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Slide 1: Negotiation
Slide 2: Program Objectives  (1 of 2) Understand what negotiations are all about. Choose a strategy to effectively negotiate. Learn the range of negotiation approaches and their results based on your interactions.   www.readysetpresent.com Page 2
Slide 3: Program Objectives  (2 of 2) Plan for a negotiation session. Use communication techniques to avert potential conflicts. Practice your general negotiation techniques.   www.readysetpresent.com Page 3
Slide 4: A Challenge Please Write a One Sentence Definition of N E G O T I A T I O N. www.readysetpresent.com Page 4
Slide 5: Definition  (1 of 2) Negotiation is getting what you want from the other person -- no matter what. We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle.  www.readysetpresent.com Page 5
Slide 6: Definition  (2 of 2) Negotiation is an attempted tradeoff between getting what you want and getting along with people. Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way.  www.readysetpresent.com Page 6
Slide 7: Negotiation Questions www.readysetpresent.com Page 7
Slide 8: Negotiation Questions  What aspects of the negotiation will indicate it is proceeding well or poorly? What will tell you that it is time to caucus? What signs will you use to decide when a change in negotiators is necessary? What constitutes a "successful" negotiation?    www.readysetpresent.com Page 8
Slide 9: Negotiation -- Remember “Two elements are essential: Reasonableness and Flexibility.” www.readysetpresent.com Page 9
Slide 10: The Basic Components 1. 2. 3. 4. Preparation Objectivity Strategy Technique www.readysetpresent.com Page 10
Slide 11: Basic Components 1. (1 of 2) Preparation: – Prepare for negotiation if you want to succeed. 1. Objectivity: – Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive." www.readysetpresent.com Page 11
Slide 12: Basic Components 1. (2 of 2) Strategy: – Plan a realistic course of action based on sound preparation and objective appraisal of resources. 1. Technique: – Combine a wide range of skills; draw on experience and self-discipline. www.readysetpresent.com Page 12
Slide 13: Identifying The Issues Factors To Consider:     (1 of 3) The Facts. The Problem. The Result. The Reason. www.readysetpresent.com Page 13
Slide 14: Identifying The Issues  (2 of 3) Determine the extent of each difference by asking: "What am I willing to do to reach agreement and what can I realistically expect from my opponent?" www.readysetpresent.com Page 14
Slide 15: How To Assemble Data 1. (1 of 4) Prepare a written statement of your understanding of the facts that relate to each segment of the business to be discussed. www.readysetpresent.com Page 15
Slide 16: The 5 Negotiating Approaches Approach Description Hard-nosed, conflictive, confrontational. Splitting the difference, sharing, trading. Adage Put your foot down where you mean to stand. You have to give some to get some. Forcing Compromising Avoiding Losing/leaving withdrawing. Let sleeping dogs lie. www.readysetpresent.com Page 16
Slide 17: Style Pros and Cons Style (5 of 5) Disadvantages Advantages Collaborating Both sides can win. Can be extremely time-consuming. Personal Negotiators with relationships can be a forcing style improved rather may interpret this than harmed. approach as a weakness. www.readysetpresent.com Page 17
Slide 18: When Using Questions www.readysetpresent.com Page 18
Slide 19: Third Party Intervention www.readysetpresent.com Page 19
Slide 20: Physical Setting www.readysetpresent.com Page 20
Slide 21: Appearance and Mannerisms www.readysetpresent.com Page 21
Slide 22: What is your next step? www.readysetpresent.com Page 22
Slide 23: Download “Negotiation” PowerPoint presentation at ReadySetPresent.com 121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more. Royalty Free – Use Them Over and Over Again. www.readysetpresent.com Page 23