Negotiations

Group Members

Wajeeh-ur-Rehman Sakhwat Ali Ali Nadeem Farhan Khan Umer Saleem Ahmad Abdullah

923 888 883 928 919 893

Resolving The Conflict Law suit:

Arbitration:

 In this Both of the parties are

 When two parties are not able

opposite to each other .Attorneys present their case and ends-upon a win-lose attitude

to resolve their conflicts, the third Party interfere and objectively gives the decision. It may end in a win-lose or loselose attitude.

Negotiat ion Definition. Negotiation is a Discussion between two Parties to find out the solution when parties are having same or different opinion. It ends upon a win-win attitude.

Basics Of Negotiation 1. There must be at least two or more

parties involved. 3. There is a common interest between

parties. 5. Have definite goals and objectives. 7. Allow adequate time for the process

Why Do We Negotiate "In a successful negotiation, everyone wins. The objective should be agreement, not victory."

Need To Negotiate Complex Negotiations Competing Business Employees Change in Society

Advanta ges of Negotiat ion skills Better control in

Business and personal situations Identifying

Interests

Win-Win Solution Improve

Relationship Less time  Reduces Stress &

Frustration

Presentation By: Wajeeh-ur-Rehman 923(E)

BAGAINING

Its is Not a vast term and deals with items

only.

Integrative and Distributive Bargaining Strategies

Integrative strategies (win-win

attitude)

Distributive strategies (win-lose

attitude)

Integrative Bargaining occurs when the two sides look not just for their own outcomes, but for favorable outcomes for both sides. It is sometimes called Win-Win bargaining or Non-Zero-Sum bargaining

Requirements For Integrative Bargaining Strategies An adversarial approach a problem-solving orientation an ability to "bluff" effectively an ability to ignore the other side’s interests and priorities

A distributive bargaining strategy is based on attempt to divide up a fixed pie or amount of resources, resulting in a win-lose situation.

Process of distributive bargaining strategy 1.

In distributive bargaining, the focus is on achieving immediate goals, with little or no regard for building future relationships.

3.

Little time or energy or energy is expanded in resolving the conflict in a distributive negotiation, resulting in the generation of few if any creative solution.

5.

One or two fixed solutions are presented and a decision or choice is expected almost immediately.

BARGAINING Distributive Vs Integrative Distributive 1. One issue (or one at a time) 2. “Win-Lose” 3. Maximize share of “fixed pie” 4. One-time relationship 5. Keep interests hidden 6. One expressed position for each issue 7. Keep information hidden

Integrative 2. Several issues 3. “Win-Win” 4. “Expand the pie” by creating and claiming value 5. Continuing long-term relationship 6. Share interests with other party 7. Create many options per issue to maximize mutual gains 8. Share information, explain “why” of issue

Presentation By: Sakhawat Ali 888(E)

EFFECTIVE NEGOTIATION

Few Useful Tips

Umer Saleem

EFFECTIVE NEGOTIATION

• Importance of the outcome: Identify the importance of the outcome for you. Only negotiate when the matter is something you truly care about and when you have a chance of succeeding.

EFFECTIVE NEGOTIATION •Look forward: Look forward, not backward. Its easy to get caught up in who did what and who is to blame. We sometimes do this to avoid having the problem or just out of habit.

EFFECTIVE NEGOTIATION Win-Win attitude: Adopt a win-win attitude. Negotiation is a collaborative between parties with common interests and objectives.

EFFECTIVE NEGOTIATION • BATNA: Know your best alternative to a negotiated agreement (BATNA). Results from a negotiation can be improved by identifying your best alternative for each of your goals.

EFFECTIVE NEGOTIATION • Go into the negotiation with objective criteria. Objective criteria should be independent of each side’s will and should be legitimate and practical.

EFFECTIVE NEGOTIATION • Use a third party. When two parties can’t arrive at a mutually agreeable resolution, it can be helpful to involve a third party. • Respond, don’t react.

Presentation By: Umer Saleem 919(E)

Not all negotiation involve two individuals, some negotiation involve teams of individuals as third parties and global negotiation partners.

Third-party Negotiation s Third party helps to develop a shared agreement between two opposing parties

•A third party offers each party a chance to

“VENT” in a nonthreatening environment.

•Chance to disclose your feelings about the

situation.

•You and the other party can both benefit from

the experience and expertise of third party. •Third party help the negotiating parties to

organize their thoughts and develop options that may be acceptable to both parties.

Types Of Third Party MEDIATOR ARBITRATOR CONCILIATOR CONSULTANT

•A MEDIATOR is a natural party who has no

stake in the outcome of agreement. •An ARBITRATOR is a natural third party who

has the legal power to bind both parties in an agreement determined by arbitrator.

•A CONCILIATOR is a trusted third party

whose role is insure to that a steady flow of accurate information exist between the negotiating parties. •A CONSULTANT is a natural third party

who teaches and advises the negotiating parties on skills and techniques of negotiation.

Negotiations between domestic and foreign firms is known as Global negotiations.

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Name. Rank/title. Time. Dress. Behavior. Communication. Gift giving. Food and drinks.