Scribd Logo
Upload

Welcome to Scribd!

  • 953 views

    Negotiations PDF

    Uploaded by

    Sunil s
    The document discusses key aspects of negotiation including: 1) Negotiation is a process of communication between two or more parties to try and reach an agreement on issues. 2) Important negotiating abilities include artfulness, diplomacy, detachedness, and fairmindedness. 3) The key stages of negotiation are preparation, opening session, bargaining, and settlement.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd

    Negotiations PDF

    Uploaded by

    Sunil s
    953 views16 pages
    The document discusses key aspects of negotiation including: 1) Negotiation is a process of communication between two or more parties to try and reach an agreement on issues. 2) Important negotiating abilities include artfulness, diplomacy, detachedness, and fairmindedness. 3) The key stages of negotiation are preparation, opening session, bargaining, and settlement.

    Original Title

    negotiations.pdf

    Copyright

    © © All Rights Reserved

    Available Formats

    PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    The document discusses key aspects of negotiation including: 1) Negotiation is a process of communication between two or more parties to try and reach an agreement on issues. 2) Important negotiating abilities include artfulness, diplomacy, detachedness, and fairmindedness. 3) The key stages of negotiation are preparation, opening session, bargaining, and settlement.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    953 views16 pages

    Negotiations PDF

    Uploaded by

    Sunil s
    The document discusses key aspects of negotiation including: 1) Negotiation is a process of communication between two or more parties to try and reach an agreement on issues. 2) Important negotiating abilities include artfulness, diplomacy, detachedness, and fairmindedness. 3) The key stages of negotiation are preparation, opening session, bargaining, and settlement.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Download as pdf or txt
    You are on page 1of 16

    SBN Handout-1

    Dr. Himanshu Rai


    IIM Lucknow, India
    What is Negotiation
    Negotiation is a process of communication
    whereby two or more parties come
    together to attempt to reach agreement on
    one or more issues

    Dr. Himanshu Rai, IIM Lucknow, India


    Negotiating Ability

    Artfulness
    Diplomacy
    Detachedness
    Fairmindedness
    Sagacity

    Dr. Himanshu Rai, IIM Lucknow, India


    Stages in Negotiation
    Preparation: gathering relevant information, deciding
    the issues of interest to both the parties, setting
    priorities, developing supportive arguments
    Opening session: establishing ground rules,
    determining a framework for action, exchanging
    initial proposals
    Bargaining: engaging in give and take, discussion of
    issues and exchange of counterproposals
    Settlement: Reaching a final agreement or closing
    the deal

    Dr. Himanshu Rai, IIM Lucknow, India


    Key Steps in Preparation

    GOALS STRATEGY PLANNING

    Dr. Himanshu Rai, IIM Lucknow, India


    Goals

    Substantive Goals
    Money, specific outcome
    Intangible Goals
    Winning, settlement at any cost
    Procedural Goals
    Shaping the agenda, voice

    Dr. Himanshu Rai, IIM Lucknow, India


    Strategy
    The overall plan to achieve ones goals
    Strategy versus Tactics
    Differ in scale, perspective and immediacy
    Tactics are short term, adaptive moves to enact or
    pursue broad strategies
    Subordinate to strategy
    Structured, directed and driven by strategic
    considerations
    E.g., Strategy: Integrative; Associated tactics: describing
    your interests, using open ended questions, active
    listening to understand the others interests, inventing
    options for mutual gain
    Dr. Himanshu Rai, IIM Lucknow, India
    Strategy: Dual Concerns Model
    Substantive Outcome Important
    YES NO

    Relational
    Collaboration Accommodation
    Outcome YES
    Important

    Competition Avoidance
    NO

    Dr. Himanshu Rai, IIM Lucknow, India


    Planning: Implementing the Strategy
    Defining the Issues
    Assembling the issues and defining the bargaining mix
    Defining interests
    Defining limits and alternatives
    Defining ones own objectives (targets) and opening bids
    (where to start)
    Assessing constituents and the social contexts in which
    negotiation will occur
    Analyzing the other party
    Planning the issue presentation and defense
    Defining protocol-where and when the negotiation will
    occur, who will be there, what the agenda will be etc.

    Dr. Himanshu Rai, IIM Lucknow, India


    Communication: Roots

    Communicare: To share; to make common


    Communication: Process of transmitting
    information from one person to another
    (Weick and Browning, 1986)
    Effective Communication: Information is
    received as accurately in terms of content
    and meaning as intended by the sender

    Dr. Himanshu Rai, IIM Lucknow, India


    Process of Communication
    Encoding and decoding

    Sender Receiver
    Encodes Decodes

    Dr. Himanshu Rai, IIM Lucknow, India


    Information and Data

    Data: Raw figures and facts defined within


    a narrow context
    Information: Data in meaningful form

    Dr. Himanshu Rai, IIM Lucknow, India


    Information

    Usefulness is a factor of
    Accuracy
    Timeliness
    Completeness
    Relevance

    Dr. Himanshu Rai, IIM Lucknow, India


    Objectives of Communication
    Informing
    Convincing
    Persuading

    Dr. Himanshu Rai, IIM Lucknow, India


    Persuasive communication
    Aristotles Rhetoric
    Ethos
    Pathos
    Logos

    Dr. Himanshu Rai, IIM Lucknow, India


    Power List
    BATNA
    Competition
    Legitimacy
    Risk Taking
    Commitment
    Expertise
    Knowledge of needs
    Investment
    Reward/Punishment
    Identification
    Morality
    Precedent
    Persistence
    Persuasive capacity
    Attitude
    Symbols

    You might also like