1. Amity International Business School Communication and International Negotiation Subtle art of negotiation BY KP Kanchana

2. Amity International Business School Negotiating Styles Win /Win Win /Lose Lose /Lose

3. Amity International Business School Do Your Homework Know what you want Know the negotiator What’s the negotiator’s model? What does the negotiator want?

4. Amity International Business School Double Think What do you want? (think) What does the negotiator want? (doublethink) What does the negotiator think you want? (triple think) Where’s the middle ground?

5. Amity International Business School Build Trust Tell the truth Respect confidences Honor your commitments Be clear Be open Be firm

6. Amity International Business School External Listening Body language – yours and theirs Nonverbal messages Facial expressions Voice inflections Eye movement

7. Amity International Business School Move Beyond Positions Ask questions that probe specific needs/ Interests Create a supportive climate Find mutual ground

8. Amity International Business School Know Your BATNA BATNA –Best Alternative to A Negotiated Agreement Can you afford to walk away?

9. Amity International Business School Negotiating a Raise or Promotion What have you done for them lately How often can you ask for a raise or promotion? How much should you ask for? How do you ask? What if the answer is no?

10. Amity International Business School Setting It Up Agree on a benchmark job Agree on proficiency /performance level Job value Salary range Necessary performance

11. Amity International Business School What is a Win? Settlement range What’s your bottom line?

12. Amity International Business School Enjoy Yourself Negotiation is an art Logical steps set the parameters The art is in the deal Have fun!