negotiation skills
Post on 19-Sep-2014
839 views
DESCRIPTION
م/حسام مؤنس " ورشة العمل" Negotiation skills الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب و ضمن موديول الطوارئ و التخدير و العناية المركزةTRANSCRIPT
![Page 1: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/1.jpg)
Prepared and delivered by:
Hossam Moaness
NegotiationEnabling You to Become
Exceptional Negotiators
![Page 2: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/2.jpg)
Why Negotiation???
Introduction
Everyone Negotiates!!› Buying a car, a house or another object for
which the price may not be fixed› Accepting a job offer or getting a salary
raise› Organizing team tasks or priorities› Getting Married (in Egypt)!!› Deciding how to spend a free evening
![Page 3: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/3.jpg)
1. Introduction
2. Negotiation Types &
Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 4: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/4.jpg)
“Negotiation is a give and take process of dealing with others to
reach an agreement in a need generated environment”
Simply… The term ‘Negotiation’ means a discussion intended to produce an agreement
Definition of Negotiation
![Page 5: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/5.jpg)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 6: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/6.jpg)
Competitive Negotiation
Collaborative Negotiation
Types of Negotiation
![Page 7: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/7.jpg)
Competitive Negotiation
› Distributive› Pie share› Win-Lose› Buyers = as low as possible› Sellers = as high as possible› Long term relationship not important› Claiming as much value as possible in the
negotiation
![Page 8: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/8.jpg)
Collaborative Negotiation
› Integrative› Newspaper share› Win-Win› Expanding the possibilities› Long term relationship is important› Creating Value in negotiation› Buyers and Sellers work together to get
more
![Page 9: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/9.jpg)
At the negotiation table, which fork do you use?
Competitive Negotiation
Collaborative Negotiation
Types of Negotiation
Long-term expectations
![Page 10: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/10.jpg)
NEGOTIATING BEHAVIOURGavin Kennedy describes 3 types of behaviour that we can display and encounter when in a negotiating situation.
RED BLUE PURPLE
![Page 11: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/11.jpg)
Manipulation Aggression Intimidation Exploitation Demeaning Always seeking the best for self No concern for person negotiating with
RED Behaviour
![Page 12: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/12.jpg)
BLUE Behaviour
Win win approach Cooperation Trusting Pacifying Relational Giving
![Page 13: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/13.jpg)
PURPLE Behaviour
Good intentions Two way exchange Give me some of what I want (red) I’ll give you some of what you want
(blue) Tit for tat strategies Concentrating on profits Purple behaviour incites purple
behaviour
![Page 14: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/14.jpg)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 15: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/15.jpg)
BATNABATNA is an acronym for:
Best
Alternative
To
a
Negotiated
Agreement
![Page 16: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/16.jpg)
Why BATNAs Matter
BATNAs tell you when to accept and when to
reject an agreement
When a proposal is better than your BATNA: ACCEPT IT
When a proposal is worse than your BATNA: REJECT IT
![Page 17: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/17.jpg)
Zone of Possible Agreement (ZOPA)
![Page 18: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/18.jpg)
Reservation Point: The point at which the BATNA becomes preferable to continuing a negotiation. In a negotiation this is the point beyond which a party will not go.
Bargaining Range: The difference between the reservation points of the parties. This range can be positive or negative. If it’s negative there will be no settlement, unless one or both the parties changes their reservation point.
Zone of Possible Agreement (ZOPA)
![Page 19: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/19.jpg)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 20: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/20.jpg)
Preparing for Negotiation
![Page 21: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/21.jpg)
Preparing for Negotiation
1. Know yourself and who you represent
![Page 22: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/22.jpg)
Preparing for Negotiation
2. Define your interests and the outcomes you want to achieve
![Page 23: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/23.jpg)
Preparing for Negotiation
3. Do your research
![Page 24: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/24.jpg)
Preparing for Negotiation
4. Know your and their BATNA
![Page 25: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/25.jpg)
Preparing for Negotiation
5. Try to predict your ZOPA
![Page 26: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/26.jpg)
Preparing for Negotiation
6. Set realistic expectations
![Page 27: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/27.jpg)
Preparing for Negotiation
7. Decide your Walk-Away price
![Page 28: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/28.jpg)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 29: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/29.jpg)
Proceeding in Negotiation
1. Approach
2. Exploration
3. Bargaining
4. Conclusion
![Page 30: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/30.jpg)
1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics
Training Outline
![Page 31: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/31.jpg)
Negotiation Tactics
![Page 32: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/32.jpg)
Negotiation Tactics
Highball
![Page 33: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/33.jpg)
Negotiation Tactics
Lowball
![Page 34: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/34.jpg)
Negotiation Tactics
Big Fish
![Page 35: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/35.jpg)
Negotiation Tactics
Bluff
![Page 36: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/36.jpg)
Negotiation Tactics
Good cop/bad cop
![Page 37: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/37.jpg)
Negotiation Tactics
Delays
![Page 38: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/38.jpg)
Negotiation Tactics
No Authority
![Page 39: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/39.jpg)
Negotiation Tactics
Change the Negotiator
![Page 40: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/40.jpg)
Questions
![Page 41: Negotiation skills](https://reader033.vdocuments.site/reader033/viewer/2022061104/541ba4f47bef0a760a8b68b6/html5/thumbnails/41.jpg)