Negotiation is Not a Competitive Sport

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Transcript of Negotiation is Not a Competitive Sport

Negotiation is not a competitive sport

Prepared by: Shreyas Laste(28) Anuja Joshi (22) Harshada Gore (15) Harshal Bedagkar(04) Sanket Gawas(13)

What Is Negotiation

Negotiation is a dialogue intended to resolve dispute, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interest Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life

Why Negotiate?Individual or company sometimes do not get what they want To satisfy our needs When we understand that something that we are offering is important to other party To achieve favorable results To reach on a agreement When the outcome has to yield a winner or a loser

History Of NegotiationTwo property owner who had disagreement would hire knights to determine who is right Centuries ago, someone invented lawyers to determine the who is right in a dispute Using this negotiation can be viewed as waging peace One step in negotiation was the development of what people called

Negotiation In MarketingNegotiation and consultation are an important part of employer/employee relations in the workplace Managers will negotiate with trade unions and with individual employees over work related issues Consultation is an important aspect of any type of change that managers are thinking about introducing

Why Parties CompetePrimary objective is to beat the other party which is a great deal of sense in many areas of life Negotiation should yield a commitment among parties to an agreement To gain the moral high ground Its said if treated as competition, the negotiation process may yield short term gains; long term gains however are not a likely results

Competing for SuccessIn sports or business, competition tends to reward those with more power or skill Negotiation process forces loosing party to accept agreement forcefully Employees negotiate with bosses or HR trying to get ahead of colleagues for career ladder Vendors negotiate with buyers to make sales People negotiate to see who can get

Negotiation partners make competitive process?Negotiating with colleagues bring about buy-in can be crucial to building teams in company Internal negotiations that work lead to greater success for external negotiation (customer, suppliers) Companies obligation to itself and other constituents is to gain advantage over competitors

Competitive tactics

Bluffing : Negotiator may bluff other party not by saying false, but making a risky proposal and prepare to accept consequences of having made the proposal Spying and Information gathering : The more information one gathers before negotiation the more prepared one is to negotiate Coalition building : Finding out which other party are likely to be supportive at ones

In The End, Letter C is ImportantInterest that underlie the positions taken by parties can be Common, Complementary. Decision making process can be Combative, Competitive or Collaborative This all can lead to Commitment, the outcome of successful negotiation Competitive negotiation yields winners and losers and reduces likelihood will be fully committed to

ConclusionNegotiation is about how parties are going to bring added value from having worked together. It is not a competitive sport