7 pillars of negotiation

8/18/2019 7 Pillars of Negotiation

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TOPIC-7 PILLARS OFNEGOTIATION

WISDOMSUBMITTED BY:

Smita yadav (1412270102S!"#$%d!" Di&it (1412270101


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CONT.// &egotiation is the means b' which people deal

with their di erences"

It is o ten planned and a p!rpose !l activit' to arrive

at an agreement"

The *atin word &egotiat!s Meaning To carr' onB!siness

&egotiat!s in Spanish means B!siness

&egotiation in +oman also means to To carr' onB!siness


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SE EN PILLARS OF NEGOTIATIONS

SE EN PILLARS OF NEGOTIATIONS

R elationship Interests B#T reativit' airness ommitment

omm!nication


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RELATIONS'IP

In most negotiations relationship is an integral part" eg"olleag!es , clients ,s!ppliers ,p!rchases"

*i.e in personal li e , the same is the case in b!siness the wisestapproach is to treat each event as an on going o a long-term relationship"

B!siness to B!siness relationship res!lts in improved b!sinessn!mbers , b!ilds rep!tation o the compan' ,increases possibilit'o repeat b!siness and better price deals and deliver' as perre/!irement " *eads to riendship and positive relationship"

Sellers and 0!rchase relationship "Ma.es b!siness eas' to do sincethe seller is e1pected to be hard s.inned and the p!rchaser ise1pected to be hard nosed " 2ood relationship ma.es things eas'"

Same goes or relationships with colleag!es and amil' members"


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INTERESTS

Ta.e care to loo. a ter 'o!r interests andthose o 'o!r co!nterpart"

B' demonstrating sensitivit' to 'o!r co!nter

part 'o! ma' be able to in l!ence b!sinessdecisions more easil' and to 'o!r advantage" Yo!r co!nterpart will appreciate 'o! or

being air and !nderstandable" This also helps in b!ilding good relationship

with in the organi3ation and societ'"


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ATNA B#T is another s!ccess !l tool in handling

negotiation" It gives strength and options in the

negotiation process"

It is important to .eep trac. o the d'namicso B#T and contin!e to oc!s on 'o!rob4ectives based on 'o!r B#T as wello 'o!r co!nterpart5s B#T"


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CREATI IT3

# creative approach can alwa's help both the negotiatingparties"

#s.ing speci ic and direct /!estions can help 'o! to learnabo!t the interests and logic behind a certain positionta.en b' the other part' " This will help 'o! to devise newand more bene icial proposals"

Some possible /!estions are:-6hat ma.es 'o! deal with o!r compan'7-#re there things I do not .now abo!t this that I need to

.now7-6hat is it that 'o! li.e or disli.e abo!t m' proposal7


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FAIRNESS

airness is alwa's a ver' e ective strateg'" ollow theold sa'ing % Do !nto others as 'o! wish them to do to'o!(8Tho!gh there is no absol!te !niversall' accepted

norm or airness9"

6hat is important is that 'o!r co!nterpart needs toperceive airness on 'o!r part"

airness not perceived positivel' can 4eopardi3e anegotiation and thereb' the ob4ective will not beachieved"

airness i !sed e ectivel' will have a positive impact tothe part'5s rep!tation"


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COMMITMENT

ommitment towards the sincerit' o the process o negotiation is ver'cr!cial"

Sta'ing committed to the process o negotiation is a ma4or con idence

b!ilding meas!re between the negotiating parties"

Do realit' chec.s on the sincerit' o the negotiators d!ring the process onegotiations"

eep options to ta.e care o ail!res in the as ollows:-

-2et prepared or the worst case scenario" -B!ild in penalt' cla!se to sa eg!ard 'o!r interest -Set monitoring gro!ps with speci ic responsibilit' -Ma.e provisions or an arbitrator in case o an' disp!tes"


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COMM NICATION

omm!nication acilitates e1change o in ormation"

It also brings transparenc' which b!ilds tr!st"

E ective comm!nication red!ces the s!rpriseelements in negotiation and the agreementprepared post negotiation"

lear comm!nication also sets cleare1pectations rom either side"


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7 pillars of negotiation

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