Negotiation Skills

PRESENTED BY: ANKITA SINGH BRAJENDRA TIWARI KANHAIYA GUPTA

INTRODUCTION  The word "negotiation" is from the Latin, "negotium".  It is a dialogue intended to resolve disputes, to produce an agreement upon

courses of action, to bargain for individual or to craft outcomes to satisfy various interests.  Primary method of alternative dispute resolution.  Occurs in business, non-profit organizations, government branches, legal

proceedings, among nations and in personal situations such as marriage, parenting, and everyday life.

Emotion in Negotiation Positive affect in negotiation:  People in a positive mood have more confidence.  Higher tendencies to plan to use a cooperative strategy.  Use less aggressive tactics.

Negative affect in negotiation :  Anger is the primary emotion.  Angry negotiators plan to use competitive strategies .  Cooperate less.  Anger disrupts the process by reducing the level of trust.  Pay less attention to opponent’s interests .  Achieve lower joint gains.

PERSONALITY STYLES CHARACTERISTICS:

PRAGMATICS

 Win - lose approach.  Orientated towards time management

and business.  DECISIONS made QUICKLY, based on FACTS.  Practical and take charge.

WHAT THEY WANT?  Wants to win, even if it means that

someone has to lose.  Dominates and threatens people.  Determined not to lose.

COMMON EXPRESSIONS :  "This isn't a religion, it's a business."  "The bottom line.”  "How will this effect our claim and the results?”

WAYS OF DEALING :  Don't waste time with small talk.  Don't overload with information.  Be genuine and don't be overly enthusiastic.  Use "Tit for Tat" approach.  Be prepared for fast decisions based on the facts.

EXTROVERTS

CHARACTERISTICS :  Want to influence.  Are personable and enthusiastic in

orientation.  Like informality, warmth, friendless, openness.  Short attention-span, not organized.  DECISIONS made QUICKLY, based on EMOTIONS.

WHAT THEY WANT?  Wants to get excited about the issues.  Loses perspective, ignores others.  Less sensitive to what is happening

around them.

COMMON EXPRESIONS :  "This is great news."  "Fantastic!  "We can really do things with this.“

WAYS OF DEALING :  Get them excited with an enthusiastic picture of the benefits to them.  Talk about their hobbies and interests outside of the work environment.  Tell stories.  Personalize the process.  Expect fast decisions based on emotions and level of excitement about the

issue or project.

AMIABLES

CHARACTERISTICS:  Want to reach peace and agreement.  Avoid conflict.  Do not like change, pressure or feeling forced

into decisions.  Do not like to force opinions on others.  Need time to think matters through, long attention span.  DECISIONS made SLOWLY based on EMOTIONS.

WHAT THEY WANT ?  Wants everyone to be happy.  Develops relationships.  Accepts losses and gives in too easily.

COMMON EXPRESSIONS :  "We have to think about the impact on the people."  "I don't want to offend or upset people."  "What about loyalty?

WAYS OF DEALING :  Go slowly, develop trust.  Show that you really care about them and the "fairness" of the process.  Be careful not to offend.  Don't use high pressure tactics.  Expect slow decisions based on working things through and comfort level

with you.

ANALYTIC S

CHARACTERISTICS :  Executive approach, wants to bring about order.  Orientated towards facts.  Curious, soaks up information, fascinated by

analysis, very precise.  Loves gadgets.  DECISIONS made SLOWLY based on FACTS.

WHAT THEY WANT ?  Wants all the facts to make a decision.  Rigid organization and detached from other

aspects of the process.  Wants to win but based on principles and facts.

COMMON EXPRESSIONS :  "I need all the information you can get."  "I need to think about this.“  "I don't want to jump into this, let's prepare an in-depth report.“

WAYS OF DEALING :  Be accurate.  Give information and go into as much detail as you can.  Build rapport by talking about their interests.  Expect slow decisions based on accumulating and analyzing of all data.

Conclusion Every person usually has all types of

personality style, but one style in dominance. “One tool is not enough to deal with all devices” Similarly, One personality is not enough to deal with all situation. So, in order to become “jack of all trades” One should learn from a chameleon who changes its color according to the situation.