Comprehensive Training Curriculum on Negotiation Training PPT

What is this slide for: Most Common Reasons People Avoid Negotiation

This slide covers: This slide illustrates common reasons people avoid Negotiation. The reasons are embarrassment and pride, inability to think beyond binary choice of YES or NO, fear of losing the deal, being liked, and fear of negotiating badly.

Instructor’s Notes:

The most common reasons why people avoid negotiation are as follows:

• Embarrassment and Pride: People are easily embarrassed when they consider negotiating, but they should not be
• Inability to Think Beyond Binary Choice of YES or NO: People must realize that there is always a choice beyond reluctantly saying YES or unhelpfully saying NO. People should never forget that there is always the option of Negotiating and creating a win-win deal for all parties involved
• Fear of Losing the Deal: People believe that attempting to negotiate will result in a complete loss of the deal. Hence, they abstain from Negotiating
• Being Disliked: Many people are afraid that if they negotiate, others will dislike them. But whether they like you or not, you're not going to see them again. Even if you pay the full amount, there is no guarantee that they will like you
• Fear of doing a Bad Job at Negotiating: This is the fear that engulfs all of us. Many people believe that their negotiating skills are inadequate, so why even try? However, the ability to negotiate never arises because they never ask. If you never ask, you will never be able to negotiate

What is this slide for: Matrix representing Negotiation Strategies

This slide covers: This slide illustrates the Negotiation Strategy Matrix. The parameters of the matrix are Win-Lose, Win-Win, Lose-Lose, and Lose-Win.

Instructor’s Notes:

• Lose-Win: Lose-Win situations are frequently the result of a lack of courage to pursue one's own goals while caving to the other party's desires. Playing for a short-term loss can be used as part of a long-term strategy on occasionally
• Lose-Lose: Typically, Lose-Lose scenarios result from focusing on the wrong goals or broken relationships
• Win-Lose: The strategy in Win-Lose is to meet your objectives, even at the expense of the other party's objectives. As a result, we compete with our ‘opponent’ for the most significant value share
• Win-Win: With Win-Win, we achieve our goals by assisting the other party in achieving their goals or collaborating with our ‘partner’ to maximize value creation

What is this slide for: Three Rules of Principled Negotiation

This slide covers: This slide depicts the rules of principled negotiation. The three rules are: Separate the person from the problem, focus on interests, not positions, and generate options for mutual gain.

Instructor’s Notes:

The rules of principled negotiation are as follows:

• Separate the Person from the Problem: It is possible to be gentle with the people you work with while being tough on the problem. One can act in ways that are respectful of the other and treat the other person well. This can be done even as you work hard on addressing the substantive issues that led to the negotiation in the first place
• Focus on Interests, not Positions: Creative solutions can be accomplished by focusing on the parties' mutually shared interests. Positions are statements about what someone wants or needs from a situation, whereas interest is the underlying reason or motivation for the position
• Invent Options for Mutual Gain: It is critical to generate multiple options that may satisfy the interests of both parties. Brainstorming techniques, for example, can be used to create multiple options from which a resolution can be developed later