Negotiation Prepared by : Farshad Alamian (MBA)

Why we do negotiate?

• To reach an agreement

• To beat a opposition

• To compromise

• To settle an argument

• To make a point

Prepared by : Farshad Alamian (MBA)

Types of negotiation

Distributive negotiation

Integrative negotiation

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Fixed Pie

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BATNA

BATNA

Best Alternative to a Negotiated Agreement

‘’BATNA Show you when Accept the proposal & when Reject it ‘’

Prepared by : Farshad Alamian (MBA)

ZOPA-Zone Of Possible Agreement

Buyer Seller ZOPA

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Walk-Away Point!

• WAP

Walking away is difficult but necessary.

Prepared by : Farshad Alamian (MBA)

Negotiation Process

Preparation

Information Sharing

Bargaining

Finalizing the Deal

Prepared by : Farshad Alamian (MBA)

Negotiation Preparation

1. Check Whether You're In A Negotiating Situation 2. Clarify Your Aims 3. Gather information 4. BATNA 5. Prepare The Setting 6. Negotiate With Your Own Side.

Prepared by : Farshad Alamian (MBA)

Hidden Agenda

Always Make sure you know what the other party is really looking for

Common Mistake :

Common mistakes of amateur negotiators:

1) Do not ever show that you found lie of the opposite side.

2) Do not go without enough power to the negotiating table.

3) Do not enter the issues of political, religious and family.

4) Do not ask questions you do not like the answer.

5) Do not negotiate at the table in a position of weakness.

Prepared by : Farshad Alamian (MBA)

Dealing with Difficult People

“change the game from face-to-face confrontation into side-by-side problem-solving.” William Ury

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When winning at the bargaining table feels like losing

The Winner's Curse

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Tactics

• Salami Strategy

• Carrot & Stick

• Good guy /Bad guy

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Tactics

• Mixed Signal

• Nibbling

• Anchoring

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Tactics

• Bogey

• Corpse

• Threat

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• Do not accept.

• Do not reject.

• Do not reply with thread.

• Do not check with your partner.

• Do not ask for extra time.

• Do not lose your focus.

Prepared by : Farshad Alamian (MBA)

Culture

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Greet Hofstede:

‘’the collective programming of the mind distinguishing the members of one group or category of people from Others’’

Prepared by : Farshad Alamian (MBA)

Hofstede Model:

• Power Distance

• Individualism VS Collectivism

• Uncertainty Avoidance

• Masculinity VS Femininity

• Long term orientation

• Indulgence VS Restraint

Power Distance

Masculinity VS Femininity

Indulgence VS Restraint

Uncertainty Avoidance

Long term orientation

Individualism VS Collectivism

Prepared by : Farshad Alamian (MBA)

function of culture in Negotiation :

• Dr.Heydari

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McClelland’s Human motivation theory

N-POWER

N-AFFILICATION

N- ACHIEVMENT

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How Manage Conflict?

Dual Concerning Model

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Emotional Negotiation

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Emotional negotiation

Passion

Intimacy Commitment

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Body Language

38% Voice tone

55% Body

movements

7% Words

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Prepared by : Farshad Alamian (MBA)

International business etiquette and manner

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Case Study : Apple vs. Samsung

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Ahmad Qavam

Prepared by : Farshad Alamian (MBA)

Reference

• Getting to yes -by Roger Fisher and William Ury

• Harvard business

• ]www.pon.harvard.edu

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