negotiations
TRANSCRIPT
Group Members
Wajeeh-ur-Rehman 923
Sakhwat Ali 888
Ali Nadeem 883
Farhan Khan 928
Umer Saleem 919
Ahmad Abdullah 893
Resolving The Conflict
Law suit: In this Both of the parties
are opposite to each other .Attorneys present their case and ends-upon a win-lose attitude
Arbitration: When two parties are not
able to resolve their conflicts, the third Party interfere and objectively gives the decision. It may end in a win-lose or lose-lose attitude.
Negotiation
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.
1. There must be at least two or more parties involved.
2. There is a common interest between parties.
3. Have definite goals and objectives.
4. Allow adequate time for the process
Basics Of Negotiation
Why Do We Negotiate"In a successful negotiation, everyone wins. The objective should be agreement, not victory."
Need To NegotiateComplex Negotiations
Competing Business
Employees
Change in Society
Advantages of Negotiation 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
1. An adversarial approach
2. a problem-solving orientation
3. an ability to "bluff" effectively
4. 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 strategy1. In distributive bargaining, the focus is on
achieving immediate goals, with little or no regard for building future relationships.
2. 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.
3. One or two fixed solutions are presented and a decision or choice is expected almost immediately.
BARGAINING Distributive Vs Integrative
Distributive1. One issue (or one at a
time)2. “Win-Lose”3. Maximize share of
“fixed pie”4. One-time relationship5. Keep interests hidden6. One expressed position
for each issue7. Keep information
hidden
Integrative1. Several issues2. “Win-Win”3. “Expand the pie” by
creating and claiming value
4. Continuing long-term relationship
5. Share interests with other party
6. Create many options per issue to maximize mutual gains
7. Share information, explain “why” of issue
Presentation By:
Sakhawat Ali
888(E)
Umer Saleem
EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION
Few Useful TipsFew Useful Tips
EFFECTIVE NEGOTIATIONEFFECTIVE 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.
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 NEGOTIATIONEFFECTIVE NEGOTIATION
EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION
Win-Win attitude:
Adopt a win-win attitude. Negotiation is a collaborative between parties with common interests and objectives.
• 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 NEGOTIATIONEFFECTIVE 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 NEGOTIATIONEFFECTIVE 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.
EFFECTIVE NEGOTIATIONEFFECTIVE NEGOTIATION
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 Negotiations
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.
1. Name.2. Rank/title.3. Time.4. Dress.5. Behavior.6. Communication.7. Gift giving.8. Food and drinks.