2. Determining goals is the first step in the
negotiation process
Negotiators should specify goals and
objectives clearly
The goals set have direct and indirect
effects on the negotiator’s strategy
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3. Judges effective by both slides
Track record success
Skilled negotiators spend more time (than
average negotiators) preparing the
negotiation, by gathering more
information and setting their objectives,
priorities and limits
Prepared By Md. Mahamudul
Hasan Babu
4. It is important to present as many
reasons as possible to support each of
your proposals
The key to persuading someone is to
present your argument logically
Win-Win negotiating involves both
parties stating their ideal outcomes
and then splitting the difference
Prepared By Md. Mahamudul
Hasan Babu
5. With clients, when you’re
advising/selling?
When you’re buying, e.g. to outsource
services?
Will you have more negotiation
opportunities in future?
What makes these negotiations
difficult?
Prepared By Md. Mahamudul
Hasan Babu
6. Prepare and plan with great care,
including identifying ‘negotiable
issues’
Identify and use your ‘Leaver’
‘Trade concessions/Benefit’ – don't
give them away
Prepared By Md. Mahamudul
Hasan Babu
7. a) With clients
b) With outsourced suppliers
What issues do you have?
What issues may they have?
Are there enough issues to negotiate with?
Any others you can introduce, that may be
negotiable?
If no, plan to persuade/convinced ; if yes, plan to
negotiate.
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8. 1. Persuade / convinced 1st and only negotiate
later…if you have to
2. Logic is not persuasive/Initiative!
3. Beware argument dilution/alternation
4. Effective persuasion leads to ‘I’d like to deal
with you if…’
5. Average persuaders give things away to achieve
this
Prepared By Md. Mahamudul
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9. 6. Identify and use your leavers
7. You may need to instigate/initiating
the negotiating
8. Trade concessions, don’t give them
away
9. Remember Win-Win is not 50:50
10. Never, ever forget that ‘no deal’ is
better than a bad deal
Prepared By Md. Mahamudul
Hasan Babu
10. “Negotiations in which both parties come away
winners and both parties are committed to
upholding their ends of the agreement”
(The Win-Win Negotiator)
Negotiation
Both parties
Winners
Committed
Upholding their ends of the agreement
Prepared By Md. Mahamudul
Hasan Babu
11. Fundamental principle in negotiations — need
satisfaction
Look for creative ways to satisfy your and your
counterpart’s needs
Establish a friendly climate of mutual interests and
trust
Negotiation is the beginning of a process, not the
end —
Look for a long-term mutually beneficial
relationship
Don’t be afraid to give up something to get
something
Be open to creative ways to satisfy critical needs —
look beyond current situation for win - win
Everyone is better off than before the negotiation
Prepared By Md. Mahamudul
Hasan Babu
12. Congratulations — you have been selected for
negotiations!
Now it’s time to prepare for success
First step — review this presentation and your notes to
refresh yourself on the fundamentals of effective
negotiations
Strategize with your negotiation teammates to develop a
strategy
Develop a plan incorporating your negotiation
knowledge and the needs of your customer
Practice, refine, practice, refine, practice
Prepared By Md. Mahamudul
Hasan Babu
13. Assess outcome values and the costs
of termination for the other party
Manage the other party’s impressions
Modify the other party’s
perceptions/Understanding
Manipulate the actual costs of delay or
termination
Prepared By Md. Mahamudul
Hasan Babu
14. Screen your behavior:
◦Say and do as little as possible
Direct action to alter impressions
◦Present facts that enhance one’s
position
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Hasan Babu
15. Make outcomes appear less attractive
Make the cost of obtaining goals
appear higher
Make demands and positions appear
more or less attractive to the other
party – whichever suits your needs
Prepared By Md. Mahamudul
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16. Plan disruptive action
◦ Raise the costs of delay to the other party
Form an alliance with outsiders
◦ Involve (or threaten to involve) other parties
who can influence the outcome in your favor
Schedule manipulations
◦ One party is usually more vulnerable to
delaying than the other
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17. Opening offers
◦Where will you start?
Opening stance
◦What is your attitude?
Competitive? Moderate?
Initial concessions
◦Should any be made? If so, how large?
Prepared By Md. Mahamudul
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18. The role of concessions/Benefits
◦Without them, there is either capitulation
or deadlock
Patterns of concession making
◦The pattern contains valuable
information
Final offers (making a commitment)
◦“This is all I can do”
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19. Resources, issues, and bargaining mix
Interests and needs
Walk away point and alternative(s)
Targets and opening bids
Constituents, social structure, and authority
to make an agreement
Reputation and negotiation style
Likely strategy and tactics
Prepared By Md. Mahamudul
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20. Getting too emotional
Focus on personalities, not issues
Not trying to understand the other person
(too focused on our own needs)
Wanting to win at all costs
Regarding negotiation as confrontational/
Face to Face
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21. Professional
Confident, Relaxed, at ease
Open, honest, sincere & credible
Respectful of other peoples vales
Show empathy, and understanding
Committed to a WIN:WIN result
Continually enhancing their skills
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23. You are fully briefed on the subject matter of the
negotiation
You are clear about your objectives and what you are
trying to achieve:
The LIM Model:
Like to Achieve (most favoured option, ideal
settlement)
Intend to Achieve (expected result, realistic settlement)
Must Achieve (fall back position, bottom line)
You have worked out your tactics and how best to put
your case.
You have tried to figure out what the other parties
objectives will be
You have gathered background information
(personalities involved, power balance, attitudes etc.)
Prepared By Md. Mahamudul
Hasan Babu
24. This is the single most important stage of
negotiation. Both parties will be trying
to find out and understand the other’s
position and requirements.
Successful negotiators ask twice the
number of questions and spend over
twice the amount of time acquiring and
clarifying information than do average
negotiators.
Prepared By Md. Mahamudul
Hasan Babu
25. As soon as a number or term is
mentioned by one party, you have
begun to move out of information
exchange and into bargaining....
Exchange of terms
Never give a
concession/benefits....trade it
reluctantly/unwillingly
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26. Reject constructively
Note the moving base line
Be firm on broad issues: be flexible
on specifics.
Look for the agreement signals
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27. Your judgement : Is this best and final offer?
If yes:
◦ List the agreement in detail
◦ List the points of explanation, clarification
and interpretation
◦ Record agreed summary with all at the table
◦ Re-start negotiations if any dispute over
agreement
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28. Tends to see negotiators as friends
Sees agreement as the goals prepared to
make concessions to cultivate the
relationship
Is willing to trust the other side
Is willing to modify position at an early
stage
Discloses “bottom line” early in discussions
Avoids contests of will on particular points
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29. Sees negotiators as opponents or adversaries
Sees victory as the goal
Demands concessions to establish a
relationship
Tends to mistrust the other side
Is reluctant to alter position in any way
Misleads as to “bottom line”
Expects to win contests of wills
Applies pressure
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30. Negotiators need to:
Set a clear target and resistance points
Understand and work to improve their
BATNA(Best alternative to a negotiated
agreement)
Start with good opening offer
Make appropriate concessions
Manage the commitment process
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Hasan Babu
31. Negotiation Skills — Learned or natural
ability?
Definition of negotiation
Negotiation Strategies
Personality Types / Communication Styles
Win - Win Negotiating Principles
Prepare and Practice
Continuing education on negotiating skills
Prepared By Md. Mahamudul
Hasan Babu