2. A strategic discussion that resolves an issue in a way that both parties find acceptable. In a negotiation, each party tries to persuade the other to agree with the other’s point of view. Why we negotiate ? What is negotiation?

3. Negotiation may end by :Win-winWin-LoseLose-Lose

4. Distributive Negotiation “Fixed Pie” gains by one side that can only be achieved at the expense of the other Use Power Play your cards close to your chest Be realistic Let them make the first offer Lower the other party’s expectations.

5. Integrative Negotiation The parties cooperate to achieve maximum Benefits by integrating their interest into an agreement We can all win More Flexible Overcome Differences Creative solutions

6. Styles (Strategies) the strength of the relationship, the urgency of the situation, the complexity of the issues, and the content of the negotiation. 1.Competing/Forcing 2.Collaborating/ Problem-Solving 3.Compromising 4.Avoiding/ Withdrawing 5.Accommodating

7. Stages of Negotiation 1.Preparation 2.Discussion 3.Clarification of goals 4.Negotiate towards a Win-Win outcome 5.Agreement 6.Implementation of a course of action

8. To be a good negotiator you must have these skills : 1.Problem Analysis 2.Preparation 3.Active Listening 4.Emotional Control 5.Verbal and nonverbal Communication 6. Collaboration and Teamwork 7. Problem Solving 8. Decision Making Ability 9. Interpersonal Skills 10.Ethics and Reliability