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  1. Negotiation

  2. Program Objectives (1 of 2) • Understand what negotiations are all about. • Choose a strategy to effectively negotiate. • Learn the range of negotiation approaches and their results based on your interactions. www.readysetpresent.com

  3. Program Objectives (2 of 2) • Plan for a negotiation session. • Use communication techniques to avert potential conflicts. • Practice your general negotiation techniques. www.readysetpresent.com

  4. A Challenge Please Write a One Sentence Definition of N E G O T I A T I O N. www.readysetpresent.com

  5. Definition (1 of 2) • Negotiation is getting what you want from the other person -- no matter what. • We all know how bargaining works. You ask for a lot, and wind up settling for something in the middle. www.readysetpresent.com

  6. Definition (2 of 2) • Negotiation is an attempted trade-off between getting what you want and getting along with people. • Negotiation is a discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way. www.readysetpresent.com

  7. Negotiation Questions www.readysetpresent.com

  8. Negotiation Questions • What aspects of the negotiation will indicate it is proceeding well or poorly? • What will tell you that it is time to caucus? • What signs will you use to decide when a change in negotiators is necessary? • What constitutes a "successful" negotiation? www.readysetpresent.com

  9. Negotiation -- Remember “Two elements are essential: Reasonableness and Flexibility.” www.readysetpresent.com

  10. The Basic Components • Preparation • Objectivity • Strategy • Technique www.readysetpresent.com

  11. Basic Components (1 of 2) • Preparation: • Prepare for negotiation if you want to succeed. • Objectivity: • Assess your strengths, weaknesses, and goals. Successful negotiators make a point to "accentuate the positive." www.readysetpresent.com

  12. Basic Components (2 of 2) • Strategy: • Plan a realistic course of action based on sound preparation and objective appraisal of resources. • Technique: • Combine a wide range of skills; draw on experience and self-discipline. www.readysetpresent.com

  13. Identifying The Issues (1 of 3) Factors To Consider: • The Facts. • The Problem. • The Result. • The Reason. www.readysetpresent.com

  14. Identifying The Issues (2 of 3) • Determine the extent of each difference by asking: "What am I willing to do to reach agreement and what can I realistically expect from my opponent?" www.readysetpresent.com

  15. How To Assemble Data (1 of 4) • Prepare a written statement of your understanding of the facts that relate to each segment of the business to be discussed. www.readysetpresent.com

  16. The 5 Negotiating Approaches www.readysetpresent.com

  17. Style Pros and Cons (5 of 5) www.readysetpresent.com

  18. When Using Questions www.readysetpresent.com

  19. Third Party Intervention www.readysetpresent.com

  20. Physical Setting www.readysetpresent.com

  21. Appearance and Mannerisms www.readysetpresent.com

  22. What is your next step? www.readysetpresent.com

  23. Download “Negotiation” PowerPoint presentation at ReadySetPresent.com121 slides include: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and more. Royalty Free – Use Them Over and Over Again. www.readysetpresent.com