Ob-savio & Fiona

Ne got ia ti on

A2 – PGP-06/08/FW Savio D’mello (47) Fiona Fernandes (13)

Definition: Negotiation

❚ “The act of discussing an issue between two or more parties with competing interests with an aim of coming to an agreement.”

The Art Of Negotiation ❚ Know what you want ❚ Know the Negotiator ❚ Know your BATNA (Best Alternative to a Negotiated Agreement)

Elem ents that af fect Negoti ati on ❚

❚ ❚ ❚ ❚

Communicatio n Personalities Past Interaction Time Pressure Listening, etc.

Uses ❚ Managing Personal Relationships ❚ Handling Conflict, etc

Types of Negoti at ions ❚ ❚ ❚ ❚ ❚

Managerial Negotiations Commercial Negotiation Legal Negotiation Distributive Integrative

Cross Cult ural Nego tiati on s ❚ Eye contact. ❚ Meeting & greeting. ❚ Time. ❚ Gift giving. ❚ Basis of relationship.

Tips for Best Negoti ati on Willing to negotiate. Don’t get emotional. Ask for more than you expect. Final decision doesn’t rest with you. ❚ Don’t act as if you are cheating the other person. ❚ ❚ ❚ ❚

Concl usi on