DEPT.

OF BACHELOR OF MANAGEMENT STUDIES

SUBJECT- FOUNDATION OF HUMAN SKILLS
TOPIC - NEGOTIATION

WLECOME

INDEX
INTRODUCTION
DEFINATION

NEGOTIATION

PROCESS
NEGOTIATION STRATEGIES
NEGOTIATION TYPES
NEGOTIATION OUTCOMES
NEGOTIATION TACTIES
IMPORTANCE OF
NEGOTIATION

INTRODUCTION
Negotiation skills plays an important role not
only in work life but also in our personal life. The
need for negotiation arises in situations when our
interests/wants conflicts with someone elses
interests/wants.
in a business area of partnerships ,the ability
to successfully negotiate has become incredibly
important. It is a process of interaction by which
two or more parties who consider that they need to
be jointly involved in an outcome, but who initially
have different objectives, seek by the use of
argument and persuasion to resolve their difference
in order to achieve a mutually acceptable solution.

DEFINITION

It is a process of interaction by which two or more

parties who consider that they need to be jointly
involved in an outcome, but who initially have
different objectives, seek by the use of argument
and persuasion to resolve their difference in order
to achieve a mutually acceptable solution.
Another important consideration is that
negotiation implies acceptance by both parties
that agreement between them is required before
a decision can be implemented

WHY NEGOTIATE

Animals do not negotiate. They use violence or the threat of violence to get
what they want, whether it be food, a mate or territory.
Have you ever seen 2 dogs negotiate over a bone?
Trade is the human foundation of human civilisation. It is what makes
humans different from animals.
Negotiation is anathema to tyrants, who usually want something for
nothing and do not recognise a need for another persons voluntary consent
before they get what they want

NEGOTIATION PROCESS

GOALS

TRADING

THE RELATIONSHIP

EXPRECTED OUTCOMES

POWER

POSSIBLE SOLUTIONS

NEGOTIATION
STRATEGIES
COMPROMISING
FORCING
AVOIDING
SMOOTHING
CONFRONTING

NEGOTIATION
DISTRIBUTIVE

INTEGRATIVE

TYPES

NEGOTIATION

NEGOTIATION

DISTRIBUTIVE NEGOTIATION
The term distributive means there is a
giving out ;or the scattering of things. By its
mere nature, there is a limited amount in the
thing being distributed or divided among the
people involved. Hence ,this type of negotiation is
often referred to as The Fixed Pie. There is only
so much to go around, but the proportion to be
distributed is limited but also variable.

A distributive negotiation usually involves

people who have never had a pervious interactive
relationship, nor are they likely to do so again in
the near future.

INTEGRATIVE NEGOTIATION

The word integrative means to join several

parts into a whole. Conceptually, this implies
some cooperation, or a joining of forces to achieve
something together. Usually involves a higher
degree of trust and a forming of a relationship.
Both parties want to walk away feeling they have
achieved something which has value by getting
what each wants. Ideally, it is a two fold process.

NEGOTIATION

OUTCOMES

LOSE

-LOSE OUTCOMES

LOSE

WIN OUTCOMES

WIN-

LOSE OUTCOMES

WIN-WIN

OUTCOMES

NEGOTIATION
NIBBLING
OUTRIGHT

REFUSAL

CONDITIONING
CALLING

BLUFFS

TACTIES

IMPORTANCE OF NEGOTITION
IN BUSINESS WORLD
The importance of negotiation in business is
an invaluable component in any great business
endeavor. Truly ,the importance of negotiation in
business can be the difference between companies
that thrive and companies that soon falter and
often go out of business.

Any business owner or business

entrepreneur knows that the difference between
company survival and company failure comes
down to dollars and sense. When a company is
making money a company will survive, when a
company is losing money it is possible to still
survive, but it must make quick turn around.

NEGOTIATION CHECK LIST

Good Practice

Avoid

Question for clarification

Actively listen
Summarising

Test commitment

Seeking & giving information

Encourage two way conversation

State and plan your proposal then

summarise
Use the if you .then well principle

Interrupting
Attacking
Blaming
Talking too much
Sarcasm
Threats
Taking it personally
Closed body language

THANK YOU