1. EFFECTIVE NEGOTIATION SKILLBy
Dr. Mansor Abdul Rahman

2. What is Effective Negotiation?
Deal Successfully in Order to Reach Agreement
Overcome Obstacles Along the Way
Result Driven

3. Everybody Negotiate Everyday

4. Bargain About the Price of a Product or Service
Intended Course of Action
Settling Differences of Opinion
Proceedings
Outcomes or Understandings
Altering Existing Contracts or Transactions
Terms of Cooperation
Finding a Compromise if all else Fails

5. Essential of Effective Negotiation

6. Good Communication Skills
Do Research and Homeworks
Maintain a Relaxed Mood/ Keep it Cool
Always have Your FOCUS in Mind
Be Open to Options
Point out both the “Good”
and the “Bad”
“Risks” and “Benefits”

7. Present and Maintain a Professional Attitude
Control Stress and Tension
Avoid Politics and Egos
Short Term Pain Long Term Gain

8. Essential of Effective Negotiation
Possess the Authority to Make a Decision
( or sign a contract)
Ask Questions
Listen and Pay Attention
Minimize all Distractions
Verify all Legal Clauses of the Contract with an Attorney
Know the Budget

9. Essential of Effective NegotiationDO
Define the Purpose and Objectives
Know the Event
Have Printed Copies of Meeting Plans Available
Make Key Contacts in all Services and Sites
Follow up Frequently
Obtain Peer Referrals
Communicate with Clarity and Outline Everything in Writing
Be Ethical

10. Essential of Effective Negotiation
DO NOT
Sacrifice Quality for Cost
Make Unreasonable Demands
Insist on Being the Final Authority
Be Inconsiderate
Escalate and Overestimate Needs
Hesitate to Ask Questions
Promise What Cannot be Delivered

11. Essential of Effective Negotiation
DO NOT
Lie or Misrepresentation of fact
Jump at the First Offer
Pass Up a Good Deal Based on a Personality Conflict (conflict of personality)
Be Intimidated
Hesitate to Advise the of Changes

12. Steps in Negotiation Process
Step 1 - Orientation and Fact Finding
Step 2 - Resistance
Step 3 - Reformation of Strategies
Step 4 - Hard Bargaining and Decision Making
Step 5 - Agreement, and
Step 6 - Follow-up

13. NEGOTIATION STYLE

14. Negotiation Style Competitive vs Cooperation
Move Back and Forth between the Two Styles
“Win-lose Situation”
- Distorted Communication
- Confrontational/ Combatic Tactics
- Emotional Ploys are Used
- Hostile
- Coercive Agreement Tactic to Force an
Advantage

15. Use Confident Body Language
Conceal Feeling
Give Away Less Information
Act Firm
Offer Less Generous Opening Offers
Slower to Give Concessions
More Interested in Bargaining Position
Planning Answers to Weak Points

16. Cooperative Win-Win Mentality
Reasonable and Open Communication
Trust Building
Assumption: Common Interests, Benefits, and Needs Exist
Accurate Exchange of Information

17. Cooperative Win-Win Mentality
Mediated Discussion
Emphasis on Coalition Formation
Exploration of Issues Presented as Problems and Solutions

18. Cooperative Win-Win Mentality
Search for Creative Alternative Solutions
Patience
Ability to Trade Intelligently
Select the Best Alternative Based on Quality and Mutual Acceptability
The Risk- Vulnerability to a Competitive Opponent

19. What Do People Lack Most When They Negotiate?
CONFIDENCE!!

20. Build Confidence Negotiate in an Assertive Manner Believe in Yourself
Take Charge in Your Own Action
Listen During a Negotiation
Speak in a Calm Manner in Negotiation

21. More Confidence?
Know Yourself
Like Yourself
Accept Yourself

22. THANK YOU
GLOBAL ADVISORY CONSULTANCY SDN BHD, SETIAWANGSA BUSINESS SUITES,
JLN SETIAWANGSA 11,
SETIAWANGSA, KUALA LUMPUR,

23. Strategies Used Initial Stage Plan Thoroughly
Identify and Prioritize Issues
Establish a Settlement Range
Focus on Long-Term Goals and Consequences
Focus on Mutual Principles and Concerns
Be aware of the PLOY

24. Strategies Used…cont Middle Stages Revise Strategies
Consider Alternative Options
Increase Power by Getting the Other Side to Commit First
Add Credibility by Getting in Writing
Be Wary of Splitting the Difference
To Handle an Impasse, Offer to Set it Aside Momentarily

25. Strategies Used…cont Middle Stages
To Handle a Stalemate, Alter One of the Negotiating Points
To Handle a Deadlock, Bring in a Third Party
When Asked for a Concession, Ask for a Tradeoff

26. Strategies Used…cont Ending Stages
Counter a Persistent Negotiator by Withdrawing an Offer
Counter the Other Party Asking for More Concession by Addressing all Details and Communicating the Fairness
Do Not Expect the Other Party to Follow Through on Verbal Promises
Congratulate the Other Side

27. International NEGOTIATION

28. International Negotiation
Individualism vs Collectivism
Communication Pattern
Different Degrees of Roles Orderliness and Conformity
Different Uses of Time

29. Int Nego These Cultures Factors Affect: The Pace of Negotiation;
Negotiation Strategies;
Degree of Emphasis on Personal
Relationship;
Emotional Aspects; and
Decision Making.

30. Understand the Ten (10) Cultural Orientation
Communication; Direct/Indirect,
Time; Multi-Focus/Single Focus, Fixed/Fluid
Environment; Control/Harmony/Constraint
Action; Being/Doing
Space; Private/Public

31. Five More? Power: Hierarchy/Equality Thinking; Linear/Systematic
Structure; Order/Flexibility
Competitiveness; Competitive/Cooperative
Individualism/Collectivist

32. What Do People Lack Most When They Negotiate?
CONFIDENCE!!

33. Build Confidence Negotiate in an Assertive Manner Believe in Yourself
Take Charge in Your Own Action
Listen During a Negotiation
Speak in a Calm Manner in Negotiation

34. More Confidence?
Know Yourself
Like Yourself
Accept Yourself

35. THANK YOU
GLOBAL ADVISORY CONSULTANCY SDN BHD, SETIAWANGSA BUSINESS SUITES,
JLN SETIAWANGSA 11,
SETIAWANGSA, KUALA LUMPUR,

36. A Four Stage Approach for Effective Conflict Resolution

37. First Stage Recognize the Triggers of Conflict/ Frustration, such as:
You and/or Other Side:
Feel Threatened
Feel Defensive
Are Lectured to, Spoken Down to
…………..Stop Communicating

38. Second Stage
1) Ask Yourself: What is the Real Issue Here? Clarify your own feeling, thoughts, needs, objectives 2) Ask Other Side For: Clarification of any Misunderstandings 3) Be Insightful: How Does it Feel to Be Them? Ask Again: What is the Real Problem?

39. Third Stage Honestly Restate Position for
Improved Mutual Understanding

40. Fourth Stage
Decide Your Strategy to Resolve Conflict e.g recess, informal talks, apologies, cooling-off period
Discuss Real Issues, Accept Responsibilities

41. “When you discover that you are riding a dead horse the best strategy is to dismount” ………Dakota Indians