Negotiation Is Not A Competitive Sport

Negotiation is not a competitive sport

Prepared by: Shreyas Laste(28) Anuja Joshi (22) Harshada Gore (15) Harshal Bedagkar(04) Sanket Gawas(13)

What Is Negotiation 

Negotiation is a dialogue intended to resolve dispute, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interest

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Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life

Why Negotiate? Individual or company sometimes do not get what they want  To satisfy our needs  When we understand that something that we are offering is important to other party  To achieve favorable results  To reach on a agreement  When the outcome has to yield a winner or a loser 

History Of Negotiation Two property owner who had disagreement would hire knights to determine who is right  Centuries ago, someone invented lawyers to determine the who is right in a dispute  Using this negotiation can be viewed as waging peace  One step in negotiation was the development of what people called 

Negotiation In Marketing Negotiation and consultation are an important part of employer/employee relations in the workplace  Managers will negotiate with trade unions and with individual employees over work related issues  Consultation is an important aspect of any type of change that managers are thinking about introducing 

Why Parties Compete Primary objective is to beat the other party which is a great deal of sense in many areas of life  Negotiation should yield a commitment among parties to an agreement  To gain the moral high ground  Its said “ if treated as competition, the negotiation process may yield short term gains; long term gains however are not a likely results” 

Competing for Success In sports or business, competition tends to reward those with more power or skill  Negotiation process forces loosing party to accept agreement forcefully  Employees negotiate with bosses or HR trying to get ahead of colleagues for career ladder  Vendors negotiate with buyers to make sales  People negotiate to see who can get 

Negotiation partners make competitive process? Negotiating with colleagues bring about buy-in can be crucial to building teams in company  Internal negotiations that work lead to greater success for external negotiation (customer, suppliers)  Companies obligation to itself and other constituents is to gain advantage over competitors 

Competitive tactics 

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Bluffing : Negotiator may bluff other party not by saying false, but making a risky proposal and prepare to accept consequences of having made the proposal Spying and Information gathering : The more information one gathers before negotiation the more prepared one is to negotiate Coalition building : Finding out which other party are likely to be supportive at one’s

In The End, Letter “C” is Important Interest that underlie the positions taken by parties can be Common, Complementary.  Decision making process can be Combative, Competitive or Collaborative  This all can lead to Commitment, the outcome of successful negotiation  Competitive negotiation yields winners and losers and reduces likelihood will be fully committed to 

Conclusion “Negotiation is about how parties are going to bring added value from having worked together. It is not a competitive sport”