Aks.docx

A Report On How to be a better Negotiator Submitted to Dr. Govind Dave Prepared by: Akash .M. Patel 17MBA047 MBA Second Year

INDUKAKA IPCOWALA INSTITUTE OF MANAGEMENT (I2IM) CHAROTAR UNIVERSITY OF SCIENCE AND TECHNOLOGY (CHARUSAT) AT. & PO. CHANGA 388 421 TA. PETLAD, DIST. ANAND, GUJARAT

How to be a better Negotiator ( BOOK REVIEW)

In this book, john mattock and jons enrenborg describes how to better negotiator in different business position and how to solve problem during negotiation. After read this book specific ideas on how to solve the topical problem during negotiation . in this book describes the this 16 statement / problem(your self , emotion , people, relationship , ritual , culture , truth , creative bargaining , planning . targets , raising the game ,timetabling, handling the process , movement , talking and listing and last language) during negotiation time and know how to solve this problem during negotiation. Negotiation skills are a big deal in today’s world. If you learn effective negotiation skills you can transform almost every area of your daily interactions in work and life. Negotiations is a complex topic and It’s easy to get lost among a sea of strategies and tactics. Instead, The Complete Guide on How To Negotiate gives you an effective negotiator’s mindset, focused on creating win-win opportunities. Then, it follows up with some proven practices for common scenarios. describes the 16 statement / problem 

Your self How to comfortable as a negotiation time and how to improve self confidence.

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Emotion How to comfortable with conflict and how to handling the conflict different situation.

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People How to know the opponent and how to handle this opponent. 3 step for reaching your opponent. First resist the temptation to pretend he is just like you. Second work out which of the four type :objective/cool , practical/ realistic ,humane/intimate, speculative/creative .Third organise your arguments to suit his type.

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Relationships Know about how to work difficult working with different people.  8 Building working relationships: suggestion Establish empathy ,but do not get dragged into sympathy.

Ask genuine questions, and listen with interest to the answer. Adjust your pacing to suit the local culture. Give a little extra for the person, not just for a deal. Respect his professional boundary. Don’t undermine his self – esteem; don’t crow about your own cleverness. What you do is more important than what you say. 

Ritual Know the rules of the game. learning the ritual for step to step. first, ask than , find out if its to be fair play or hardball. Then , if in doubt ,be more rather than less formal and value the ritual for its own sake.

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Creative bargaining Bargaining is biggest issue during negotiation. price is stickiest issue ,creative bargaining ; ploy for introduce more variable ,explore needs and priorities. find fresh entry point. play around with time – most elastic variable. Use relationship as a variable. Emphasise transactional value, some one creating a team and communicate the creativity.

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Planning Proper planning like first collect information than process and last its purpose. List variable of the negotiation then gathering the information and process on information last focus on purpose.

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Target Your targets should be smart , so you really know what you are aiming for. targets is long term, if there are long term possibilities,

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Raising the game the competition is better than us’ so you make a some game – raising strategy against opponent’s requirements.

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Timetabling Make timetabling like first preparation, then discussion, then proposals and last bargaining. Step to step negotiation.

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Handling the process Process handling the negotiation for cool and relaxed.

Negotiation for reaching the result for hot and stressful. 

Movement there are always a gap between “us” and “them”. Closing the gap for stag wise. Predict movement, stimulate the movements, make all movements conditional upon other movements, responds to their signals by offering a movements, protect .

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Talking and listing Use the clarity tools like use short and simple words and simple sentences in your key messages, use visual hooks with your key messages. Organize your idea clearly and show your opponent how they are organized. If you want to build a lasting reputation as a good communicator, you should do as much work on your listening skill as on your speaking techniques.

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Language Native speakers : if you are English speaker negotiating with an English speaker or Spanish speaker dealing with a Spanish speaker, and yet you have difficulty making your self clear, then our best advice is in talking and listening: clarity.

CONCLUSION