Emotional Intelligence

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Presentation transcript:

Emotional Intelligence Make It a Win-Win Negotiation in Business Emotional Intelligence LAP 8

Objectives A B Explain the importance of negotiation. Demonstrate negotiation skills. B

Explain the importance of negotiation.

Negotiation is more than: Law enforcement officers reasoning with an armed robber The government developing a peace treaty Everyone uses negotiation techniques every day—even you.

Negotiation The process of reaching agreement Persuading someone to do something

Reasons to Negotiate Fulfill a need or want Solve a problem Resolve a conflict

Ways to Negotiate With one other person In a group Over the telephone In writing

Factors That Affect Outcome Relationship Power Position and interest Style

Negotiating Styles Combative Competitive Avoidant Accommodating Collaborative

Effective Negotiation Requirements Preparation and participation Mutual respect Specific outcome or goal

Strategy Bargaining Good cop/Bad cop Limited authority Deadline driven A focus on needs/wants Silence Awareness, flexibility, and patience

Demonstrate negotiation skills. B

Steps for Negotiation Research and prepare. Determine BATNA Identify walk-away point Conduct research Analyze the other side Practice

Steps for Negotiation Set up a meeting time and place. Negotiate for a win-win outcome. Resolve issues, reach an agreement, and establish terms. Assess the negotiation session.

Karen wants to buy a car from Joe’s dealership. She wants more time to think about it. Joe uses the deadline-driven negotiation strategy. Should he tell Karen the truth?

Acknowledgments Original Developers: Christopher C. Burke, Kerry Winfrey, MBAResearch Version 2.0 Copyright © 2013 MBA Research and Curriculum Center

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