Negotiation***********************************

Negotiation

1. Negotiation
By:
Dr. Esraa Mohammed Soltan
Nursing Administration Department
2022

2. Outline:
•Definition of negotiation
•Examples of negotiation
•Three criteria for negotiation to take place
•Types of negotiation
•Types of negotiation outcomes
•6 Steps to a successful negotiation-PERPOS

4. Definition of negotiation:
Negotiationinvolvestwoormorepartieswhoare
engagedindirectdiscussionstoreachanagreement.
Bothpartiesusepersuasionandinfluencetogetthe
othersidetoagreewiththem.

5. Examples of negotiation:
•Abuyerandasalesmanarenegotiatingapricefora
car.
•Awifeisnegotiatingwithherhusbandoveruseof
finances.

6. Three criteria for negotiation to take place:
•Theissuemustbenegotiable
•Thenegotiatorsmustbeinterestedingivingaswell
astakingduringtheprocess
•Thenegotiatingpartiesmusttrusteachother,as
wellasthenegotiatingprocess

7. Types of negotiation:
•Cooperative(i.e.everybodywins)
•Competitive(i.e.onepartywins,theother
loses).

8. Integrative negotiation:
Integrative(cooperative)negotiationisa
collaborativemodelinwhichthepartiesseekto
expandtherangeofpossibleoutcomesandthereby
maximizetheirindividualbenefitsbysharinginthe
jointeffortsandresults.
Thisisthewin-winmodelofnegotiation.

9. Distributive negotiation:
Distributive(competitive)negotiation,bycontrast,is
azero-sumgameinwhichpartiesareinastateof
competition,wherebyeachpartyseeksdominance
overtheotherandtriestomaximizeitsownself-
interests.
Thisisthewin-losemodelofnegotiation.

10. Types of negotiation outcomes:
•Win-Lose
•Lose-Lose
•Partial win-Partial lose
•Win-Win

11. Win-Lose:
•Onepartywins,andtheotherloses.
•Thiscanhappenwhenthepartiesaremismatched,
orwhenonepartyisnotprepared.
•Itcanalsoresultfromcheating.
•Inanycase,theloserwillresentthewinner,andany
relationshipbetweenthepartieswillsuffer.

12. Lose-Lose:
•Bothpartieslose.

13. Partial win-partial lose:
Thisisbyfarthemostcommonnegotiatingoutcome.
Bothpartiesgetpartofwhattheywant,butneither
hashisinterestsfullysatisfied.
Thisseemsfairsincebothcomeoutbetteroffthan
theywere,andweallunderstandthatwecan’t
realisticallyexpecttogeteverythingwewant.

14. Win-win:
•Both parties get everything they want!
•This is the best of all possible worlds! It’s the ideal
outcome.

15. 6 Steps to a successful negotiation-PERPOS
1.Plan ahead.
2.Emotional control.
3.Reduce tension.
4.Persuade.
5.Options.
6.Solutions.