CASE 1-GROUP 1
Negotiating Salary
WHAT WOULD YOU DO IF YOU
WERE RAMAN AND WHY?
CASE 2-GROUP 2
Intelligent Conversation yield results
IF YOU WERE RAJENDRA, WHAT
LESSONS FROM THIS INCIDENT
WOULD YOU APPLY WHEN
DEALING WITH ANOTHER
CLIENT?
CASE 3-GROUP 3
Promise a Treat
IF YOU WERE THE MANAGER,
WHAT OTHER STRATEGIES
WOULD YOU CONSIDER TO BRING
THE FOCUS BACK TO THE
MEETING?
CASE 4-GROUP 4
Baseless Arguments
HAD YOU BEEN NAIDU, HOW
WOULD YOU HAVE HANDLED
THINGS DIFFERENTLY?
CHARACTERISTICS OF NEGOTIATION
•It is a two-way process. Involving two or
more parties aiming to reach a consensus.
•It does not end in one party being a loser.
•It is a process.
•It requires excellent communication and
conversation skills
THE THREE ELEMENTS
Three elements are important and likely to affect
the ultimate outcome of the negotiation:
•Attitude
•Knowledge
•Interpersonal Skills
APPROACHES TO
NEGOTIATION
Win-win
Both sides win
Win-lose
One of the parties has an advantage over the
other.
The result and the outcome are important.
Bargaining is the critical factor.
The focus is on solving problems, creating
value for both parties.
The environment is positive, and the
communication is effective.
The focus is on individual interests and on one
party getting better bargains than the other.
The environment is negative, and so is the
communication, because of misinformation.
10 NEGOTIATION
TECHNIQUES
1. Prepare, prepare, prepare
2. Pay attention to timing
3. Leave behind your ego
4. Ramp up your listening skills
5. If you don’t ask, you don’t get
6. Anticipate compromise
7. Offer and expect commitment
8. Don’t absorb their problems
9. Stick to your principles
10.Close with confirmation
THANK YOU