Ferdinand M. Ibezim
08078000000
08099999340
me@ferdinandibezim.com
ferdibezim@yahoo.com
www.ferdinandibezim.com
www.sellingskillsng.com
NEGOTIATION
An Overview
 To identify the competencies of effective
negotiation.
 To highlight
negotiation.
the
critical
pillars
of
 Learn how to manage the negotiation
process through its different stages to
achieve mutually rewarding relationships.
SESSION
OBJECTIVES
NEGOTIATION SKILLS
What Constitutes a Negotiation?
At least two parties are
involved.
Both parties must have
something to gain from
the negotiation.
Both parties must have
something to offer.
They should be
prepared to
compromise.
Both parties must have
authority or be in a
position to confer with
someone who does.
They must want to meet
an agreement.
Negotiation is a Decision-making Process
Informational
Dynamic
Interpersonal
Types of Negotiation
Zero-Sum Game
Integrative of Win-win
Three Kind of Negotiators
Conflict Happy
Conflict Averse
Optimal
Your
Objectives
Your
Concessions
The Main
Issues
Your ZOPA
Your BATNA
HRESSC
Your
Bottonline
Settlement
Options
THINGS TO CONSIDER
Critical Negotiation Success Factors
Negotiation Style
Power
Adaptation
Strategy,
tactics and
concession
patterns
Planning
Positioning
The Negotiation Process
Prepare
Introduce
Propose
Bargain
Agree
Opening
Offer
Close the
Deal
Opening
Stance
Negotiation
Positions
Establish
Commitment
Initial
Concessios
Final Offer
Parties: Who are the real parties in the negotiation?
Interests: What are their fundamental needs and priorities?
Key Questions that
Negotiators Must Ask
Value: How can value be created and who is likely to get it?
Barriers: What obstacles might prevent agreement (or maximization
of joint value) and how can they be overcome?
Power: How can the various parties influence the negotiation
process and its outcome?
Ethics: What is the right thing to do?
Issue Factor
Factors to
Consider
Before
Choosing
Negotiation
Style, Strategy
and Tactics
Relationship Factor
Contextual Factors
THANK YOU