This presentation brings a detailed account of how one can have great negotiation skills to survive in a corporate.

1. PRESENTS
Module On Negotiation Skills
At
Delhi University, North Campus

2. CONCEPTUALIZED BY
Prof. S.C Kapoor
Mr. Gaurav Vashisht
INSPIRATION
All our clients, students and keen
participants

3. Everybody Negotiates

4. Negotiating Skills

5. Building good
relationships improves
your ability to make
collaborative decisions,
to better understand the
other side and boost your
efficiency. Don't be put
off by regional or cultural
differences when sitting
down to negotiate.

6. What Is Negotiation?
Negotiation is the process of securing an agreement
between parties with different needs and goals, but
each having something to offer the other, and each
benefiting from establishing an agreement, though
the balance of power can be dependent upon
whether one party's need is significantly greater than
the other. In such a scenario the choice is to take
advantage or exercise great diplomatic skill.
Empathy, sensitivity, neutrality, objectivity are
characteristics of good negotiators.

7. Cardinal Rule for Negotiation
The key to negotiating is figuring out what the
other party wants.
Everything else will come together after the
essentials are named.

8. Qualities of a Good
Negotiator
1. A good talker
2. A good listener
3. A man of patience
4. Has a right attitude towards Unions
5. Build a reputation of being fair but firm
6. Understanding
7. Not too critical

9. STAGES IN NEGOTIATION

10. NEGOTIATION PREPARATION
1.

11. NEGOTIATION
A. THE INITIAL STAGE
 Take in more information than you give out
during the initial negotiation stage.
 Never start with your bottom line (MAR)
 This is the time for pleasantries
 Get to know the other side

12. NEGOTIATION
1. Know the Negotiator
 Your job is to find out what their MAR is
 Nonverbal behavior means something, but they
mean different things to different people
 Always follow up on perceptions of discomfort,
incongruence, anger or disgust
 Be aware that you are sending out non-verbal
messages as well
1. Learn about the other person’s underlying needs,
restrictions and flexibilities
2. Ask questions like “why is that important to you?”

13. NEGOTIATIONS
4. Learn about the other person’s method of
processing information & use that in your
negotiation communications
 Visual: hand gestures in front of face, “I see
what you mean”, “I get the picture”, etc.
 Audio: gestures at waist level, “I hear you”,
“Listen up”, “I’ve told you 100 times” etc.
 Kinesics: Large hand gestures associated with
different body parts. “I feel uncomfortable with
that”, “I’m skeptical” “what were you thinking?”,
“cool”, “excellent”

14. NEGOTIATIONS
5. If you can get to know the “whys” of your
opponent’s position, you might be able to solve
the problem in a manner that neither of you had
thought about before without giving up anything
that you want.
6. Knowing the why’s gives you the opportunity to
become a creative negotiator and problem
solver.

15. Communication Techniques
1) Listening Responses
 Clarification – by “kill”, do you mean the entire project or just
portions that are important to you?
 Paraphrase – It sounds like the scope of work you proposed
can’t be done for the amount of money allocated to direct costs.
 Reflection – You are feeling frustrated and believe the University
is taking advantage of your hard work.
 Summarization – If the University pays for its overhead costs out
of your project, you won’t be able to do the whole thing, this
sounds really frustrating.
 Empathy - There never seems to be enough resources to go
around, and you are frustrated by this.

16. Communication Techniques
2) ACTION RESPONSES
 Open-ended probe- “kill it?”
 Closed probe – Are you saying, you will reject the entire award if
you don’t get a waiver?
 Confrontation – I’m confused, you said the entire project would be
shut down, but I heard you might be going after supplemental
funds from a different agency to cover some of the project tasks.
 Interpretation –I’m wondering if requesting a waiver is the best way
to go about getting resources for your project.
 Information giving- I’ve seen very successful programs that start
out smaller and then build up as resources become available.
 Instructions – Your request doesn’t fall into our waiver policy
requirements so, Let’s do a keyword search in x database to see if
we can come up with more resources for your project.

17. Communication Techniques
3) Sharing Responses
 Self-Disclosure – I know how you feel. With energy
prices going up all the time, I cringe every time I have
to write a check out to the power company to heat
my house. I’d much rather spend the money on
something I enjoy doing.
 Immediacy – When you say that, in that way, you
sound like this is a life or death situation for you.
 Reinforcement – You are one of our most successful
researchers. If anyone can get additional funding
from the sponsor to cover the full costs of this
project, it would be you.

18. Communication Techniques
4) VERBAL JUDO
 Block the Opponent by finding the truth in their statement and
agreeing with it
 I agree, F&A can be a real pain to pay when you have
something important to accomplish
 Disarm the Opponent by complimenting them on something
(until they are disarmed, they will not listen to you)
 I’m so glad you came to talk to me about this, not everyone
is as open as you are to discussing allocations of
University resources. I really value your opinion.
 Follow up with your attack – Educate them about what you
want and why
 You know, F&A is really important, not just to the
University, but to you and your project as well. Let me
explain . . .

19. NEGOTIATIONS
B. Final Stage
1. Summarize what each party has agreed to
2. Identify who will take what action
- ALWAYS volunteer to write the new contractual
language
1. Finalize any negotiated contentious points in writing
2. Spell out the timeframe for the parties to act (I’ll get the
language to you by Tuesday next week and we expect
a check by Thursday).
3. If oral or phone negotiations, follow up with a written e-
mail or letter summarizing your agreements and send
off asap.

20. NEGOTIATION STYLES
1) COMPETETIVE NEGOTIATORS
 Hard line “take it or leave it”
 Set up deadlines (that aren’t really deadlines)
 High expectations of end results (beware of
making demands that are not justifiable – you
lose credibility)
 Difficult to make concessions
 Will take advantage of another’s perceived
weakness or lack of credibility
 Sees negotiation process as a battle to be won

21. NEGOTIATION STYLES
2) COOPERATIVE NEGOTIATORS
 Primary goal is to get the deal done rather than
risk losing the deal entirely
 Find creative methods of meeting the other
side’s needs
 Tend to score higher on the “likeability” scale
 Relationship more important than the bottom line
 Avoidance of win-lose scenarios
 See negotiation as a problem to be solved

22. NEGOTIATION STYLES
3) COOPERATIVE OR COMPETITIVE?
 Research shows that competitive negotiators
generally end up with better results
 Cooperative negotiation works only if both sides
are using the same approach
 One method usually works better for you as an
individual
 Competitive does not necessarily mean “abrasive”
 Be aware of the competitive negotiator wearing
cooperative clothing

23. NEGOTIATION METHOD
Which Negotiation method is best?
 Face to Face
 Able to read gestures, body language (may not mean what
you think it means), usually results in quicker results
 Telephone:
 Good for Audio processors, can hear inflection, tone. Allows
you to create your own image of the other party
 E-mail:
 Avoidance of the intimidation factor in negotiations, better for
Visual processors, allows for a written history of negotiations
– allows the other side more time to think about propositions
– tone can’t be ascertained
 Snail Mail
 For more formal situations or to document other
communications or when delay is used as a negotiation
tactic

24. Even if you’re on the
right track, you’ll get run
over if you just sit there.
Arthur Godfrey

25. Do’s for Negotiator
1. Listen
2. Be sensitive
3. Disagree on a positive note
4. Acknowledge others’ contributions
5. Have a total plan
6. Be calm and composed
7. Be sure you have all the facts

26. A bad deal is far worse
than no deal

27. Don’ts for Negotiator
1. Don’t be in a hurry
2. Don’t underestimate others
3. Don’t embarrass other people
4. Don’t react unfavorably to your own
mistakes
5. Don’t compromise on your objectives
6. Don’t oversell

28. You Get What You Negotiate,
Not What You Deserve

29. THANKS

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