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NEGOTIATION SKILLS

NEGOTIATION SKILLS. A TRAINING SEMINAR FOR PARTICIPANTS IN THE DARE PROJECT, APRIL 2018, SOFIA, BULGARIA. DEFINITION. From Latin NEGOTIATUS – means CARRY ON BUSINESS NEGOTIATION PROCESS – interaction between people – usually direct and verbal interchange. What is negotiation?.

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NEGOTIATION SKILLS

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  1. NEGOTIATION SKILLS A TRAINING SEMINAR FOR PARTICIPANTS IN THE DARE PROJECT, APRIL 2018, SOFIA, BULGARIA

  2. DEFINITION • From Latin NEGOTIATUS – means CARRY ON BUSINESS • NEGOTIATION PROCESS – interaction between people – usually direct and verbal interchange.

  3. What is negotiation? • What you want from the other person, no matter what. • Bargaining – you ask for a lot, and wind up settling for something in the middle. • A give-and-take decision-making process involving interdependent parties with different preferences.

  4. And more… • Process of communication in which the parties aim to send a message to the other side and influence each other for the purpose of reaching a joint agreement about different needs and ideas. • Discussion between people, with the goal of reaching an agreement on issues, and separating the parties when neither party has the power to get its way. • Negotiating - a collection of behaviours and involves communication, sales, marketing, psychology, sociology, assertiveness and conflict resolution.

  5. WHO may be a negotiator? • Buyer or seller, • Customer or supplier, • A boss or employee, • A business partner, • A diplomat or a civil servant. • On a more personal level – between spouses, friends, parents, children.

  6. Basic components: • Preparation: prepare for negotiation if you want to succeed • Objectivity: assess your strengths, weaknesses and goals. • Strategy: plan a realistic course of action based on sound preparation and objective appraisal of recourses • Technique: combine a wide range of skills, draw on experience and self-discipline

  7. STAGES OF NEGOTIATION • INITIAL STAGE: • 1.Plan carefully • 2. Organise issues • 3.Focus on mutual principles and concerns • 4. Be aware that the first offer is often above expectations • 5. Focus on long-term goals and consequences

  8. MIDDLE STAGE: • Revise strategies • Consider other options • Increase power by getting the other side to commit first • Add credibility by getting agreements in writing • When asked for concession, ask for a tradeoff

  9. ENDING STAGE: • Counter a persistent negotiator by withdrawing an offer • Do not expect in verbal promises • Congratulate the other side

  10. Effective negotiating • https://youtu.be/RXFjDXhsC9o

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