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1、Negotiation,ConceptsApproachesStages,Concepts-what is negotiation,Negotiation is a process of interaction,by which two or more parties who need to be jointly involved in an outcome but who initially have different objectives,seek by the use of argument and persuasion,to resolve their differences in
2、order to achieve a mutually acceptable solution.,Concepts-basic characteristics,Negotiation involves two or more parties The parties must need each others involvement in achieving some jointly desired outcome The parties start with different interests and objectives,and these differences prevent the
3、 achievement of an outcome.Each party must consider that there is some possibility of persuading the other to modify their initial position.Each party must retain hope of an outcome which they can accept,and some concept of what this outcome might be.Each party must have some degree of power over th
4、e others ability to act.The negotiating process itself is essentially one of interaction between people primarily direct verbal inter-communication,though in some cases with a significant written element.,Approaches,Distributive ApproachIntegrative Approach,Distributive Approach,Negotiation in which
5、 strategic influence and guarding information have priority over dialogue and relationship is frequently described as a distributive approach.,Integrative Approach,Negotiation based on co-creation of understandings about the problem and an integration of parties needs is known as an integrative appr
6、oach.,Approaches to Negotiation,Integrative Negotiation Distributive NegotiationOpen sharing of informationHidden informationTradeoff of valued interestsDemand of interestsInterest-based discussionPositional discussionMutual goalsSelf goalsProblem solving ForcingExplanationArgumentRelationship build
7、ingRelationship sacrificingHard on problemHard on people,Stages,Four main stages what happens before negotiation begins what happens at the beginning of the actual negotiation what happens in the course of the actual negotiation what happens at the end of the actual negotiation,Stage 1:Before negoti
8、ation begins,Preparation and planningresearching the background and planning specific bargaining ploys Setting bargaining objectives.A top line objectiveA bottom line objectiveA target objectiveBATNAbest alternative to no agreementAssessing the other sides case.Assessing relative strengths and weakn
9、esses.,Stage 1:Before negotiation begins,Developing a strategyWhat style will I adopt?CollaboratingControllingAccommodatingCompromisingAvoiding What tactics will I use?,Stage 2:Getting started,Establishing a proper atmosphere,getting to know each otherOpening the negotiationSetting the agenda,Stage
10、3:Bargaining,Major phase in the whole process Building understandingGetting information and defining initial positions Testing arguments and positionsGetting and making concessionsBreaking deadlocksMoving towards an agreement,Stage 4:Closing,Closing a deal in the right way at the right time Formulating an agreementEnsuring implementationinclude an implementation program in the agreementset up a joint implementation review team ensure adequate information and explanation Reviewing your negotiating experience,
