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Negotiation ppt

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Publicada em: Negócios, Tecnologia

Negotiation ppt

  1. 1. Fai Yui Kato Misaki Nakagawa
  2. 2. <ul><li>Negotiation is a process of communication in which the parties aim to &quot;send a message&quot; to the other side and influence each other. </li></ul>
  3. 3. <ul><li>something that we do all the time , not only for business purposes. </li></ul><ul><li>usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible. </li></ul><ul><li>not always between only two people: it can involve several members from two parties. </li></ul>
  4. 4. <ul><li>Distributive negotiations </li></ul><ul><li>Integrative negotiations </li></ul>
  5. 5. <ul><li>often referred to as 'The Fixed Pie' </li></ul><ul><li>usually involves people who have never had a previous interactive relationship, nor are they likely to do so again in the near future. </li></ul><ul><li>example: Purchasing products or services, like when we buy a car or a house </li></ul><ul><li>Ours and their interests are usually self serving </li></ul>
  6. 6. <ul><li>The process generally involves some form or combination of making value for value concessions, in conjunction with creative problem solving. </li></ul><ul><li>Form a long term relationship to create mutual gain. </li></ul><ul><li>often described as the win-win scenario </li></ul>
  7. 7. <ul><li>Initial Stages </li></ul><ul><li>Middle Stages </li></ul><ul><li>Ending Stages </li></ul>
  8. 8. <ul><li>Plan thoroughly. </li></ul><ul><li>Organize the issues. </li></ul><ul><li>Focus on mutual principles and concerns. </li></ul><ul><li>Be aware that the first offer is often above expectations. </li></ul><ul><li>Focus on long- term goals and consequences. </li></ul>
  9. 9. <ul><li>Revise strategies. </li></ul><ul><li>Consider other options. </li></ul><ul><li>Increase power by getting the other side to commit first. </li></ul><ul><li>Add credibility by getting agreements in writing. </li></ul><ul><li>To get through with dead ends, just set it aside momentarily. </li></ul><ul><li>When asked for a concession, ask for a tradeoff. </li></ul>
  10. 10. <ul><li>Counter a persistent negotiator by withdrawing an offer. </li></ul><ul><li>Do not expect in verbal promises. </li></ul><ul><li>Congratulate the other side. </li></ul>
  11. 11. <ul><li>Sometimes people fail to negotiate because they do not recognize that they are in a bargaining position. </li></ul><ul><li>Or, they may recognize the need for bargaining but may bargain poorly because they do not fully understand the process and lack good negotiating skills. </li></ul>
  12. 12. <ul><li>parties must be aware of their alternatives to a negotiated settlement </li></ul><ul><li>:Weaker parties must feel assured that they will not be overpowered in a negotiation </li></ul><ul><li>:parties must trust that their needs and interests will be fairly considered in the negotiation process. </li></ul>
  13. 13. <ul><li>Negotiation seems to bring conflicts . Any misunderstanding that arises between them will reinforce their prejudices and arouse their emotions. </li></ul>
  14. 14. <ul><li>To combat perceptual bias and hostility, negotiators should attempt to gain a better understanding of the other party's perspective and try to see the situation as the other side sees it. </li></ul>
  15. 15. <ul><li>if the &quot;right&quot; people are not involved in negotiations, the process is not likely to succeed. </li></ul>
  16. 16. <ul><li>Agreements can be successfully implemented only if the relevant parties and interests have been represented in the negotiations. </li></ul><ul><li>So, all of the interested and affected parties must be represented. And, negotiators must truly represent and have the trust of those they are representing. </li></ul>
  17. 17. <ul><li>To brush up your ‘win-win’ negotiation skills… </li></ul>
  18. 18. <ul><li>For a negotiation to be win-win“, both parties should feel positive about the negotiation once it’s over. </li></ul>
  19. 19. <ul><li>What you want to get out of the negotiation </li></ul><ul><li>What you think the other person wants </li></ul>
  20. 20. <ul><li>What you and the other person have that can be traded for the purpose of negotiation. </li></ul><ul><li>What do you each have that the other wants? </li></ul><ul><li>What are you each comfortable giving away? </li></ul>
  21. 21. <ul><li>If you don’t reach agreement with the other person, what alternatives do you have? </li></ul><ul><li>Are these good or bad? </li></ul><ul><li>How much does it matter if you don’t reach agreement? </li></ul><ul><li>Does failure to reach agreement cut you out of future opportunities? </li></ul><ul><li>What alternatives the other person might have? </li></ul>
  22. 22. <ul><li>What is the history of the relationship? </li></ul><ul><li>Could or should this history impact the negotiation? </li></ul><ul><li>Will there be any hidden issues that may influence the negotiation? </li></ul><ul><li>How will you handle these? </li></ul>
  23. 23. <ul><li>What outcome will people be expecting from the negotiation? </li></ul><ul><li>What has the outcome been in the past, and what precedents have been set? </li></ul>
  24. 24. <ul><li>What are the consequences for you of winning or losing this negotiation? </li></ul><ul><li>What are the consequences for the other person? </li></ul>
  25. 25. <ul><li>Who has what power in the relationship? </li></ul><ul><li>Who controls resources? </li></ul><ul><li>Who stands to lose the most if agreement isn’t reached? </li></ul><ul><li>What power does the other person have to deliver what you hope for? </li></ul>
  26. 26. <ul><li>Based on all the consideration…. </li></ul><ul><li>What possible compromises might there be? </li></ul>