Understanding The Negotiation Process Training Ppt

Slide 4

This slide depicts information regarding positional bargaining. It highlights that positional bargaining is a negotiation strategy that entails holding on to a fixed idea, or position, of what a person wants and arguing for it and only it, regardless of any underlying interests. It also mentions that Positional bargaining can be classified into: Soft bargaining and Hard bargaining.

Slide 5

This slide depicts information about soft positional bargaining. It emphasizes the importance of developing relationships in soft positional bargaining, which leads to the parties taking a softer approach to the negotiation. This could lead to a win-lose situation in which they lose by giving up too much to maintain a good relationship.

Slide 6

This slide explains hard positional bargaining and emphasizes the importance of getting what you want during negotiation by playing hardball and being tough on the other person. It also mentions the characteristics of hard positional bargaining such as: Participants are adversaries, the goal is a victory as a condition of the relationship, demand concessions, and being harsh with both the problem and the people.

Slide 8

This slide illustrates information regarding principled negotiation. It highlights that principled negotiation is a method of resolving disputes between parties and is also known as a "win-win" situation. It focuses on improving everyone's interests and finding mutually beneficial solutions. 

Slide 9

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:

• 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

Slide 10

This slide illustrates the Five Stages of the Negotiation Process. The stages are: Prepare, Exchange information, Clarify, Bargain and Problem-solve, and Conclude & Implement.

Instructor’s Notes:

The Five Stages of Negotiation Process are:

• Prepare: Negotiation preparation is easy to overlook, but it is a crucial first step. To prepare, research both sides of the debate, identify any potential trade-offs, and determine your preferred and least preferred outcomes. Then, make a list of the concessions you're willing to make on the bargaining table, determine the relationship you want to build or maintain with the other party, and prepare your BATNA (“Best Alternative to a Negotiated Agreement"). Preparation can also include establishing ground rules, such as where, when, with whom, and under what time constraints the negotiations will occur
• Exchange Information: This is the negotiation stage in which both parties exchange their initial positions. Each side should be free to express their underlying interests and concerns, including what they hope to achieve at the end of the negotiation and why they feel the way they do
• Clarify: In this step, both parties continue the discussion while exchanging information to justify and support their claims. If one side disagrees with something the other side is saying, they should discuss it calmly to reach an understanding
• Bargain and Problem-solve: This stage is the heart of the negotiation process, in which both parties begin a give-and-take. Following the initial offer, each negotiating party should make and manage their concessions while creating and managing counter-offers. Keep your emotions in check during the bargaining process; the best negotiators use strong verbal communication skills. This step aims to arrive at a win-win situation—a positive course of action
• Conclude and Implement: Once an acceptable solution has been reached, both parties should thank each other for the discussion. Successful negotiations are all about building and maintaining long-term relationships, and then they should outline each party's expectations and ensure that the compromise is implemented. This step is frequently accompanied by a written contract and a follow-up to ensure that the implementation is proceeding smoothly

Slide 11

This slide explains the first stage of negotiation process that is Preparation. It mentions that negotiation preparation is easy to overlook, but it is a crucial first step. It also highlights that preparation also include establishing ground rules, such as where, when, with whom, and under what time constraints the negotiations will occur.

Slide 12

This slide explains the second stage of negotiation process which is exchanging information. It highlights that exchanging information is stage of negotiation in which both parties exchange their initial positions. 

Slide 13

This slide describes the third stage of negotiation process that is clarification. It highlights that in this stage, both parties continue the discussion while exchanging information by justifying and supporting their claims. At this stage if one side disagrees with something the other side is saying, they should discuss it calmly to reach an understanding.

Slide 14

This slide explains the fourth stage of negotiation process that is Bargaining and Problem-Solving. It mentions that this stage is the heart of the negotiation process, in which both parties have to give-and-take. It also highlights that emotions must be in check during the bargaining process. Here, the best negotiators use strong verbal communication skills. This step aims to arrive at a win-win situation.

Slide 15

This slide depicts the fifth stage of negotiation process that is conclusion and implementation. In this stage, once an acceptable solution has been reached, both parties should thank each other. This stage is frequently accompanied by a written contract and a follow-up to ensure that the implementation proceeds smoothly.

Slide 17

This slide explains how a negative attitude toward the negotiation process can be a roadblock to successful negotiation. It states that attitude determines the tone of the negotiation, which can be hostile or cooperative. It also emphasizes that negotiation does not have to be adversarial. Effective negotiation distinguishes itself by the parties working together to find a solution rather than each party attempting to defeat the other.

Slide 18

This slide explains a ‘Try to win at all costs’ attitude as a barrier to successful negotiation. It also mention that in negotiations, the best approach is to find a solution in which both parties 'win.' One must not think of negotiation as a competition that must be won.

Slide 19

This slide explains how strong emotions can hinder negotiation. It emphasizes how strong emotions cause us to lose sight of logic during negotiations. It also mentions that while it is natural to become emotional during a negotiation, we lose our ability to channel our negotiating behavior in constructive ways as we become more emotional.

Slide 20

This slide depicts a lack of empathy as a barrier to successful negotiation. It emphasizes that to find an acceptable solution for all parties, we must first understand the other party's needs and desires regarding the negotiation issue. It also mentions that a person will be unable to negotiate effectively if they do not know what the person requires or desires.

Slide 21

This slide explains how wrong focus is a barrier to a successful negotiation. It emphasizes that negotiators are more concerned with individuals than their issues, which is especially true of the people we dislike. It also highlights the importance of staying focused on the real problems and putting our personal feelings about the individual aside while negotiating.

Slide 22

This slide depicts blame game as a barrier to successful negotiation. It also highlights that playing the blame game complicates the negotiation situation. Each party contributes, for better or worse, to any conflict or negotiation. 

Slide 36 to 51

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

Slide 52 to 79

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

Slide 80 to 82

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