.

The ultimate objective of

this session is to make
sure that whenever you
negotiate with other
people you get the best
outcome
 What is “Negotiation”?

• From the Latin expression, "negotiatus", "to

carry on business"
• It is a dialogue intended to resolve disputes,
to produce an agreement upon courses of
action, to bargain for individual or
collective advantage, or to craft outcomes to
satisfy various interests.
 .
Persuasion
Influence, Point of view, Advice,
Opinion, Arguments

Capitulation
Surrender, Submission, Defeat
 Why is the difference important?

Persuasion is successful when the other party says:

“I would like to do a deal with you if ...”
Average persuaders give things away to achieve this
position – skilled persuaders don’t
Effective negotiation involves movement by both parties,
a creative agreement and a perception of Win-Win

The golden rule of negotiation

Persuade first and only negotiate later...
... if you have to
 POWER
Power is the ability to influence people or events to
produce a desired results

A B
You don’t have Power is what allows u to move You do have
an agreement from point A to point B an agreement

EVERY BODY HAS POWER

YOU HAVE POWER
YOUR COUNTER PARTY HAS POWER
You can create power by the way you Negotiate
You can create power by the way you act
You can create power by your commitment to collaborating
 You Negotiate all the Time

• Getting your kids organized in the morning

• Agreeing on weekend activities
• Making consumer purchases
• Entering into business contracts
• Dispute resolution
 .
NEGOTIATION
The process of seeking agreement where
terms acceptable to all parties
are
ELUSIVE
or
at least not immediately obvious

(Hard to express)
 .

What is Negotiation?

Everything can be negotiated

Business Relationship
I want a raise
I thought we were partners
Personal Relationship
What movie do you want to see?
Can I borrow your car
 .
Why Do We Negotiate

To get things we need or want

To resolve or reduce conflict
To create value
To enhance prestige or reputation
 .

NEGOTIATION
 .

Negotiating
Your Way Through Life
 .

Do you take whatever life

offers you?
Or do you try to negotiate a
better deal?
How successful are you?
 .

The success or failure of any business or

project may depend on your
negotiating skills

Most people make their living by

negotiating
 .

Successful negotiations require

communication and teamwork

For businesses, successful negotiations

often require cooperation among many
different departments.
 .

Business Transformation
is a change management strategy
to align
people, process & technology initiatives
of a company more closely
with its business strategy
and vision.
 .

VIDEO
Business Transformation