Negotiation skills examples ppt

negotiation ethics ppt and negotiation skills management ppt and negotiation skills ppt free download
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Dr.DouglasPatton,United States,Teacher
Published Date:26-07-2017
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Negotiation Skills www.ThesisScientist.comObjective • Explain What is Negotiation • Explain the Basic Principles of Negotiation • Describe the Benefits of Negotiation • Explain the Types of Negotiation Strategies • Explain the Stages of the Negotiation Process • Describe the Concepts of a Win-Win Negotiation • Explain the Various Styles of Negotiation • Explain What is BATNA • Describe Strategies for Developing Negotiation Skills • Explain the Types of Third Party • Explain the PROBE Technique for Negotiating • Describe the Negotiations in Organizations • List the Issues in Negotiation • List the Characteristics of a Good Negotiator www.ThesisScientist.com • List the Tips for Effective NegotiationIntroduction Globus Inc. is a leading IT giant. Peter Looney is a Project Manager in Globus Inc. He is responsible for meeting the clients for every new software development project that comes to Globus. www.ThesisScientist.comIntroduction Maxwell Telecommunications, a leading Telecom Service company recently came to Globus to have new SAP based database software to be developed for them. www.ThesisScientist.comIntroduction Peter carefully reviewed and analyzed Maxwell’s requirements and came up with a Project Plan. www.ThesisScientist.comIntroduction Now, the only thing that Peter needed to go ahead with starting the project and develop the software was the client’s approval of the Project Plan. www.ThesisScientist.comIntroduction Peter held a meeting with the clients to discuss the Project Plan and gain overall approval for the terms and conditions of the Project. www.ThesisScientist.comIntroduction The client was in a hurry to get the software. Peter tried to negotiate upon broader deadlines but due to client’s pressure, he ultimately agreed to finish the project as per their requested deadlines. www.ThesisScientist.comIntroduction When the project was under progress, Peter and his team realized that the deadlines that he had agreed upon are nearly impossible to meet. www.ThesisScientist.comIntroduction Peter and his team were not able to complete the project as was promised to the client due to which Globus had to pay some penalty for late delivery. www.ThesisScientist.comIntroduction Also, the client added new requirements that had to be incorporated in the software. However, Peter had not negotiated about the terms with the client for any further enhancements or features being added to the software. www.ThesisScientist.comIntroduction Hence, Globus had to incur a loss in the project because the scope of work had increased but the terms of the project had not been negotiated well. www.ThesisScientist.comWhat is Negotiation? • Negotiation is a discussion between two parties to find out the solution and for the purpose of reaching a joint agreement about differing needs or opinions. • It involves using the art of ‘persuasion’ to get others to understand and agree with your viewpoint. It works best when an individual has a win-win attitude. www.ThesisScientist.comWhat is Negotiation? • The key skills that are involved in a successful negotiation are that of good communication skills, sales and marketing skills, good psychological analytical skills, sociology skills, assertiveness and conflict resolution skills. • Therefore, negotiations may take place between various kinds of different people such as between a customer and seller, a boss and employee, two business partners, a diplomat or a civil servant and a foreign diplomat, between spouses, between friends and between parents and children. www.ThesisScientist.comNeed for Negotiation www.ThesisScientist.comNeed for Negotiation www.ThesisScientist.comBasic Principles of Negotiation There are a few common basic principles that apply to all types of negotiations and in all situations. Some of the basic principles of negotiation are as follows: www.ThesisScientist.comThe Art of Negotiation Negotiation is an art; you can get better and better with it. If you feel that you don’t have an innate talent for negotiations, don’t be disappointed because these skills can be honed and developed with the proper training and practice. People who always speak good things may feel that they are good negotiators, but that is not always the case. Negotiation is all about understanding what you want and what the other person wants, and then coming up with a win-win scenario. www.ThesisScientist.comThe Art of Negotiation Negotiation happens everywhere – it’s omnipresent. You may have to negotiate over anything – right from the deadlines of a project to which person will do what chores at home. In the real world, it is sometimes difficult to ascertain whether your negotiation is good or bad. You may think that you are a good negotiator, but in reality, it may be just the opposite. Even before you negotiate, you will have to know what can be negotiated and what cannot be negotiated. www.ThesisScientist.comObjective • Explain What is Negotiation • Explain the Basic Principles of Negotiation • Describe the Benefits of Negotiation • Explain the Types of Negotiation Strategies • Explain the Stages of the Negotiation Process • Describe the Concepts of a Win-Win Negotiation • Explain the Various Styles of Negotiation • Explain What is BATNA • Describe Strategies for Developing Negotiation Skills • Explain the Types of Third Party • Explain the PROBE Technique for Negotiating • Describe the Negotiations in Organizations • List the Issues in Negotiation • List the Characteristics of a Good Negotiator www.ThesisScientist.com • List the Tips for Effective Negotiation

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