Negotiation Skills Binod Kumar Bista Shilu Pradhan.

Slides:



Advertisements
Similar presentations
Tarak Bahadur KC, PhD Negotiation Skills Negotiation Skills Tarak Bahadur KC, PhD
Advertisements

1 Negotiating Leadership: A Better Life through Conflict Jeff Hoffman Mary Kluz February 28, 2013.
Negotiating and Resolving Conflict. How often do you negotiate? Often Seldom Never.
English for Negotiating. Express Series.
Best Alternative to Negotiated Agreement
Problem Solving Strategies: Principled Negotiations
Strategy And Tactics of Integrative Negotiation
Negotiation in Project Management David S. Maurer, PMP, LTC, USA (Ret.) PMI – 13 December 2005.
Slide 1 INTEREST BASED PROCESS OD Mod 3 Intervention.
June 13, 2008 Neos Mini-Conference Kathryn Arbuckle John A. Weir Memorial Law Library/ Association of Academic Staff University of Alberta Let’s Make a.
NIH Office of the Ombudsman Center for Cooperative Resolution NEGOTIATION TRAINING WORKSHOP NIH Office of the Ombudsman/ Center for Cooperative Resolution.
Now What….. I want the last remaining orange and so do you.
Maximizing Interests Through Negotiation Leadership in the Trial Courts/District Court Philip L. Lee Results Leadership Group, LLC
Seven Strategies for Better Negotiation & Better Results Michael T. Colatrella, J.D., LL.M Director Center for Dispute Resolution & Conflict Management.
Slide 1 INTEREST BASED STRATEGIES OD Mod 3 Intervention.
WHAT IS NEGOTIATION Negotiation is the process by which we search for terms to obtain what we want from somebody who wants something from us.
협상의 요소 II.  Possible solutions to satisfy interests Interests are the building blocks of a possible agreement Options are ways to fit those building.
FRIENDS. What is a Friend?  A friend is someone you like and who likes you.  A friend is someone you can talk to.  A friend is a person who shares.
 The 2nd Younger Members Convention All in the mind: essential negotiation skills 1-2 December 2003 The Glasgow Moat House.
Chapter 3: Strategy and Tactics of Integrative Negotiation
Positive and Negative Techniques
HEALTHY vs. UNHEALTHY RELATIONSHIPS
Negotiation Skills Presented by J.W. Owens A Perspective 101 Series
LEAP Silver Required Session
The "Yesable" Proposition
Conflicts can be resolved through negotiation or mediation.
McGraw-Hill/Irwin Copyright © 2010 by The McGraw-Hill Companies, Inc. All rights reserved.
Conflict and Negotiation SKILLS
Negotiation Analytics 30C02000 Jyrki Wallenius
Seven Strategies for Better Negotiation & Better Results
I. Partnering with Families
Negotiation Skills BKB/NASC/2017/Advance.
Use Negotiation to Manage Conflict
INTEGRATIVE BARGAINING, CULTURE CLASHES
Chapter 5: Preparing to Drive Stages of a Successful Negotiation
Student ID: IES16396 Student Name: Hsiao , Ying Chih
Negotiation Chapter 12 © Pearson 2012.
What Makes Integrative Negotiation Different?
Focus on Interests, Not positions Invent Options Mutual Gain
1. Recruit and train the right people
Strategy And Tactics of Integrative Negotiation
INTERNATIONAL CONFLICT MANAGEMENT Skillset Understanding and Using the Seven Elements of Negotiation based in part by The Program on Negotiation, Harvard.
NEGOTIATION STRATEGIES
Negotiation Skills Binod Kumar Bista Shilu Pradhan.
Conflict Styles Methods from Madness
Distributive Negotiation
Negotiation Skills Shilu Pradhan Anita Poudel.
Strategy and Tactics of Integrative Negotiation
Negotiating Effectively
Presentation by: Karthik Kumar Dodda.
Strategy and Tactics of Integrative Negotiation
Positive and Negative Techniques
Negociaciones Ground Rule 1: Someone’s got something you want
Negotiating Effectively
Distributive Negotiation
Reframing Organizations, 3rd ed.
Negotiation Analytics 30C02000 Jyrki Wallenius
Negotiation Skills Template
Negotiation Skills BKB/NASC/2018.
Negotiating Effectively
Negotiation Skills.
International Baccalaureate
Decision Making, Character and Other Health Related Skills
Negotiation Skills BKB/SP/NASC/PCMD/EPF/2018.
Negotiation skills.
and Negotiating Skills
Negotiation Skills BKB/NASC/33rd BAT/Khaptad/2018.
Social-Emotional Learning
Negotiating Effectively
Presentation transcript:

Negotiation Skills Binod Kumar Bista Shilu Pradhan

A Story of 17 Camels & 3 Sons

Story of 17 camels & 3 sons Once there was a man who owned seventeen camels. One day, he called his three sons and said, “I am too old to look after my camels. So I shall divide my seventeen camels amongst the three of you. My eldest son will get half the camels, my second son will get 1/3rd of 17 camels & my youngest son will get 1/9th of 17 camels.

Story of 17 camels & 3 sons As it is not possible to divide 17 into half, or 17 by 3 or 17 by 9, the sons started to fight with each other. How will the sons divide the camels?

MORAL of the Story MORAL: The attitude of negotiation is to find the 18th camel i.e. the common ground. In order to reach a solution, the first step is to believe that there is a solution.

Definition of Negotiation “It is the process of combining conflicting positions into a common position, under the decision rule of unanimity” Henry Kissinger

Negotiation: Characteristics Leave little to chance: The more prepared you are to negotiate, the easier it is to improvise; Show empathy: It boils down to how well you can see the world the way they’re seeing it; Be sensitive to nonverbal cues: When the eyes say one thing, and the tongue another, a practiced man relies on the language of the first;

Negotiation: Characteristics Don’t take things personally: Half our mistakes in life arise from feeling when we ought to think and thinking when we ought to feel; Be an innovative and creative problem-solver: Find a way to expand the pie, so that there’s more for everyone; Stay flexible: It’s the key to compromise, which in turn is key in reaching concessions and conclusions.

Negotiation: Elements Communication Relationship Interest Options Legitimacy Commitment BATNA

Using the Elements Communication Relationship Interests Options Legitimacy If “Yes” If “No” Alternatives Commitment Copyright © 2008 CMPartners. All rights re

Negotiation: Elements Communication: Listen actively and acknowledge what is being said; Relationship: Separate the people from the problem; Interest: A negotiator’s fears, concerns, unmet needs & things one cares about and wants;

Negotiation: Elements Options: The full spectrum of possible agreements; Legitimacy: Include things like legal requirements, relevant precedents, customs, market prices or wages, professional standards and policies; Commitment: It is making sure the agreement reached is realistic and that both sides can keep their end; 

WHEN WE ARE IN THE CIRCLE OF VALUE, OUR INQUIRY SKILLS BECOME VERY IMPORTANT THEN THAT OF OUR ADVOCACY.

Position Versus Interests

Position Versus Interest

BATNA BATNA-Best Alternative to a Negotiated Agreement “It is the standard against which any proposed agreement should be measured.” -- Roger Fisher and William Ury It is a walk away alternative Successful negotiation is satisfying your interest better than you could by exercising your BATNA

BATNA It tells you when to accept and when to reject the agreement - When a proposal is better than your BATNA, accept it - When a proposal is worse than your BATNA, reject it

BATNAs are not always readily apparent. Fisher and Ury outline a simple process for determining your BATNA: i. develop a list of actions you might conceivably take if no agreement is reached; ii. improve some of the more promising ideas and convert them into practical options; and iii. select, tentatively, the one option that seems best

Strategic Inquiry Guidelines Inquiry into INTERESTS What are you trying to accomplish in these negotiations? What are your key motivations in these negotiations? What are you concerned about? Do you feel we “must” do a deal here? Would you prefer to work something out jointly ?

Strategic Inquiry Guidelines Inquiry into OPTIONS What would be wrong with...? What other ideas might we brainstorm on this problem? If we work together, how might we make this better for both of us? Do you have the authority to make a decision on this?

Strategic Inquiry Guidelines Inquiry into LEGITIMACY Why do you think we ought to do that? What benchmarks do you see in our field of work that make this appropriate? If you were I, how would you justify that to others?

Negotiation: Tools Going into the balcony:- It is the place of self control, place of calm, & place of perspective Listening & Respect :- The cheapest concession that one can make in a negotiation is give someone basic respect Power of reframing:- It is about moving from positions to interest. Power of bridging :- It is about making the other side easier to make the decisions in our favor

Win Win Negotiation

Getting to YES Separate the people from the problem Focus on interest not on position Invent options together for mutual gains Figure out the objective criteria Know your BATNA

Thank you.