S he raton, KarachiOct 20th, 2009

Positive Attitude Participate Manage time Turn mobile phones silent/off/vibration Smoking in designated area only Enjoy!

‘Never fear to negotiate, but never negotiate out of fear’

“World’s Most

Admired

Company

2009”

Understanding/Practicing Negotiation Your ‘Negotiation/Leadership Style’ Learning from Expert Negotiators Breakthrough Negotiation Approach –

Harvard Business School

Define Negotiation…

Exchange of ideas to reach an agreement Four Possible Outcomes Short term◦ Win/Lose◦ Lose/Win◦ No outcome

Long term-relationship oriented◦ Win/Win

Right ThingRight WayRight PlaceRight Time

Time Information Power

IF-THEN

Bill Clinton goes to see a poor man and says, "I Bill Clinton goes to see a poor man and says, "I want to arrange a want to arrange a m a r r ia g e f o r y o u r m a r r ia g e f o r y o u r

. " , " s o n Th e p o o r m a n r e p lie s I. " , " s o n Th e p o o r m a n r e p lie s I n e v e r in t e r f e r e in m y n e v e r in t e r f e r e in m y ' ." s o n s l if e' ." s o n s l if e

, " C lin t o n r e s p o n d s B u t t h e g ir l is , " C lin t o n r e s p o n d s B u t t h e g ir l is ’ ." B a r r a c k O b a m a s d a u g h t e r ’ ." B a r r a c k O b a m a s d a u g h t e r

" , . . ." We ll in t h a t c a s e" , . . ." We ll in t h a t c a s e Next Clinton approaches Barrack Obama. "I have a husband Next Clinton approaches Barrack Obama. "I have a husband for your daughter." "But my daughter is too young to marry." for your daughter." "But my daughter is too young to marry." "But this young man is already a vice president of the World "But this young man is already a vice president of the World Bank." Bank." "Ah, in that case..." "Ah, in that case..."

F in a lly C lin t o n g o e s t o s e e t h e F in a lly C lin t o n g o e s t o s e e t h e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e . " p r e s id e n t o f t h e Wo r ld B a n k I h a v e

a a young man to recommend to you as a vice young man to recommend to you as a vice president." "But I already have president." "But I already have m o r e v ic e m o r e v ic e

." " p r e s id e n t s t h a n I n e e d B u t t h is ." " p r e s id e n t s t h a n I n e e d B u t t h is ’ -y o u n g m a n is B a r r a c k O b a m a s s o n ’ -y o u n g m a n is B a r r a c k O b a m a s s o n

- ." in la w- ." in la w"Ah, in that case...."

Each team to think of a skit based on a scenario

Each team to act out the scenario using body language

NO WORDS NOTHING WRITTEN JUST BODY LANGUAGE Audience to guess the scenario

What topics will be discussed in the negotiation?

What is your ideal outcome for this negotiation?

What information sources will you use? What issues can be negotiated?

Must Have:Must Have:◦ What are things you must What are things you must

absolutely haveabsolutely have Intend to Have:Intend to Have:◦ List of things/items which in the List of things/items which in the

most ideal scenario you would most ideal scenario you would like to havelike to have

Nice to Have:Nice to Have:◦ Nice to have but not critically Nice to have but not critically

important to youimportant to you

FUNCTIONAL FIXEDNESS