Negotiation skills lecture

By Srinivas Bandameedi MA, MPhil,

(PhD), NETAssistant Professor

Symbiosis

Negotiation Skills

Negotiation

Soft & Hard

Principled negotiations

Separate the People from the Problem.

Focus on interests, not positions.

Interests define the problem.

Look for the interests behind the position.

Look for conflicting as well as shared interests.

Each side has multiple interests.

Prioritize both the sides interests

Generate a variety of possibilities.

Separate the act of inventing options from the act of judging them.

Expand the options on the table than searching for a single answer.

Look for mutual gain. Make their decision easy.

Seven Elements:

Four major obstacles while finding of options:

Four basic steps for inventing options:

Step 1: define the problem.

Step 2: Analysis—diagnose causes of the problem.

Step 3: Approaches—what are possible strategies?

Step 4: Action ideas.

Alternatives. WATNA (Worst Alternative to a

Negotiated Agreement)

BATNA (Best Alternative to a Negotiated Agreement)

WAP (Walk Away Price)

ZOPA (Zone Of Possible Agreement)

Thank you