negotiation
TRANSCRIPT
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NEGOTIATION
Mukul Gupta(Faculty of Management)
Trainer PD & English Communication Skills(Khandewal College of Management Science & Technology)
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concept
Negotiation starts with a discussion.
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concept
A usual activity of ordinary life.
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concept
Negotiation includes a combination of compromise, collaboration, and possibly some pressure on vital issues.
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concept
Negotiation process is commonly used for resolving differences, allocating resources, and taking other decisions.
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concept
The term negotiations and the term bargaining are generally used interchangeably, but has different meaning in business
terminology.
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concept
Bargaining is: -
WIN LOSE
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concept
Negotiation is:-
WINWIN
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characteristics
Two or More Parties
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characteristics
Conflicts between Needs and Desires
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characteristics
Negotiation contributes in better results.
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characteristics
Surplus Equalizing Process
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characteristics
Parties seeks for an Agreement with Mutual Adjustment
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NATURE
A Continuous Process
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NATURE
A Persuasive Activity
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NATURE
A Psychological Approach Oriented process
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NATURE
Soft skill that a manger need
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NATURE
Process that contributes in Economic Balance
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TYPES OF NEGOTIATION
INTEGRATIVENEGOTIATION
DISTRIBUTIVENEGOTIATION
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INTEGRATIVE NEGOTIATION
The Concept of Integrative negotiation is based on the concept of
SYNERGY.
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INTEGRATIVE NEGOTIATION
Parties cooperate to achieve maximize benefits by integrating their
interests.
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INTEGRATIVE NEGOTIATION
Both parties involved in negotiation process jointly look at the problem, try to search for alternatives and try
to evaluate them and reach a mutually acceptable decision or solution.
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INTEGRATIVE NEGOTIATION
WINWIN
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DISTRIBUTIVE NEGOTIATION
It may be called as Bargaining.
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DISTRIBUTIVE NEGOTIATION
Based on the concept that the gain made by one person is loss incurred by the
other person.
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DISTRIBUTIVE NEGOTIATION
WIN LOSE
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Comparison
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planning for negotiation
Planning in its simplest form is thinking in advance to respond to W factor accordingly…
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planning for negotiation
Preparation
Relationship Building
Information Gathering
Information Using
Pre-Negotiation
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planning for negotiation
Looking for the Possibility
Bidding
Closing the Deal
Negotiation
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planning for negotiation
Implementing the Agreement
Follow-up
Post-Negotiation
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STRATEGIES for negotiation
The overall plan to achieve one’s goals in Negotiation.
How is it differ from Tactics & Planning?
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Approaches to Strategies
BilateralUnilateral
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Strategic Modelof Negotiation
This model is known as “Dual Concern Model”
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Strategic Modelof Negotiation
How much concern do I have in achieving my desired outcomes at stake in the negotiation?
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Strategic Modelof Negotiation
How much concern do I have for the current and future quality of the relationship with the other party?
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Strategic Modelof Negotiation
GAINR
ELAT
ION
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Active-engagementStrategies
GAINR
ELAT
ION
Collaboration Accommodation
Competition
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NON-engagementStrategies
GAINR
ELAT
ION
Avoidance