Download - Negotiation Skills With Sumair Abro
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S he raton, KarachiOct 20th, 2009
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Positive Attitude Participate Manage time Turn mobile phones silent/off/vibration Smoking in designated area only Enjoy!
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‘Never fear to negotiate, but never negotiate out of fear’
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“World’s Most
Admired
Company
2009”
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Understanding/Practicing Negotiation Your ‘Negotiation/Leadership Style’ Learning from Expert Negotiators Breakthrough Negotiation Approach –
Harvard Business School
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Define Negotiation…
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Exchange of ideas to reach an agreement Four Possible Outcomes Short term◦ Win/Lose◦ Lose/Win◦ No outcome
Long term-relationship oriented◦ Win/Win
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Right ThingRight WayRight PlaceRight Time
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Time Information Power
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IF-THEN
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Bill Clinton goes to see a poor man and says, "I Bill Clinton goes to see a poor man and says, "I want to arrange a want to arrange a m a r r ia g e f o r y o u r m a r r ia g e f o r y o u r
. " , " s o n Th e p o o r m a n r e p lie s I. " , " s o n Th e p o o r m a n r e p lie s I n e v e r in t e r f e r e in m y n e v e r in t e r f e r e in m y ' ." s o n s l if e' ." s o n s l if e
, " C lin t o n r e s p o n d s B u t t h e g ir l is , " C lin t o n r e s p o n d s B u t t h e g ir l is ’ ." B a r r a c k O b a m a s d a u g h t e r ’ ." B a r r a c k O b a m a s d a u g h t e r
" , . . ." We ll in t h a t c a s e" , . . ." We ll in t h a t c a s e Next Clinton approaches Barrack Obama. "I have a husband Next Clinton approaches Barrack Obama. "I have a husband for your daughter." "But my daughter is too young to marry." for your daughter." "But my daughter is too young to marry." "But this young man is already a vice president of the World "But this young man is already a vice president of the World Bank." Bank." "Ah, in that case..." "Ah, in that case..."
F in a lly C lin t o n g o e s t o s e e t h e F in a lly C lin t o n g o e s t o s e e t h e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e
a a young man to recommend to you as a vice young man to recommend to you as a vice president." "But I already have president." "But I already have m o r e v ic e m o r e v ic e
." " p r e s id e n t s t h a n I n e e d B u t t h is ." " p r e s id e n t s t h a n I n e e d B u t t h is ’ -y o u n g m a n is B a r r a c k O b a m a s s o n ’ -y o u n g m a n is B a r r a c k O b a m a s s o n
- ." in la w- ." in la w"Ah, in that case...."
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Each team to think of a skit based on a scenario
Each team to act out the scenario using body language
NO WORDS NOTHING WRITTEN JUST BODY LANGUAGE Audience to guess the scenario
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What topics will be discussed in the negotiation?
What is your ideal outcome for this negotiation?
What information sources will you use? What issues can be negotiated?
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Must Have:Must Have:◦ What are things you must What are things you must
absolutely haveabsolutely have Intend to Have:Intend to Have:◦ List of things/items which in the List of things/items which in the
most ideal scenario you would most ideal scenario you would like to havelike to have
Nice to Have:Nice to Have:◦ Nice to have but not critically Nice to have but not critically
important to youimportant to you
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FUNCTIONAL FIXEDNESS