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Introduction to Negotiation

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Negotiation is life

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Everyone negotiates every day

At home,At the store,

At the office,

In the street,

At school

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The Negotiation in Hospitality

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Tour Operators and Travel Agencies

Corporate customers

Convention and Meeting Plannerrs

Suppliers Employees and Trade unions

Direction (CEO, Chairman) or the Board

Tourism Bureau and other organisations and so on.

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Example of negociation

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Sales

Mediation

Conflict

legal negociations social negotiations

political negotiations

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Definition

Stphane GELY 2010 - Tous droits rservs

It is a process by which interested parties resolve

disputes by holding discussions and coming to an

agreement which can be mutually agreed by them.

business deal or bargaining for some product or for

individual or collective advantage..

payment means in exchange of goods, service or

money.

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ELEMENTS OF NEGOTIATION

Power

Time

Information

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Integrative Vs. Distributive2 visions of the negotiation

Stphane GELY 2010 - Tous droits rservs

Distributive outcomes ("win-lose" bargaining) competitive negotiation

how to distribute a fixed resource between two negotiators

the more one gets, the less the other gets

Integrative bargaining (win-win bargaining)all parties collaborate to find a "win-win" solution to their dispute

So that all parties achieve maximum mutual gains (Roy J.L, David M.S,

and John W. M, 1999). More satisfactory for all parties involved in the negotiation

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Traditional Models of Negotiation

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Hard Negotiation

Soft Negotiation Principled Negotiation

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Hard Negotiation

Negotiation of positions, rather than interests. Highly competitive : Just One Winner, Victory/Defeat

Distrust of the other side

All means can be used to gain the advantage Refuse of concessions

One-sided gains as the price of an agreement.

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Soft Negotiation

Negotiation of positions, rather than interests. Participants are considered as friends

Seeking agreement at almost any cost

Offering concessions easily

Preserving (or creating) a good relationship with

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Principled Negotiation

Interest-based approach to negotiation.

Fundamental principles of principled negotiation are:

1. it separates the people from the problem;

2. focuses on interests, not positions;

3. insists on objective criteria of the solution.

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Negotiation styles

COMPETINGI win You lose

AVOIDINGI lose You lose

COLLABORATINGI win You win

ACCOMODATINGYou win I lose

COMPROMISING

I win some - You win some

I lose some - You lose some

Agressive

Assertive

- +Relationshi orientationStphane GELY 2010 - Tous droits

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The negotiation stages

Before the

Negociation

During thenegotiation

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The negotiation stages

Before the Negotiation

Define objectives

Study the adverse party

To contextualize

To define a strategy

Plan the progress

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The negotiation stages

During the Negotiation

Opening the negotiation

Listening and Understanding

Bargaining

Finding an agreement

Reformulating

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Negotiation Tips

1. Do not underestimate your power.

2. Do not assume that other party knows your weaknesses.

3. Dont be intimidated by status.

4. Dont be intimidated by statistics, precedents, principles, orregulations.

5. Most negotiation will require some concession making.

6. It is a mistake to assume you know what the other party wants.

7. Never accept the 1st offer.8. Dont fear to negotiate.

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Common mistakes to be avoided

1. Inadequate Preparation2. Ignoring the give/get principle

3. Use of intimidating behavior.

4. Impatience.

5. Loss of temper.

6. Talking too much, listening too little, and remainingindifferent to body language.

7. Arguing instead of influencing.8. Ignoring conflict.

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The words and the rest

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VibesSymbolic

How something is said

instead of what is said i.e.

volume, rate and rhythm,

silent pauses, sighs etc.

Facial expressions,

body gestures, dress

etc.

KinesicsParalanguage

Feelings and

emotions received

from others through

their body actions

The words and the rest

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Handling Emotions

Emotional Challenges

Anger/exasperationInsulted

Guilt

False flattery

Recommended Response

Allow venting. Probe for whyWhat wouldnt be insulting?

Focus on issues

Re-focus

What do if you face such situation?

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Body Language Signification

Avoiding eye contact Lack of confidence

IntimidationMaking excessive eye contact

Lack of confidenceFiddling with objects such as hair,

pencils, or papers

Crossing and uncrossing the legs Impatience

Not receptive to your bargaining

position

Keeping legs and arms crossed

Hands behind the head Decision already taken

Kinesics

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Every person has a dominant sens or combination of senses

Visual

Auditory

Kinesthetic / Tactile

Olfactory

Gustatory

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The more you match your language to TOSs preferred senseMore effective is your communication

Making Sense

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Words & Senses

I see what you mean.

Loud and clear

Take a dim view of

To tell the

truth

Hang in

there

Get a handle

on

That rings

a bell

Hand in

hand

See eye to

eye

Voiced anopinion

Get or grips

with

I follow your drift

Ill see

to it

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Words & Senses

I see what you mean.

Loud and clear

Take a dim view of

To tell the

truth

Hang in

there

Get a handle

on

That rings

a bell

Hand in

hand

See eye to

eye

Voiced anopinion

Get or grips

with

I follow your drift

Ill see

to it