The document discusses the key aspects of negotiation including preparation, the negotiation process, and follow through. It emphasizes that negotiation involves finding solutions when parties have interdependent goals, requires preparing by understanding interests and alternatives, and involves three phases - prepare, negotiate and close, and follow through on commitments. Successful negotiation is shaped by understanding biases, styles, interests, and cultural differences between parties.

1. ..finding
the
18th camel..

2. ..so..
what is a
negotiation…?

3. ..informal definitions..
..myths and misconceptions…
#1 .. its about getting our way…
.. its a specialized skill needed in the business
#2
workplace while buying or selling products..
#3 .. is needed only when a conflict arises..
#4 .. its about using tricks and techniques to get the best
possible deal

4. ..a definition..
.. when two or more
parties have to make a
decision about their
interdependent goals ..

5. ..negotiation is often about
finding
the 18th camel..

6. ..the three phases..
• Add
prepare
Step 1 Supporting
Text Here
negotiate and close
Step 2
• Add
follow through
Step 3 Supporting
Text Here

7. …preparation..
.. we will never
negotiate
out
of fear
but
we will
never fear
to negotiate …

8. …preparation..
..know your BATNA..
..aspirations and goals..
..reservation point….
..intangibles…
..valuing differences..
..analysis of your counterpart..

9. .. process and principles…

10. .. know thyself …
.. negotiating preferences..
.. psychological biases and traps..
.. how your style interacts with
others..
.. emotional intelligence – identify,
understand, use, manage, reframe

11. … mind your mindset …
.. distributive – fixed pie..
.. integrative – expanding the pie..
.. mixed motive..

12. … avoid the traps…
.. “who” is crucial..
.. anchoring in the first offer..
.. Illusion of transparency
.. Framing – loss aversion Vs gain..

13. … sidestep the tricks…
.. good cop – bad cop
.. Bogey
.. nibble
.. snow job
.. intimidation, personal insults
.. high ball low ball
.. time – “flight to catch”

14. … separate the people and the
issue…

15. … focus on interests, not
positions…

16. … use your e.i .…
listen, reflect, summarize, commit

17. … create alternative options…
use what-ifs and why-nots

18. … using the influence
principles…
.. reciprocity
.. social proof
.. authority
.. liking
.. commitment and consistency
.. scarcity
.. contrast
.. Keep adding your own..

19. … go to the balcony…

20. … understand the nature of
differences…
.. access to information
.. goals
.. methods
.. values and beliefs

21. … cultural conundrums…
.. power distance
.. masculinity <--> feminity
.. individual <-->collective
.. uncertainty avoidance

22. … the serial negotiator …
one deal Vs many

23. … build your negotiator brand …
practice makes perfect

24. …follow through…
document and close
keep your commitments
heal the wounds