I am sharing a presentation Negotiation_stages.pptx

Hbnn

1. Negotiation

2. CONFLICT MANAGEMENT: Negotiation NEGOTIATION is a process in which two or more parties exchange goods or services and attempt to agree upon the exchange rate for them. BATNA ( Best Alternative To a Negotiated Agreement ): BATNA determines the lowest value acceptable to one party in a negotiated agreement. Any offer received over BATNA is better than an impasse. Knowing BATNA of other party is also important in successful negotiation.

3. CONFLICT MANAGEMENT: Negotiation The Process of Negotiation has 5 steps : Preparation & Planning Definition of Ground Rules Clarification & Justification Bargaining & Problem Solving Closure & Implementation

4. CONFLICT MANAGEMENT: Negotiation 5 steps of the Process of Negotiation : Preparation & Planning : The homework before the actual negotiation to understand the nature, history, parties and their perceptions of the conflict. Definition of Ground Rules : At the beginning prior to actual negotiation, define rules such as—who will negotiate, where will it take place, time restrictions, issue restrictions, tactics if reach an impasse, etc. Clarification & Justification : When initial positions have been explained, both parties need to explain, amplify, clarify, bolster, & justify their original demands. This need not be confrontational. It is rather an opportunity to educate the other party as to why & how of one’s own demands.

5. 5 steps of the Process of Negotiation : Bargaining & Problem Solving : The essence of the negotiation process is the actual give-and-take in trying to has out an agreement. Concessions must be made by both parties. SKILLS: Beginning with positive overtures Addressing problems, not personalities Pay little attention to initial offers (they’re just a point of departure) Emphasize win-win solutions Create and open and honest climate for the negotiation

6. CONFLICT MANAGEMENT: Negotiation Closure & Implementation : Final step in negotiation process in formalizing the agreement that has been worked out, and developing any procedures that are necessary for implementation & monitoring. May require hammering out specifics in a formal contract.