BHARATI COLLEGE ( UNIVERSITY OF

DELHI )

SEC
NEGOTIATIONS AND
LEADERSHIP
PRESENTATION
(semester-3)
PRESENTATION ON MANAGING
CRITICAL MOMENT IN
NEGOTIATION
 CONTENT
Introduction of Negotiations
1.Types of negotiations approach used by Negotiation
critical
moments that make or break the deal.
2.How to identify these critical moments.
3.Strategies to manage critical moments in the Negotiation.
4.Role of Communication and relationship in Negotiations.
5.Understand the others party psychology to understand
their interest .
6.Build trust and improve the Scope of the Negotiation.
7.Overcoming Communication Barriers.
8.Difficult behaviour and information asmmetry
 GROUP PRESENTATION
MEMBERS :-
• Isha – 23501/HDP/4
• NEHA – 23501/H0/3
• Deepika – 23501/HDP/24
• HUDA SHAMIM - 23501/EP/26
• ANISHA – 23501/EO/3
• PRAGATI – 23501/HDP/30
• SHAHIN – 23501/HDP/18
• MUSKAN- 23501/HM/14
• PRIYANKA -23501/HDP/14
INTRODUCTION OF NEGOTIATION
SOME EXAMPLES OF NEGOTIATION
1- Salary Negotiation: An employee asks for
a 10% raise by presenting data on industry
standards and their contributions to the
company.
2- Group Project Roles: A student negotiates
with teammates to assign specific roles based
on each member's strengths, ensuring a fair
distribution of work.
3- Business Merger: Two companies negotiate
a merger, agreeing on a 60-40 profit share
based on their respective contributions and
resources.
2- PROCESS OF NEGOTIATION?
1 Preparation
1.1-Research: Understand the context of the negotiation, including relevant background information
about the parties involved.
1.2-Define Objectives: Clearly outline your goals and what you hope to achieve. This includes knowing
your ideal outcome as well as your minimum acceptable outcome.
2. Discussion
2.1- Active Listening: Engage in active listening to fully understand the other party’s perspective. This
clarifies misunderstandings.
2.2- Clarification: Ask questions to clarify points and ensure you fully grasp the other party's
interests.
3. Bargaining
3.1- Exchange offer : Begin the process of making offers and counteroffers.
3.2- Concessions: Be prepared to make concessions and recognize the importance of compromise.
Effective negotiators often give up something to gain something more valuable.
4. Closure
4.1- Agreement: Once a satisfactory solution is reached, summarize the key points of the
agreement. Make sure both parties are clear on the terms.
4.2- Formalization: put the agreement in writing. This helps to avoid misunderstandings
and ensures accountability.
5. Implementation
5.1-Action Steps: Outline the specific actions required to implement the agreement.
5.2- Monitor Compliance: Follow up to ensure that both parties adhere to the agreed
terms. Address any issues that arise during implementation promptly.After
implementation, review the outcomes of the negotiation. Consider what worked well and
what could be improved in future negotiations. And Maintain communication with the
 NEGOTIATORS USE A VARIETY OF APPROACHES DEPENDING ON THE
SITUATION, THE RELATIONSHIP WITH THE OTHER PARTY, AND THE DESIRED
OUTCOME. HERE ARE THE MAIN TYPES OF NEGOTIATION APPROACHES:

• 1.Integrative Negotiation (Win-Win or

• 3.Avoidance Negotiation
Collaborative)
• Focus: Creating value by expanding the pie for • Focus: Sidestepping conflict or delaying
mutual gain. engagement.
• Key Traits: Collaborative, interest-based. • Key Traits: Non-confrontational, passive.
• Goal: Find solutions that satisfy both parties’ • Goal: Avoid conflict, sometimes to let tensions
underlying interests. cool or when the issue is not critical.
• Tactics: Active listening, problem-solving, • Tactics: Postponing decisions, ignoring, or
exploring multiple options. withdrawing.
• Example: A business partnership negotiation • Example: Delaying a decision on a contentious
where both parties want long-term success. issue to gather more information.
• 2.Distributive Negotiation (Win-Lose or Zero-Sum) • 4.Compromising Negotiation
• Focus: A fixed pie, where one party's gain is the • Focus: Finding a middle ground where both
other's loss. parties give up something.
• Key Traits: Competitive, adversarial.Goal: • Key Traits:
Maximize personal gain.
• Moderate, pragmatic.Goal: Reach a quick, fair
• Tactics: Hard bargaining, anchoring, limited resolution by splitting differences.Tactics:
concessions. Offering concessions, meeting halfway.
• Example: Negotiating over price in a single • Example: Salary negotiation where both sides
transaction with no future relationship expected. adjust expectations to reach an agreement.
5.Collaborative (Principled or Interest-Based)
Negotiation Goal: Improve outcomes by having strong
alternatives.
Focus: Satisfying the interests of both
parties through cooperation. Tactics: Leveraging outside options, showing
Key Traits: Problem-solving, trust-building. the ability to walk away.

Goal: Achieve mutually beneficial outcomes. Example: A supplier negotiating a contract

with multiple potential buyers, signaling
Tactics: Exploring shared goals, separating their readiness to walk away if the deal isn't
people from the problem, brainstorming favorable.
creative solutions.

Example: A joint venture where both parties

collaborate to design a win-win outcome
.
6.BATNA-Based Negotiation (Best Alternative
to a Negotiated Agreement)

Focus: Strengthening one's position by

developing alternatives outside the
negotiation.
 HOW TO TO IDENTIFY THESE CRITICAL
MOMENTS.
.
• Physical Movements:
• Business and Strategy:
• 1. Video analysis: Slow down or
pause videos to observe • 1. SWOT analysis:
movements.
• 1. Identify strengths, weaknesses, opportunities, and threats.
• 2. Motion capture technology:
Uses sensors or cameras to track • 2. Market research: Understand customer needs and market
movements. trends.
• 3. Human observation: Trained
observers can identify critical • 3. Competitive analysis: Study competitors' strategies
movements. • .Health and Wellness:
• Financial Markets:
• 1. Biomechanical analysis: Study movement patterns
• 1. Technical analysis: Chart
patterns, trends, and indicators. • .2. Physiological monitoring: Track vital signs and health metrics.
• 2. Fundamental analysis: • 3. Symptom tracking: Identify patterns and changes.
Financial statements, news, and
events. • Tools and Techniques:
• 3. Market sentiment analysis:
• 1. Machine learning algorithms
Analyze investor attitudes.
• Social Movements: • 2. Data visualization
• 1. Social media monitoring: Track • 3. Statistical process control
hashtags, keywords, and
influencers. • 4. Root cause analysis
• 2. Sentiment analysis: Analyze • 5. Decision trees
public opinions and emotions.
• 3. Network analysis: Study • Steps to Identify Critical Movements:
relationships between individuals • 1. Define objectives: Clearly articulate what you want to achieve.
and groups.
• 2. Gather data: Collect relevant information.
 STRATEGIES TO MANAGE CRITICAL MOMENTS IN THE NEGOTIATION
1. Stay Calm and Composed
5. Stay Anchored to Your GoalsK
• Emotional Control: Don’t let emotions dictate your
reactions. Take deep breaths and pause before • now Your Priorities: Keep your main goals in
responding. mind and don’t get sidetracked by minor
• Active Listening: Pay close attention to what the
points.
other party is saying, both verbally and non-verbally, • BATNA (Best Alternative to a Negotiated
to better understand their position and needs. Agreement): Know your fallback options and
2. Buy Time be ready to walk away if necessary.
• Pause: If you feel overwhelmed or pressured, take a 6 . Present Creative Solutions
break. Use phrases like "Let me think about that" or
"Can we revisit this point?“ • Problem-Solving Approach: Look for
innovative ways to resolve impasses,
• Request Clarification: Asking for more details can
help you slow down the pace and buy time to
especially by exploring options that might
evaluate your options. not have been considered initially.
3. Reframe the Situation • Package Deals: Offer compromises that
involve multiple issues to find a middle
• Reposition Issues: Try to reframe disagreements as ground (e.g., “If you agree to X, we can give
opportunities for mutual gain. For instance, instead
of focusing on what each party stands to lose, in on Y")
highlight potential benefits. 7. Maintain Flexibility
• Shift Focus: If discussions hit a roadblock, shift focus
• Adapt to New Information: Be willing to
to a less contentious point and come back to the
critical issue later. modify your approach as new facts or
perspectives come to light.
4. Use Silence as a Tool
• Negotiation Tactics: Use various tactics (e.g.,
• Strategic Silence: Silence can prompt the other party making concessions, offering trade-offs)
 ROLE OF COMMUNICATION AND RELATIONSHIP IN
•
NEGOTIATIONS :
Communication is a key component of negotiation, and it plays a role in building trust, understanding
needs, and reaching agreements.
Here are some ways communication and relationships are important in negotiation:
1. Active listening
Paying full attention to the speaker, understanding their message, and responding appropriately.
2. Emotional intelligence
An important negotiation skill that helps create safe and functional relationships.
3. Nonverbal communication
Participants in a negotiation communicate information through body language and gestures.
4. Problem solving
Developing problem-solving skills can help improve negotiation skills.
Other important negotiation skills include Communicating clearly, Fostering collaboration, Identifying
nonverbal cues, Using the right words, and Expressing thoughts in a compelling and engaging way

Other important negotiation skills include Communicating clearly, Fostering

collaboration, Identifying nonverbal cues, Using the right words, and Expressing
thoughts in a compelling and engaging way.
 UNDERSTAND OTHER'S PARTY PSYCOLOGY TO UNDERSTAND THEIR
• INTEREST
Why Understand Others' Psychology?
1. Effective communication • Negotiation Strategies

2. Building trust and rapport Framing and Perception: How you

frame your offer can influence how it
3. Identifying interests and needs is perceived. People respond
4. Finding mutually beneficial solutions differently based on how information
is presented (loss vs gain , risk vs
5. Managing conflicts and emotions reward).
6. Personal growth Ask Open-Ended Questions: Encourage
7. Social benefits them to elaborate on their thoughts.
Open-ended questions help people
• Key Aspects /Factors of Others' Psychology express themselves more freely,
1. Interests: What are their underlying goals, revealing what is important to them.
*Active Listening and Empathy: Pay close
needs, and priorities?
attention not only to what someone is
2. Motivations: What drives their decision- saying but how they are saying it. Body
making?(e.g., financial gain, security, language, tone of voice, and facial
recognition) expressions can reveal their true feelings
3. Values : What matters most ?(e.g., fairness,. and interests. Empathy helps you
loyalty , control) understand their perspective, making it
4. Personality Traits: How do they interact and easier to align your proposal with their
respond? needs .
*Observe Patterns*: Notice what topics they repeatedly bring up, what excites
them, or what they seem particularly passionate about. This helps identify long-
term interests.
*Understanding Interest Vs. Position* : A position is what someone says they want,
while their interest is the underlying reason for it . Digging deeper into "why" they
are asking for something reveals their true concerns or desires.
*Reciprocity and trust building: Offering something of value to them, even if small,
can encourage openness. When people feel they are understood, they are more
likely to share their true interests. *Understanding Power Dynamics*:- The other
party's perception of power ( whether based on resources, knowledge or
alternatives) affects how they negotiate.By tuning into these psychological cues,
you can align your approach to match their interests and better understand their
needs. of Understanding Others' Psychology
Benefits
1. Improved relationships
2. 2. Increased trust and credibility
3. 3. Enhanced collaboration
4. 4. More effective decision-making
5. 5. Better conflict resolution
 BUILD TRUST AND IMPROVE THE SCOPE OF THE NEGOTIA
Improving the Scope of Negotiation:
Building Trust: • Expand Options: Encourage brainstorming
sessions to explore new solutions or
• Active Listening: Genuinely listen to the other alternatives. Introducing creative options can
party's concerns, needs, and priorities. This increase the scope for both parties to find more
shows respect and that you value their input, value.
which builds rapport.
• Mutual Gains: Frame the negotiation as an
• Small Concessions: Offering small, thoughtful opportunity for both sides to benefit. Seek
concessions early in the negotiation can create solutions that address the needs of both
a cooperative atmosphere and signal goodwill, parties, thereby expanding the scope of
which invites reciprocity. possible outcomes.
• Follow Through on Promises: Deliver on any • Explore Contingency Agreements: If there’s
promises made during the negotiation to uncertainty about certain outcomes (e.g., future
reinforce trust in your commitment to the market conditions), negotiating flexible,
agreement. conditional agreements can allow both sides to
• 4. Empathy: Demonstrate empathy by accommodate future developments.
understanding the other party’s perspective, • Focus on Interests, Not Positions: Dig into
even if you don’t agree. Acknowledging their underlying interests rather than focusing on
concerns fosters goodwill and openness. rigid positions. Understanding "why" behind a
• Transparency: Be open and honest about your demand may reveal opportunities for
intentions, constraints, and goals. Transparency compromise or win-win scenarios.
reduces suspicion and promotes confidence in • Add Variables: Introduce multiple issues or
the negotiation process. variables for negotiation rather than limiting it
• Consistent Behavior: Consistency in your to a single point. By negotiating on multiple
actions and words over time helps establish fronts (e.g., price, terms, delivery, or
reliability. If the other party knows they can warranties), it’s easier to find trade-offs that
count on you to follow through, trust builds work for both sides.
 OVERCOMING COMMUNICATION BARRIERS :-
• Active Listening: Focus on the speaker, avoid interruptions, and clarify messages by
asking questions
• Clear and Simple Language: Avoid jargon or complex language. Tailor your message
to the audience’s level of understanding.
• Non-Verbal Communication: Be mindful of body language, facial expressions, and
gestures to ensure they match your message.
• Feedback Loop: Encourage feedback to confirm understanding and address
misunderstandings quickly.
• Cultural Sensitivity: Be aware of cultural differences in communication styles and
adapt accordingly
• Emotional Intelligence: Manage emotions effectively to keep conversations respectful
and productive.
• Use of Technology: Utilize tools like email, video calls, or messaging apps to bridge
distance and time zone barriers
• Context Awareness: Consider the setting, timing, and emotional state of the people
involved for better communication outcomes.
• Patience and Empathy: Be patient and empathetic, especially when dealing with
language barriers or differing viewpoints.
• Visual Aids: Use diagrams, charts, or other visual tools to simplify complex
 DIFFICULT BEHAVIOUR AND INFORMATION
ASMMETRY
deeply unsettling position of handling difficult 1. Listen to their concerns. To avoid dealing with
people who appear to have no concern for us or difficult people, don’t give them a reason to be
our outcomes. Faced with abrasive, competitive, difficult in the first place.
and even unethical behavior, we view ourselves 2. Resist the urge to threaten. Usually, an open and
as being in the right and the other party as honest conversation is all that is needed for ommon
being wholly wrong grouparties to begin to bridge their differences and
.Yet it’s important to consider that, in our real- find cnd.
life conflict scenarios, the other party may be
viewing us as difficult and uncooperative. When
you are confronted with difficult people (and 3. Don’t go on a power trip. The more powerful you
those who just seem difficult), spend some time or your team is in a negotiation, the greater the
exploring the possible motivations behind their need to avoid giving the other side the impression
obstinance that they are working with difficult people
.Whether you are dealing with difficult
coworkers or working with difficult people more • A final note: Negotiators often err in assuming
generally in your work life, the following that their counterparts are irrational. More often
guidelines should help you look at them in a than not, the other party is simply facing
more constructive light: constraints or stresses that are causing them to
seem irrational. Before playing armchair
psychologist, ask questions aimed at determining
whether some unseen pressure could explain
their behavior.
 CONCLUSION
• n conclusion, managing critical moments in negotiation is
essential for achieving successful outcomes. Effective
communication plays a pivotal role, as it allows parties to
express their needs clearly, listen actively, and adapt to the
dynamics of the conversation. Building strong relationships
fosters trust and collaboration, enabling negotiators to
navigate challenges more effectively and find mutually
beneficial solutions.By focusing on clear communication
and relationship building, negotiators can enhance their
ability to manage high-pressure situations, reduce
misunderstandings, and create an environment conducive
to problem-solving.Ultimately, the combination of these
skills not only leads to better negotiation outcomes but
also strengthens ongoing partnerships and future