A Guide To Negotiation Preparation Strategies Training Ppt

Slide 4

This slide explains that BATNA (Best Alternative to a Negotiated Agreement) refers to a negotiating party's action plan if talks fail and no agreement can be reached. It also mentions that BATNAs are used when the parties involved cannot reach an agreement. If negotiations fail, the most appealing option is a BATNA.

Slide 5

This slide depicts information regarding importance of BATNA (Best Alternative to a Negotiated Agreement). The reasons why knowing your BATNA is critical are:

• If negotiations fail, it provides an alternative
• It gives you bargaining power
• It establishes your reservation point (the worst price you are willing to accept)

Slide 6

This slide illustrates each party's (seller and buyer) best alternative to a negotiated agreement.

Instructor’s Notes: 

• ZOPA (Zone of Potential Agreement) is the difference between the settlement ranges of the seller and the buyer
• The seller's settlement range is a biddable range that the seller accepts
• The buyer's settlement range is a biddable range that the buyer accepts
• The worst-case scenario for the buyer/seller is the reservation point of the respective parties
• If the buyer proposes a lower price than the seller's worst-case scenario, the seller would be better off going with an alternative
• If the seller proposes a higher price than the buyer's worst-case scenario, the buyer would be better off choosing an alternative

Slide 7

The slide depicts an example in which both the buyer and seller negotiate the best possible deal.

Slide 8

This slide illustrates that both the buyer and seller can settle for a price between $16,000-$17,000 that is ZOPA (Zone of Possible Agreement).

Slide 9

This slide explains the information regarding WATNA. WATNA is an abbreviation for "Worst Alternative to A Negotiated Agreement," It represents one of several alternative options if a resolution cannot be reached. It also highlights that WATNA is a helpful technique for understanding what might be a negotiation outcome that, even if negative, is still better than a WATNA, allowing the deal to proceed.

Slide 10

This slide explains WAP (Walk-Away Point) in negotiation. It highlights that a walk-away point is when you recognize that continuing the negotiation is pointless because the offers do not align with what you want.

Slide 11

This slide explains WAP (Walk-Away Point) in negotiation. It highlights that a walk-away point is when you recognize that continuing the negotiation is pointless because the offers do not align with what you want. 

Instructor’s Notes: 

• The “Like to Achieve” table is where you can list the goals you want to achieve during a negotiation
• The “Intend to Achieve” table lists the goals you need to accomplish during a negotiation
• The “Breakpoint to Achieve” table lists any offer from the other party that will prevent you from achieving your goals during a negotiation

Anything under Breakpoint to Achieve is your key point in determining when you should walk away from a negotiation. When the other party mentions anything in the Breakpoint table, that should be your cue to pay attention to a possible walkaway point.

Slide 12

This slide illustrates preparation checklist with multiple open-ended questions on negotiation. The questions are: What are my short- and long-term goals related to negotiation; what are my strengths, skills, and assets in this negotiation; what are my weaknesses and vulnerabilities in this negotiation; and what do I have that the other party is negotiating with me.

Slide 13

This slide depicts a preparation checklist with multiple open-ended questions on negotiation. The questions are: What lessons can I apply from past negotiations to improve my performance; What is my best alternative to a negotiated agreement? What options would I turn to if I’m not ok with the deal? How can I strengthen my BATNA? What is my relationship history with the other party? How might our relationship affect current talks? Finally, have I practiced communicating my message to the other side? How are they likely to respond?

Slide 14

This slide explains the sources of negotiating power. The sources are: Need, Alternatives/Options, Time/Deadline, Relationships, Investment, Credibility, Information/Knowledge, Skills, Elegant solutions, and Perception.

Instructor’s Notes:

Multiple Sources of Negotiating Power are:

• Need: The critical question here is which side needs the product/service more, one side or the other
• Alternatives/Options: What are each party's options if an agreement cannot be reached? The greater your BATNA – best alternative to a negotiated agreement, the greater your bargaining power
• Time/Deadline: It refers to any upcoming events that impose a deadline on either negotiating party. It can also refer to waiting for the right moment for initiating negotiations
• Relationships: Relationship power exists when negotiators have high-quality relationships with the opposing party
• Investment: The more efforts or resources individuals invest, the more committed they are to reaching an agreement, giving the opposing party more power
• Credibility: Material proof of your previous successful work and having large and important parties among your partners increase your negotiating power
• Information/Knowledge: Power comes from knowledge. The more an individual knows about the other party, the more bargaining power they will have. It implies a thorough understanding of the other party's culture in international negotiations
• Skills: Among these are the ability to listen to others, empathy, sensitivity to others, clear communication, foreign language proficiency, etc. Negotiating skills can be ingrained, both formally and through experience
• Elegant solutions: There are many shared and competing interests in any negotiation. Finding a good solution to the problem is one way to influence the other side. The more complex the issue, the more powerful and elegant the solution can be
• Perception: The more power the other party believes you have, the more power you have

Slide 16

This slide explains how our emotions affect our ability to negotiate. It emphasizes the importance of shifting the focus during negotiations from what is going on in your mind to what is going in your interlocutor's mind. It also states that one must be cheerful, optimistic, calm, and confident during negotiation. Accept your client's right to an alternative viewpoint and treat him as an ally rather than an adversary.  

Slide 17

This slide depicts the tips through which an individual can have emotional control during negotiation. The recommendations are: Differentiate between relations and business, Prepare yourself and write things down, Always be ready for manipulations, and be ready for tough negotiations.

Slide 18

This slide depicts tips for successful negotiation. These tips are: Do Your Homework, Practice Before the Negotiation, Spend time listening and questioning, Find the Right Balance of Information Sharing and Withholding, Be self-aware, Develop Your Persuasion Skills, and Build Trust and Respect.

Slide 19

This slide explains the importance of doing your homework as a negotiation tip. It emphasizes recognizing what is essential to the other negotiating party and what you can offer that they will value. It is much easier to negotiate from a position of knowledge than to negotiate from a position of guesswork.

Slide 20

This slide depicts practicing as a tip for successful negotiation. It emphasizes the importance of planning and preparing for potential objections before entering into a negotiation. Rehearse in front of a mirror before the meeting so you don't hear your own words for the first time.

Slide 21

This slide explains the importance of spending time on listening and questioning as a tip for successful negotiation. It emphasizes that if one needs more information from the other party during a negotiation, one should stop talking and start listening. It also mentions that critical thinking frequently leads to effective questioning, so remaining silent and active listening will undoubtedly help you obtain information.

Slide 22

This slide depicts finding the right balance of information sharing and withholding as a tip for successful negotiation. It emphasizes how unnerving it can be to share details with a negotiating counterpart. It can force your counterpart into a position at the negotiating table that you did not intend. It also states that while sharing information can add value to a negotiation, sharing too much can harm your bargaining position.

Slide 23

This slide explains being self-aware as a tip for successful negotiation. It mentions that people from different cultures may approach negotiation in their unique ways. Some cultures take a process-focused linear approach with little small talk, while others are warmer and more emotional.

Slide 24

This slide depicts developing your persuasion skills as a tip for successful negotiation. It mentions that persuasion is an important skill to learn if you want to negotiate successfully. It also emphasizes the importance of being able to persuade others to accept your point of view and convincing them to change their minds.

Slide 25

This slide explains building trust and respect as a tip for successful negotiation. It mentions that developing long-term business relationships requires trust and respect, as well as overcoming cognitive biases. These include blaming others for circumstances beyond their control (accuser bias) and focusing on variables outside your control to explain your behavior while ignoring variables within your control (excuser bias).

Slide 26

This slide depicts an exercise on negotiation that can be performed during the training session.

Slide 40 to 55

These slides contain energizer activities to engage the audience of the training session.

Slide 56 to 83

These slides contain a training proposal covering what the company providing corporate training can accomplish for the client.

Slide 84 to 86

These slides include a training evaluation form for instructor, content and course assessment.