How to become a better negotiator

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    08-May-2015

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  • 1.CAMBODIAN MN323 NEGOTIATIONMEKONGUNIVERSITYSTRATEGY LECTURER Mr. HOR CHAN ROTHAHOW TO BECOME A BETTER NEGOTIATORTEAM ASSIGNMENT1. BO BUNLY7.HOUT SOCHEATA 13. KHAN VANDY2. BRAK NAVY 8.HOY VEASNA14. KHEANG SONITA3. BY CHHUNLY9.HUN SANGHEAB15. KOL SREYLEAP4. CHEA CHANNA 10. IENG PANHAWAT 16. KONG SOTHY5. CHEA SOPHEAKTRA 11. IM SIPHA17. KORN SONGKOEURN6. HIN BUNMY 12. KERT HIANG18. KUN CHIVA 19. KUNG HEAM

2. OUTLINECHAPTER 1 Win-Lose or Win-WinCHAPTER 2 Three Indispensable ConceptsCHAPTER 3 Communication StylesCHAPTER 4 Listening as a Primary Negotiating SkillCHAPTER 5 Managing ConflictCHAPTER 6 The Importance of AssertivenessCHAPTER 7 Prepare to NegotiateCHAPTER 8 Doing the DealCHAPTER 9 Common PitfallsHOW TO BECOME ABETTERNEGOTIATOR 3. CHAPTER 1 WIN-LOSE OR WIN-WINGenerally , negotiations fall into one or two types: win-lose or win-win. Its important to understand the difference between thesebecause each requires a different attitude and set of tactics.WIN WIN LOSEWIN LOSE LOSE1-17 4. CHAPTER 2 THREE INDISPENSABLECONCEPTSSuccessful negotiating is based on a sound conceptualfoundation. There are three indispensable negotiating concepts: Area of potential Alternatives Reserve priceagreement 2-17 5. CHAPTER 3COMMUNICATION STYLESThe Four Communication StylesThere are many ways to categorize effective communicationstyles, but the American Management Association talks about fourin particular: LISTENERS DOERS CREATORSTHINKERS 3-17 6. CHAPTER 3 COMMUNICATION STYLES Task OrientedThinkersDoersLow HighCommunication CommunicationProfile ProfileListenersCreatorsPeople Oriented4-17 7. CHAPTER 4 LISTENING AS A PRIMARYNEGOTIATING SKILL1 What Is Listening?A good listener hears, interprets, evaluates, and reacts.5-17 8. CHAPTER 4LISTENING AS A PRIMARY NEGOTIATING SKILL2 Listening Rules Ignore distractions Make it personal by asking, Whats in it for me? Focus on content, not delivery Resist the urge to argue Take note if you must, butkeep them to a minimum. Approach listening as a consciousactivity-something you work at. Dont react to emotionally charged words 6-17 9. CHAPTER 4 LISTENING AS A PRIMARYNEGOTIATING SKILL3 Reflective Listening Easy to learn and apply Make you a better listenerand a better negotiator Form of listening is differentfrom the way most of us areused to listening, so it maytake some practice beforeyou get good at it. To know what you understandand how is your feeling.7-17 10. CHAPTER 5 MANAGING CONFLICT1 When To Use Each Of The Five Styles OfConflict ResolutionStrategy 1: Withdrawal / AvoidanceStrategy 2: Smoothing / AccommodationStrategy 3: CompromisingStrategy 4: Forcing / CompetitionStrategy 5: Problem Solving/Collaboration8-17 11. CHAPTER 5MANAGING CONFLICT2 How Do You Use A Problem-solving (win-win)Strategy?The reflective thinking process is the best way to solve conflict,and can be a powerful win-win tool. The reflective thinkingprocess has five important steps:1. Identify the problem2. Brainstorm a list of possible solutions3. Evaluate alternative solutions4. Make a decision5. Monitor the results of the chosen solution. 9-17 12. CHAPTER 6THE IMPORTANCE OFASSERTIVENESSThe Ways To Assertively Handle Conflict Confront Gently Say No Assertively Handle Your Anger Appeal to a PowerfulThird Party Trade Places with YourAntagonist10-17 13. CHAPTER 7 PREPARE TO NEGOTIATETo Be Prepared, You Must: Understand issues and interests Learn as much as possibleabout the other side Develop a mental pictureof an ideal agreement Determine your alternativesand reserve price Improve your negotiating position11-17 14. CHAPTER 8 DOING THE DEAL1 The Five Basic StepsStep 1: Getting to know each otherStep 2: Beginning negotiationsStep 3: Expressing disagreement and conflictStep 4: Reassessing and compromisingStep 5: Reaching agreement 12-17 15. CHAPTER 8 DOING THE DEAL2 The Practical TacticsThey are not by any means the only negotiating tactics available,but taken together they can give a big advantage. These tacticsare: Framing the issue Setting an anchor price Offering alternative deals Using time to advantage Closing the deal 13-17 16. CHAPTER 9 COMMON PITFALLS1 Negotiating Ploys The Hardball Bargainer Take it or Leave it The Temper Tantrum The Salami Slice The good guy-badguy routine The last-minute grab14-17 17. CHAPTER 9 COMMON PITFALLS2 Common Mistakes Being inadequately prepared Trying to win at any cost Failing to properly framethe situation Being overconfident15-17 18. CHAPTER 9COMMON PITFALLS3 When Negotiation Fails Arbitration Mediation 16-17 19. CONCLUSIONTo Become A Better Negotiator Win-lose or win-win Three indispensable concepts Communication styles Listening as a primary negotiating skill Managing conflict The importance of assertiveness Prepare to negotiate Doing the deal Common pitfalls 17-17 20. THE ENDTHANK YOU