final ppt of sns 1
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Negotiation Types
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Project Done By: Group No. 1
Archana Ashok Ahire 01
Nikita Dilip Ambre 02
Utkarsh Arya 03
Sushant Asarkar 04
Anuj Bhoil 05
Submitted to :- Professor Madhuri
Negotiation Types
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Negotiation is the-process in which two or more people withdifferent needs or interests interact in order to come toagreement on common goal or course of action.Negotiation involves making a mutual decisionDifferent options are proposed and discussed includingthe pros and cons of each.
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For example :-When you wish to buy an item from a seller andyou suggest one price, the seller suggests anotherand you go back and forth on the issue severaltimes, this is an example of a negotiation
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Most important: prepare thoroughly for the negotiation. Never enter negotiation when you are tired, hungry orangry. Allow for the possibility of not reachingagreement . Always remember that nearly everything is negotiable.The other party's last offer may also be negotiable
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When Possible?
Different interest
but common
motive
E.g. College
Donation
When not Possible?
Where the
situation is
predetermined
E.g. College Fees
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Negotiation is at times necessary.
Time may sometimes be saved andunnecessary compromise avoided.
Has various effects .
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Managerial Negotiations
Commercial Negotiations
Legal Negotiations
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Managerial negotiations
Commercial negotiations
Legal negotiations
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Related to internal organisationproblems
Intervention by management is very high
Daily functioning of an organisation
Parties Involved
Different levels of
Management
In between colleaguesTrade unions
Examples
Negotiation for pay, terms and working
conditions.
Description of the job and fixation of
responsibility.
Increasing productivity. Negotiation Types
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Formal & legally binding
Purpose Gaining legal grounds
Parties Involved
Government
Management
Example
Adhering to the laws of the local and
national government.
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Distributive Negotiations
Integrative Negotiations
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Distributive negotiation
A distributive negotiation usually involves people
who have never had a previous interactiverelationship, nor are they likely to do so again in thenear future.
Purchasing products or services are simple businessexamples where distributive bargaining is oftenemployed .
The term win-lose is probably involved .
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For example-(a) While selling a car both parties are unknown to
each other. Only money is important. One may gainthe other may lose. Relationship is not important.
(b) Wage negotiations between business owners &their union employees. The owners know that anyamount conceded to the union will come out of theirown pockets vice versa.
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Integrative negotiation
Integrative negotiation is often referred to as 'win-
win.
In this the parties cooperate to achieve maximumbenefits by integrating their interest into an agreementwhile also competing to divide the value.
Relationship is usually more important than money,with more complex issues being negotiated than withDistributive negotiation
Long term relationship is given importance .
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For example- Takeover of Satyam by
Mahindra.
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Outcome
Motivation
Interests
Relationship
Issues
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Outcome Win / win Win / lose
Motivation Joint gain Individualgain
Interests Congruent Opposed
Relationship Long-term Short-term
Issues Multipleissues
Single Issue
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Negotiation plays an effective role in a work place.
In fact it is a skill which applies in almost every aspect
of our life- From formal relationship to personal
relationship. Negotiation is a process, not an event.
There are predictable phases - preparation, identifying
interests and making proposals, bargaining, and selecting
outcomes - that you will go through in any negotiation.
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Thank
You
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www.google.com
www.wikipedia.com
Selling and negotiation skills
Negotiation Types
http://www.google.com/http://www.wikipedia.com/http://www.wikipedia.com/http://www.google.com/