives or reasonable
standards to establish what is fair, right or acceptable
5. COMMITMENT – the written or oral declarations
of what the parties agree to do or not to do
6. RELATIONSHIP – behaviour s and emotions that
impact the ability of the parties to constructively work
through their differences
7. COMMUNICATION – All verbal or non-verbal
means of exchanging information
 SEVEN ELEMENTS PREPERATION
WORKSHEET

INTEREST INTEREST ALTERNATIVES OPTIONS

(MONIKA’S) (KARIM’S) MONIKA’S KARIM’S

COMMITTMEN COMMUNICAT
LEGITIMACY RELATIONSHIP ION
T
THE FOUR P’S
 PURPOSE – The scope of our negotiation. What are we
trying to accomplish?
 PRODUCT – the material output of the negotiation. What
do we need to have at the end of our negotiation?
 PEOPLE – The authority of the key decision-makers in
our negotiation. Who needs to be involved to achieve our
purpose?
 PROCESS – The path of our negotiation. What is the best
way to accomplish our purpose given the desired product
and people