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1.

Negotiating

2.

Negotiating is everywhere. You negotiate
while at work, at home, even during leisure
activities. You may negotiate contracts for
jetliners, for cleaning services, or with your
kids for dinnertime; these are all
negotiations. They differ in size and scope
only, but not the basics.

3.

• You have to negotiate with the young ones to get their
homework done and to be home in time for dinner. You
have to negotiate with your partner over everything from
who does the dishes to larger decisions like where you’re
taking the family for vacation next time around.
• These examples just touch on negotiations within your
inner world—your workplace, your home, your family. The
spectrum widens considerably when you consider the
negotiations necessary to buy something big or to get your
finance fixed.
• Every one of us negotiates every day. Not necessarily from
sunup to sundown—but a lot. It’s an unavoidable feature
of today’s life.

4.

Now you give examples of negotiating
(your workplace, your university, your
home, your family)

5.

What do you think negotiation is?

6.

Now you are going to read some definitions of
the word “Negotiation”. Can you comment on
them?

7.

I always like to begin coverage on an important
topic, in this case negotiation, by defining the
term itself and giving some insight into what it is
and what it isn’t. So here are some popular
definitions for the word negotiation. I’ve also
made some comments about each:
• Negotiation is a discussion aimed at reaching
an agreement(Oxford Dictionaries).

8.

This is the simplest definition. End
result: an “agreement.” Process: a
“discussion.” The definition captures
the basics and is a good place to start,
but it doesn’t tell us much about the
discussion or the agreement.

9.

• Negotiation is a dialogue between two or
more people or parties intended to reach a
beneficial outcome (Wikipedia).

10.

Here we get a little more “color” on both the
discussion and the agreement. The discussion is
between two or more parties; the agreement is
a “beneficial outcome.” Of course that raises the
question, “Beneficial to whom?”

11.

Negotiation is a give and take process between
two or more parties, each with its own aims,
needs, and viewpoints(Business Dictionary).

12.

Still better. I like “give and take.” That’s what we
do in the discussion—give on some points in
order to take on others, back and forth, back
and forth, until a satisfactory agreement,
hopefully for both parties, is reached. I like the
enhanced description of the parties and their
interests—each with its own “aims, needs, and
viewpoints.” True.

13.

Which definition do you like more?

14.

What Negotiation Isn’t

15.

What Negotiation Isn’t
• Not a confrontation. Yes, the two sides may have different views,
goals, wants, or needs. But the discussion of those factors should
be calm, civil, and factual—not an “I win, you lose” confrontation.
• Not an argument. Same idea. Both of you have something to gain
from the negotiation.
• Not a disagreement. However, the negotiation may play a role in
settling a disagreement.
• Not a shouting match. Again, peace carries the day. Negotiation
brings both sides together rather than driving them apart.
• Not a win-lose proposition (in most cases). A win-lose mentality
may create more advantage today but loses in the long run as you
alienate your counterparty.
A good negotiation is a peaceful, thought-out effort to reach an
agreement on something important.

16.

Types of negotiation
If people negotiate (with each other), they talk in order to reach
an agreement which is to their mutual advantage – good for
them both.
Examples of these situations in business are:
• customer–supplier negotiations
• wage negotiations
• merger or takeover negotiations
• trade negotiations
Negotiations also take place to
settle disputes – decide arguments.
• contract disputes
• labour disputes
• trade disputes

17.

How to prepare for negotiating?

18.

The essence is “seeing” the outcome. Try to imagine
what a finished deal will look like.
You might ask yourself the following questions:
• What do I hope to achieve in the negotiation?
• What is my main goal? The best outcome?
• What are my secondary goals?
• What are my “musts” and “wants”?
• What can prevent me from being successful?
• What are the likely specific stumbling blocks?
• How can I overcome these stumbling blocks?
• What preparatory steps can I take to make the
negotiation quick and successful?

19.

How could you prepare for a negotiation?
Have a clear goal
Be aware of your counterpart’s goals
Develop rapport and trust
Explore common ground
Be flexible and open to alternatives
Be self-confident and persuasive
Avoid conflict and tension
Remain positive
Be clear about what stage of the negotiation you are at
Give reasons for your arguments
Summarize and test understanding
Ask questions
Avoid immediate responses and reactions

20.

Positive positions
Through a series of proposals or counter-proposals from the other side, the
two sides work towards an agreement that will benefit them both
1 ) If you offer more attractive financing, we will be able to
increase our order.
2 ) As long as the planes are delivered on time, we could
consider ordering more in the future.
3) On condition that you deliver 20 planes by May, we will start
negotiating a second order then.
4) Supposing that you provide good technical support, we may
be prepared to pay a higher price.
5) Provided you understand our immediate needs, we might
agree to later delivery of some of the planes.

21.

Negative positions
These can be expressed with ‘if’ or ‘unless’.
If you don’t reduce the price, we will go elsewhere.
Unless you
If you fail to deliver on time, we will go to a
Unless you court for compensation.
If you can’t
Unless you
sort out the technical problems, we will
cancel our order.
If you refuse to take account of the issues we’ve
Unless you
mentioned, we won’t continue these negotiations

22.

Win-win
The idea with win-win is that in negotiations
there shouldn’t be winners and losers. The
negotiators try to reach a win-win solution – an
agreement of equal benefit to them both.
One way of starting out is probing – asking the
right questions and listening carefully to the
answers – to find out more about the objectives
of the other side, in order to build on the
information you collected before the negotiation

23.

Thank you for discussion!