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WHAT ARE THE QUALITIES OF A GOOD NEGOTIATOR? Knowledge about the other party . Say what you want from the start. Take care of non-verbal communication. Voice. Avoid aggressiveness. Self-confident. Active listening. TYPES OF NEGOTIATION: WIN-WIN: Since both sides benefit from such a scenario, any resolutions to the conflict are likely to be accepted voluntarily. The process of integrative bargainingaims to achieve, through cooperation, win-win outcomes. WIN-LOSE: Situations result when only one side perceives the outcome as positive. Thrust, win-lose outcomes are less likely to be accepted voluntarily. LOSE-LOSE: Means that all parties end up being worse off.GOOD ADVICES: Always go for a WIN-WIN negotiation. Maintain control. Try to understand what the other party needs. Focus on issues, not personalities. Beware of last minute strong tactics. Pay attention to body language. Solicit the other´s perspective. State your needs Prepare options beforehand. Don´t argue. Consider timing 1A SHORT OF NEGOTATION: CREATE a good atmosphere. BUILD rapport.. FIND things in common. DECIDE who will speak first. AGREE on a procedure…. SET out the points to be discussed.. STALE your opening position. MAKE proposals and counter offers.SUMMARISE the other side’s position.. EXPLORE each other’s interest. PROBE with questions. ENTER the bargaining zone. CLARIFY anything you don’t understand. TRADE concessions… CALL for a time-out. RESOLVE any areas of conflict… GENERATE further options.. WORK out of details… CONCLUDE the negotiation. CELEBRATE the deal. 2FACT CULTURES: want to do business with you if the terms are right so decision-making must be quick, but be prepared for regular summaries and a concrete outcome at the end PEOPLE CULTURES: take your lead from them as to how long the social introductions and opening generalisation should go on. TRUST CULTURES: after a lengthy exchange fairly vague proposals and counter-proposals, a common purpose will emerge. Teamwork: teams felt more secure, less pressure and tend to come up with more creative ideas and solutions. Members play to their strengths. One on One: Individuals can have a clear strategy and single purpose and they can concentrate on the other party. We should use this strategy when issues are straightforward and when it is a low stakes negotiation. 2 7 RULES OF RAPORT: 1use your prior knowledge of the people you.re doing business with to get things moving. 2 make informed guesses about your partner and their business to keep things going. 3 Ask lots of safe questions about interests or opinions to keep the focus on the other person. 4 react to what your partner tells you to create empathy. 5 If you are the host, take opportunity to show your hospitality. 6 if you are the guest, take opportunity to pay your host compliments. 7 Try to avoid single sentence. Extra comment or question.
3NEGOTIATION PROCEDURE: We LOOK FORWARD to what we hope will be a very productive MEETING. May I BEGIN to suggest a procedure for this morning’s session? Our main objective today is to negotiate the terms of licensing agreement. What we/d like to ESTABLISH is a strong BASIS for moving our. How does that FIT in with to your own Plans?Perhaps we could also LOOK more closely at the QUESTION of exclusivity.Certainly, I’ll ADD that to the AGENDA. We, we SEEM to be inAGREEMENTon our objectives. So I think we should now DECIDE the ORDER in which…main issues.Perhaps we could START OFF by outlining our respective POSITION.We could then MORE on to the DETAILS of the..Could I also suggest we ALLOCATE some time to the MATTER of remuneration method? 4WHAT ARE THE VITAL INGREDIENTS OF GOOD OPENING PROPOSAL IN A NEGOTATION? There are: don’t make too many demands at this stage, keep all your options open. Make your propose hypothetical. , show some flexibility but not too much. Leave yourself room for manoeuvre. Don’t give away your strategy. Don’t talk figure too soon. Don’t force the other party into a corner. WHAT ARE THE ADVANTAGES OF SPEAKING SECOND? IS THERE ANY ADVANTAGE IN SPEAKING FIRST? TALKING SECOND: you can hear about the other party’s need and is useful in case they not sure what the other party’s opening offer might be, TALKING FIRST: you can talk first and set the parameter of your offer you can negotiate,( ANCHORING) the other party now has to try you away from their opening position WHAT IF BOTH TEAMS WANT TO WAIT AND SEE WHAT THE OTHER SIDE IS OFFERING BEFORE SPEAKING? Then it comes down to a question of power. WHAT DO YOU THINK HINDLE MEANS BY REMAIN AS INSCRUTABLE AS POSSIBLE? Inscrutable means not giving any indication in your face or body language. WHY IS SUMMARISING THE OTHER PARTY’S PROPOSAL BETTER THAN IMMEDIATELY RESPONDING TO IT? It’s a bad idea to respond to something until you’re fully understand it.
5 IN AN EFFECTIVENEGOTIATION ARE THE NEGOTIATORS MORE LIKELY TO MOVE FROM CLOSED TO OPEN OR OPEN TO CLOSED QUESTION? I think that open questions are often used at the beginning of a negotiation to guide us towards the goal. They help us to know better the concrete need of your company, to gradually make funnel towards the closed questions that will help us to make the sale. 8 SEVEN WORDS OF PERSUASION: BECAUSE; if there is a reason attached, we would have to around position. RELEASE: The magic word by using this word you would get more benefits. THANK YOU: It’s hard to say no, to someone who said thank you for wherever you just done. NOW; This word is using to pay attention. IMAGINE: use when you are suggesting or proposal. THE OTHER’S PERSON NAME: is a powerful persuasive word for be persuasive but if you overuse it, will sound false. ANY WORD THAT SUGGESTS THE OTHER PERSON HAS CONTROL: like is your choice, is up to you. 8THE SIX PRINCIPLESOF PERSUASION: RECIPROCITY: If I give you something, you are more likely to give me something in return. SCARCITY: You would more like to want something. AUTHORITY: you will be more influenced by me if I have an authority. CONSISTENCY: people pre.er to be consistent with his decision, CONSENSUS: The meeting continued until we reached a consensus. LIKING: you Persuade someone you like.