how to become a better negotiator

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HOW TO BECOME A BETTER NEGOTIATOR CAMBODIAN MEKONG UNIVERSITY LECTURER Mr. HOR CHAN ROTHA MN323 NEGOTIATION STRATEGY TEAM ASSIGNMENT 1. BO BUNLY 2. BRAK NAVY 3. BY CHHUNLY 4. CHEA CHANNA 5. CHEA SOPHEAKTRA 6. HIN BUNMY 13. KHAN VANDY 14. KHEANG SONITA 15. KOL SREYLEAP 16. KONG SOTHY 17. KORN SONGKOEURN 18. KUN CHIVA 19. KUNG HEAM 7. HOUT SOCHEATA 8. HOY VEASNA 9. HUN SANGHEAB 10. IENG PANHAWAT 11. IM SIPHA 12. KERT HIANG

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Page 1: How to become a better negotiator

HOW TO BECOME A

BETTER NEGOTIATOR

CAMBODIANMEKONGUNIVERSITY

LECTURER Mr. HOR CHAN ROTHA

MN323 NEGOTIATION STRATEGY

TEAM ASSIGNMENT

1. BO BUNLY2. BRAK NAVY3. BY CHHUNLY4. CHEA CHANNA5. CHEA SOPHEAKTRA6. HIN BUNMY

13. KHAN VANDY14. KHEANG SONITA15. KOL SREYLEAP16. KONG SOTHY17. KORN SONGKOEURN18. KUN CHIVA19. KUNG HEAM

7. HOUT SOCHEATA8. HOY VEASNA9. HUN SANGHEAB10. IENG PANHAWAT11. IM SIPHA12. KERT HIANG

Page 2: How to become a better negotiator

OUTLINECHAPTER 1 Win-Lose or Win-Win

CHAPTER 2 Three Indispensable Concepts

CHAPTER 3 Communication Styles

CHAPTER 4 Listening as a Primary Negotiating Skill

CHAPTER 5 Managing Conflict

CHAPTER 6 The Importance of Assertiveness

CHAPTER 7 Prepare to Negotiate

CHAPTER 8 Doing the Deal

CHAPTER 9 Common PitfallsHOW TO BECOME A

BETTER NEGOTIATOR

Page 3: How to become a better negotiator

Generally , negotiations fall into one or two types: win-lose or win- win. It’s important to understand the difference between these because each requires a different attitude and set of tactics.

CHAPTER 1

1-17

WIN-LOSE OR WIN-WIN

LOSE

WINWIN

WIN

LOSE

LOSE

Page 4: How to become a better negotiator

Successful negotiating is based on a sound conceptual foundation. There are three indispensable negotiating concepts:

CHAPTER 2THREE INDISPENSABLE

CONCEPTS

Alternatives Reserve price Area of potential agreement

2-17

Page 5: How to become a better negotiator

The Four Communication StylesThere are many ways to categorize effective communication styles, but the American Management Association talks about four in particular:

CHAPTER 3 COMMUNICATION STYLES

CREATORS

DOERS

THINKERS

LISTENERS

3-17

Page 6: How to become a better negotiator

CHAPTER 3 COMMUNICATION STYLES

Creators

DoersThinkers

Listeners

Low Communication Profile

High Communication Profile

Task Oriented

People Oriented

4-17

Page 7: How to become a better negotiator

What Is Listening?A good listener hears, interprets, evaluates, and reacts.

CHAPTER 4LISTENING AS A PRIMARY

NEGOTIATING SKILL

1

5-17

Page 8: How to become a better negotiator

Listening Rules Ignore distractions Make it personal by asking, “What’s in it for me?” Focus on content, not delivery Resist the urge to argue Take note if you must, but keep them to a minimum. Approach listening as a conscious activity-something you work at. Don’t react to emotionally charged words

CHAPTER 4LISTENING AS A PRIMARY

NEGOTIATING SKILL

2

6-17

Page 9: How to become a better negotiator

Reflective Listening Easy to learn and apply Make you a better listener and a better negotiator Form of listening is different from the way most of us are used to listening, so it may take some practice before you get good at it. To know what you understand and how is your feeling.

CHAPTER 4LISTENING AS A PRIMARY

NEGOTIATING SKILL

3

7-17

Page 10: How to become a better negotiator

CHAPTER 5 MANAGING CONFLICT

1 When To Use Each Of The Five Styles Of Conflict Resolution

Strategy 1: Withdrawal / Avoidance

Strategy 2: Smoothing / Accommodation

Strategy 3: Compromising

Strategy 4: Forcing / Competition

Strategy 5: Problem Solving/Collaboration

8-17

Page 11: How to become a better negotiator

How Do You Use A Problem-solving (win-win) Strategy?The reflective thinking process is the best way to solve conflict, and can be a powerful “win-win” tool. The reflective thinking process has five important steps:

1. Identify the problem

2. Brainstorm a list of possible solutions

3. Evaluate alternative solutions

4. Make a decision

5. Monitor the results of the chosen solution.

CHAPTER 5 MANAGING CONFLICT

2

9-17

Page 12: How to become a better negotiator

The Ways To Assertively Handle Conflict

Confront Gently Say No Assertively Handle Your Anger Appeal to a Powerful Third Party Trade Places with Your Antagonist

CHAPTER 6THE IMPORTANCE OF

ASSERTIVENESS

10-17

Page 13: How to become a better negotiator

CHAPTER 7 PREPARE TO NEGOTIATE

To Be Prepared, You Must: Understand issues and interests Learn as much as possible about the other side Develop a mental picture of an ideal agreement Determine your alternatives and reserve price Improve your negotiating position

11-17

Page 14: How to become a better negotiator

The Five Basic StepsStep 1: Getting to know each other

Step 2: Beginning negotiations

Step 3: Expressing disagreement and conflict

Step 4: Reassessing and compromising

Step 5: Reaching agreement

CHAPTER 8 DOING THE DEAL

1

12-17

Page 15: How to become a better negotiator

The Practical TacticsThey are not by any means the only negotiating tactics available, but taken together they can give a big advantage. These tactics are: Framing the issue Setting an anchor price Offering alternative deals Using time to advantage Closing the deal

CHAPTER 8 DOING THE DEAL

2

13-17

Page 16: How to become a better negotiator

CHAPTER 9 COMMON PITFALLS

1 Negotiating Ploys

The Hardball Bargainer Take it or Leave it The Temper Tantrum The Salami Slice The good guy-bad guy routine The last-minute grab

14-17

Page 17: How to become a better negotiator

Common Mistakes

Being inadequately prepared Trying to win at any cost Failing to properly “frame” the situation Being overconfident

CHAPTER 9 COMMON PITFALLS

2

15-17

Page 18: How to become a better negotiator

MediationArbitration

When Negotiation Fails

CHAPTER 9 COMMON PITFALLS

3

16-17

Page 19: How to become a better negotiator

CONCLUSION

To Become A Better Negotiator Win-lose or win-win

Three indispensable concepts

Communication styles

Listening as a primary negotiating skill

Managing conflict

The importance of assertiveness

Prepare to negotiate

Doing the deal

Common pitfalls

17-17

Page 20: How to become a better negotiator

THE ENDTHANK YOU