Negotiation.pptx for conflict and peace studies

CAPS

1. Negotiation CAPS Program Mid-Western University January 2, 2013 By: Kamal Raj Lamsal

2. Negotiation Negotiation is a basic means of getting what you want from others. Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of differences or gain advantage in outcome of dialogue. Back and forth communication designed to reach an agreement. Aims at compromise. Applies in family, business, government and so on.

3. Types of negotiation SOFT Participants are friends The goal is agreement Make concession to cultivate relationship Soft on the people and the problem Change your position easily and make offers Try to avoid a contest of will HARD Participants are adversaries Demand concession as a condition of the relationship Hard on the problem and the people Distrust others and make threats Dig in to your position

4. Principled negotiation Developed by Harvard Negotiation Project Mix up of both HARD and SOFT

5. Criteria of PN It should produce a wise agreement It should be efficient It should not damage the relationship

6. The method Separate the people from the problem Focus on interests, not positions Invent options for mutual gain Insist on using objective criteria Fisher, Roger and W illiam Ury . 1981. Getting to Yes: Negotiating Agreement Without Giving In. USA: Penguin Books. Pages 11-12.