12 Negotiation Skills 1. Win-Win Approach: Opponents or Partners 2. Creative Response: Problems or Challenges 3. Empathy: The Tasks of Active Listening 4. Appropriate Assertiveness 5. Co-opera...
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NegotiationFull description
Tips on negotiationFull description
it is about negotiation in business. It gives to reader definition about negotiation. how people negotiate in personal situation, in organizational situation and in client situation. the cas…Full description
it is about negotiation in business. It gives to reader definition about negotiation. how people negotiate in personal situation, in organizational situation and in client situation. the cas…Full description
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This books is useful for those who like to increase their negotiation analytical ability.
NegotiationsFull description
Descripción: QoS negotiation
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Contract NegotiationFull description
Negotiation Lewicki book, 3th edition 2002, we will learn how to negotiate. Book use in Tec de Monterrey
It is well known that an Online Negotiation Event is only one method for establishing the market price for goods or services. It is certainly not applicable in all instances, particularly not when ...
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This guide has been written to provide you with some tools to assist you with the preparation and conducting of face-to-face negotiations. The guide highlights simple strategies and tactics …Full description
NEGOTIATION SKILLS
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LEARNING OJECTIVES •
What is negotiation?
•
Why Negotiate?
•
Phases of Negotiation
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What is Negotiation?
The process of two or more parties working together to arrive at a mutually acceptable resolution of one or more issues.
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When and where do we negotiate? •
At Work Salary and job responsibilities, etc.
•
With Clients
•
Colleagues
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Why Negotiate? Gavin Kennedy in his book The New Negotiating Edge says.. •
•
‘Animals do not negotiate. They use violence or the threat of violence to get what they want, whether it be food, a mate or territory.’ Have you ever seen 2 dogs negotiate over a bone?
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NEGOTIATING NEGOTIA TING SKILLS •
Act assertively to achieve objectives
•
Reduce resistance & minimise conflict
•
Know how & when to accept the opinions, values & will of others
•
Work to achieve a WIN-WIN situation
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POINTS TO REMEMBER
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Phases of Negotiation •
Nearly all negotiations are characterized by five phases: –
Planning Setting goals and objectives
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Phase 1: Planning •
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Phase 1: Planning •
How to go about planning
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Phase 2: Setting Goals and Objectives Vision or ultimate goal behind the negotiation
•
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Phase 3: Opening Position
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Phase 4: Bargaining
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Question You are about to meet with a client who places monthly orders with your organization. You have just become aware that one of your leading competitors has launched a 25% across the board discount as a special promotion
to
attract
new
business. Would
this
information fundamentally change your approach at the meeting?
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Answer Option B is correct. It is not in your interest to furnish the buyer with information about the competitors discounts. You should not assume that the buyer has the same information as you – they may not be aware of this promotion. Even if they are, they may have their own reasons for not
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Compromising Negotiation Tactics Maintaining relationship between the parties •
Splitting the Differen Difference ce •
Finding a middle ground
•
Agreeable to both parties
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Collaborative Negotiatio Collaborativ Negotiation n Tactics Establishment of trust for long term Establishment relationship •
•
Questioning to determine interest than reacting Framing negotiation for joined gains and common ground
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Accommodating Negotiation Ac Tactics Satisfy needs of opposer and ex exclude clude your short term needs •
Uncover their needs by questioning •
You can’t be serious (exaggeration)
•
Your competitor quoted lower
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Question You are preparing to negotiate the sale and support contract for some high value capital equipment.
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Answer Option B is correct.
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Closing Closin g Techniq echniques ues •
Concession Close If I reduce the price by 10%, will you take •
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Closing Closin g Techniq echniques ues •
Adjournment Close •
We have summarised the benefits of what w hat is on offer. This is our final offer and we suggest that you
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Trusted by over 1 million members
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