Download - Negotiation is Not a Competitive Sport

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Negotiation is not a Negotiation is not a competitive sportcompetitive sport

Prepared by:Prepared by: Shreyas Laste(28)Shreyas Laste(28)

Anuja Joshi (22)Anuja Joshi (22) Harshada Gore (15)Harshada Gore (15)

Harshal Bedagkar(04)Harshal Bedagkar(04) Sanket Gawas(13)Sanket Gawas(13)

What Is NegotiationWhat Is Negotiation Negotiation is a dialogue intended to resolve Negotiation is a dialogue intended to resolve

dispute, to produce an agreement upon dispute, to produce an agreement upon courses of action, to bargain for individual or courses of action, to bargain for individual or collective advantage, or to craft outcomes to collective advantage, or to craft outcomes to satisfy various interestsatisfy various interest

Negotiation occurs in business, non-profit Negotiation occurs in business, non-profit organizations, government branches, legal organizations, government branches, legal proceedings, among nations and in personal proceedings, among nations and in personal situations such as marriage, divorce, situations such as marriage, divorce, parenting, and everyday life parenting, and everyday life

Why Negotiate?Why Negotiate? Individual or company sometimes do Individual or company sometimes do

not get what they wantnot get what they want To satisfy our needsTo satisfy our needs When we understand that something When we understand that something

that we are offering is important to that we are offering is important to other partyother party

To achieve favorable resultsTo achieve favorable results To reach on a agreementTo reach on a agreement When the outcome has to yield a When the outcome has to yield a

winner or a loserwinner or a loser

History Of NegotiationHistory Of Negotiation

Two property owner who had Two property owner who had disagreement would hire knights to disagreement would hire knights to determine who is rightdetermine who is right

Centuries ago, someone invented lawyers Centuries ago, someone invented lawyers to determine the who is right in a disputeto determine the who is right in a dispute

Using this negotiation can be viewed as Using this negotiation can be viewed as waging peacewaging peace

One step in negotiation was the One step in negotiation was the development of what people called win-development of what people called win-win approachwin approach

Negotiation In Negotiation In MarketingMarketing

Negotiation and consultation are an Negotiation and consultation are an important part of important part of employer/employee relations in the employer/employee relations in the workplaceworkplace

Managers will negotiate with trade Managers will negotiate with trade unions and with individual unions and with individual employees over work related issues employees over work related issues

Consultation is an important aspect Consultation is an important aspect of any type of change that managers of any type of change that managers are thinking about introducingare thinking about introducing

Why Parties CompeteWhy Parties Compete Primary objective is to beat the other Primary objective is to beat the other

party which is a great deal of sense in party which is a great deal of sense in many areas of lifemany areas of life

Negotiation should yield a commitment Negotiation should yield a commitment among parties to an agreementamong parties to an agreement

To gain the moral high groundTo gain the moral high ground Its said “ if treated as competition, the Its said “ if treated as competition, the

negotiation process may yield short negotiation process may yield short term gains; long term gains however term gains; long term gains however are not a likely results”are not a likely results”

Competing for SuccessCompeting for Success In sports or business, competition tends to In sports or business, competition tends to

reward those with more power or skillreward those with more power or skill Negotiation process forces loosing party to Negotiation process forces loosing party to

accept agreement forcefullyaccept agreement forcefully Employees negotiate with bosses or HR Employees negotiate with bosses or HR

trying to get ahead of colleagues for career trying to get ahead of colleagues for career ladderladder

Vendors negotiate with buyers to make Vendors negotiate with buyers to make salessales

People negotiate to see who can get the People negotiate to see who can get the best price (Competing to feed egos)best price (Competing to feed egos)

Negotiation partners make Negotiation partners make competitive process?competitive process?

Negotiating with colleagues bring Negotiating with colleagues bring about buy-in can be crucial to about buy-in can be crucial to building teams in companybuilding teams in company

Internal negotiations that work lead Internal negotiations that work lead to greater success for external to greater success for external negotiation (customer, suppliers)negotiation (customer, suppliers)

Companies obligation to itself and Companies obligation to itself and other constituents is to gain other constituents is to gain advantage over competitorsadvantage over competitors

Competitive tacticsCompetitive tactics

Bluffing : Negotiator may bluff other party not Bluffing : Negotiator may bluff other party not by saying false, but making a risky proposal by saying false, but making a risky proposal and prepare to accept consequences of having and prepare to accept consequences of having made the proposalmade the proposal

Spying and Information gathering : The more Spying and Information gathering : The more information one gathers before negotiation information one gathers before negotiation the more prepared one is to negotiatethe more prepared one is to negotiate

Coalition building : Finding out which other Coalition building : Finding out which other party are likely to be supportive at one’s party are likely to be supportive at one’s interest and what will take to bring about the interest and what will take to bring about the other party buy-in to agreementother party buy-in to agreement

In The End, Letter “C” is In The End, Letter “C” is ImportantImportant

Interest that underlie the positions taken Interest that underlie the positions taken by parties can be Common, by parties can be Common, Complementary.Complementary.

Decision making process can be Decision making process can be Combative, Competitive or CollaborativeCombative, Competitive or Collaborative

This all can lead to Commitment, the This all can lead to Commitment, the outcome of successful negotiationoutcome of successful negotiation

Competitive negotiation yields winners Competitive negotiation yields winners and losers and reduces likelihood will be and losers and reduces likelihood will be fully committed to resulting agreement fully committed to resulting agreement

ConclusionConclusion

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