Negotiations

Katarzyna Miotk

Grupa 11

Contents

• Negotiation definitions
• Negotiation styles
• The spectrum of negotiation styles
• The negotiation techniques
• Negotiation behaviour in the world

• ... is the means by which people deal

with their differences.

• Negotiatus lat. means “to carry on

business”

Harvard Business Essentials (2003). Negotiation. Harvard:

Business Press. p. xi

Negotiations

• Negotiating involves two or more

individuals or groups of people
communicating with each other,
hoping to reach agreement about
something.

Anne Laws

• Negotiation occurs in business, non-

profit organizations, government
branches, legal proceedings, among
nations and in personal situations
such as marriage, divorce, parenting,
and everyday life.

• A conflict of interest
• No set of rules or procedures for

resolving the conflict

• A need to resolve it.

Lewicki, Roy (1985). Negotiation. Homewood

Illinois: Irwin. p. 4

We Negotiate When:

• Ideally, the aim of a negotiation is a

win-win situation in which both
parties gain a mutual benefit. This
especially if a long term relationship
is to be desired. (= integrative style)

• A win-lose situation is one in which

one party gains and advantage over
the other. (= disruptive style)

Win-Win or Win-Lose

The spectrum of

negotiation styles

• Consideration for self

• Consideration for others

• A middle way

The spectrum of

negotiation styles

• Accommodating
• Avoiding
• Collaborating
• Competing
• Compromising

• Shell, R.G. (2006). Bargaining for

advantage. New York, NY: Penguin

Books.

Negotiation Styles

• Prepare, prepare, prepare.
• Pay attention to timing.
• Leave behind your ego
• Ramp up your listening skills
• If you don't ask, you don't get.

Ten Negotiation

Techniques (1):

• Anticipate compromise.
• Offer and expect commitment
• Don't absorb their problems
• Close with confirmation.
• Stick to your principles

Ten Negotiation

Techniques (2):

Negotiation behaviour

Thank you!