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Negotiation 1

This document defines and describes the process of negotiation. It begins by stating that negotiation is the process where two parties try to reach an agreement by bargaining to acquire each other's wants. It then provides definitions of negotiation from two sources, describing it as a meeting between parties to exchange goods or services and agree on the exchange rate. The document outlines some key features of negotiation, including that it requires at least two parties, predetermined goals, and a willingness to modify positions to reach resolution or consensus. It also lists some common factors and types of negotiation, as well as barriers, guidelines and concludes that negotiation is a way for joint decision making.

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Sreenath Sree
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52 views16 pages

Negotiation 1

This document defines and describes the process of negotiation. It begins by stating that negotiation is the process where two parties try to reach an agreement by bargaining to acquire each other's wants. It then provides definitions of negotiation from two sources, describing it as a meeting between parties to exchange goods or services and agree on the exchange rate. The document outlines some key features of negotiation, including that it requires at least two parties, predetermined goals, and a willingness to modify positions to reach resolution or consensus. It also lists some common factors and types of negotiation, as well as barriers, guidelines and concludes that negotiation is a way for joint decision making.

Uploaded by

Sreenath Sree
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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WELCOME

NEGOTIATION

Submitted to Submitted by
Miss Gopika . S. P Bisoom.
A.S
INTRODUCTION

Negotiation is the process of bargaining,


where two parties, trying to reach an
agreement on mutually accepted terms to
acquire each others wants.
MEANING

Negotiation is a process of communication in which


the parties aim to “send a message” to the other
side and influence each other.
Examples
 Customer trying to negotiate with buyer over a price of product
 Negotiation of salary between employe and employer
DEFINITION
 In the words of Bills Scott, “ a negotiation is a
form of meeting between two parties : OUR
PARTIES & OTHER PARTIES”
 According to J.A. Wall, “negotiation is a process
in which two or more parties exchange goods or
services and attempt to agree on the exchange
rate for them”
NATURE

Itrequires involvement of two parties


Requires flexibility
A process not a event
Need efficient communication
Continuous process
FEATURES
 Min 2 peoples
 Predetermined goals
 Expecting outcome
 Resolution & Consensus
 Parties willing to modify their positions
 Partiesshould understand the purpose of
negotiation
FACTORS AFFECTING
NEGOTIATION

 PLACE: Familiarity with surrounding helps in boosting


confidence.
 TIME: Time should be adequate for smooth exchange of ideas &
securing before it is to late
 ATTITUDE: Attitude of both parties should be positive, ie;
willingness to make agreement or deal
 SUBJECTIVE FACTORS: Like relation of two parties involved,
status difference, information & expertise
STEPS OF NEGOTIATION
 Preparation and Planning
 Definition of ground rules
 Clarification and Justification
 Bargaining and problem solving
 Closure and Implementation
TYPES OF NEGOTIATION
 Distributive negotiation
 Integrative negotiation
STAGES OF NEGOTIATION
 PREPARE
 DISCUSS
 PURPOSE
 BARGAIN
BARRIERS
 Die hard bargainers
 Lack of trust
 Spoilers
 Cultural and gender differences
 Communication problems
 The power of dialogues
GUILDLINESS
 Keep your eyes open.
Biside listening attentively, observe the non-verbal cues
as well.
 Show respect to other persons views.
 Be patient. Think before speak.
 Maintaing silence or right time is important to talking.
CONCLUSION
 Negotiationis communication back and forth for
the purpose of making joint decisions.
 Negotiationis a way to finding a mutually
acceptable to shared problems.
 “Yourreal purpose: to get the other guy to choose
what you want - for his own reason”
REFERENCE
THANK YOU

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