1. Prepared by: Miss Samah Ishtieh
Negotiation
Prepared by: Miss Samah Ishtieh
Miss Samah Ishtieh
5/23/2018

2. Out Line Introduction Popular Assumption Definition Aim of Negotiation
Negotiation Elements
Criteria of Effective Negotiation
Negotiation Approaches
* Distributive / Competitive
* Principled / Integrative
Miss Samah Ishtieh
5/23/2018

3. Cont. Out Line Before Start Negotiation Phases of Negotiation
Who is Effective Negotiator
Habits of Merely Effective Negotiators ( Negotiating Mistakes to Avoid ).
Mediation
* Mediator
* Mediator's Role
* What Mediators Do Not Do
* Strategies / Tools
Miss Samah Ishtieh
5/23/2018

4. Every body negotiates all the time, at work, at home, and as a consumer. For some it seems easy, but others view the process of negotiation as a source of conflict to be resisted and avoided if possible. If you negotiate with yourself, one of you is going to lose."-- Steven P. Cohen 2006
Miss Samah Ishtieh
5/23/2018

5. Negotiation
Definition: Is the process of making joint decisions when the parties involved have different preferences.
Miss Samah Ishtieh
5/23/2018

6. What is Negotiation? Process of trying to get your needs met by
interacting with someone else also trying to
get their needs met.
Miss Samah Ishtieh
5/23/2018

7. Negotiation
Also its most creative form is similar to collaboration and in its most poorly managed form may resemble a competing approach, it is used as a conflict resolution strategy.
Miss Samah Ishtieh
5/23/2018

8. The Aim Of Negotiation
- is to explore the situation, and to find a solution that is acceptable to both people.
Negotiation Element:
Process
Behavior
Substance
Miss Samah Ishtieh
5/23/2018

9. Criteria for Effective Negotiation
Quality
Cost
Harmony
Negotiation Approaches
Distributive/ competitive
Principled integrative
Miss Samah Ishtieh
5/23/2018

10. Distributive/ competitive Negotiation
Focuses on “win-lose” claims made by each party for certain preferred outcomes.
Can take competitive form in which one can gain only if the other loses.
Miss Samah Ishtieh
5/23/2018

11. Principled-integrative Negotiation
Uses a win-win outcomes to reach solutions acceptable to each party.
No one should “lose”, and relationships should be maintained in process.
Miss Samah Ishtieh
5/23/2018

12. Rules of Principled Negotiation
Interest-Based Process.
Creativity: the heart of problem solving.
Involves a genuine partnership among the participants.
Miss Samah Ishtieh
5/23/2018

13. Interest Based process: Principled Negotiation on the merits
Fisher and Ury’s emphasized four principles:
Separate the people from the problem.
Focus on interests, not positions.
Invent options for mutual gain.
Insist on using objective criteria
Miss Samah Ishtieh
5/23/2018

14. Separate the people from the problem.
You are always dealing with people.
Focus on the future.
Base the relationship on accurate perceptions, clear
communication, appropriate emotions, and forward
looking outlook.
When perceptions are inaccurate, look for ways to
educate.
When emotions run high look for ways to let off steam.
Where there is misunderstanding, look for ways to
better communicate.
Miss Samah Ishtieh
5/23/2018

15. Focus on interests, not positions
How do you identify interests? Look behind positions.
Ask what is important to them, why it is important.
Powerful interests are basic human needs. Security, economic well-being, recognition, control over one’s life. Safety, outside influences.
Miss Samah Ishtieh
5/23/2018

16. Invent options for mutual gain
The obstacles:
Premature judgment
Searching for the single right answer
Thinking their problem is their problem
Miss Samah Ishtieh
5/23/2018

17. Insist on using objective criteria
Deciding on the basis of will is costly.
How about an independent criteria
Miss Samah Ishtieh
5/23/2018

18. Before, During, and After the Negotiation
BEFORE 1. Be prepared mentally by having done your homework. 2. Determine the incentives of the person you will be negotiating with. 3. Determine your starting point, trade-offs, and bottom line. 4. Look for hidden agendas, both your own and the parties with whom you are negotiating. DURING 1. Maintain composure. 2. Ask for what you want assertively. 3. Role model good communication skills (speaking and listening), assertiveness, and flexibility.
5/23/2018

19. 4. Be patient and take a break if either party becomes angry or tired during the negotiation. 5. Avoid using destructive negotiation techniques, but be prepared to counter them if they are used against you. AFTER 1. Restate what has been agreed upon, both verbally and in writing. 2. Recognize and thank all participants for their contributions to a successful negotiation.
Miss Samah Ishtieh
5/23/2018

20. Before start Negotiation
Goals
Trading
Alternatives
The relationship
Expected outcomes
The consequences
Power
Possible solutions
Miss Samah Ishtieh
5/23/2018

21. Phases of Negotiation Preparation/Analysis Planning Discussion
Miss Samah Ishtieh
5/23/2018

22. Who is effective negotiator?
The ability to see the situation as the other side sees it
Understanding of the negotiating process.
Feelings are important, recognize and understand where that person is coming from.
Focus on win-win.
Patience
Willingness to experiment.
Very creative.
Be a partner in the solution.
Keen listening skills.
Listen actively. Speak for yourself, not them.
Miss Samah Ishtieh
5/23/2018

23. Negotiating mistakes to Avoid:
Neglecting the Other Sides Problems
Letting Price clear other interests
Letting Position Drive Out Interests
4. Searching Too Hard for Common Ground
5. Failing to Correct for at an angle Vision
Miss Samah Ishtieh
5/23/2018

24. Mediation ( الوساطة )
An intervention into a dispute by an acceptable, impartial, and neutral third party, who has no authoritative decision-making power, but who assists the disputing parties in voluntarily reaching their own mutually acceptable judgment of disputed issues in a non-adversarial setting.
The process of having a third party akin to an advocate best negotiators. Even though they may be advocating a position of negotiating an agreement in their interests, it is done in a way that the other participants feel the mediators working for them.
Miss Samah Ishtieh
5/23/2018

25. The mediator Controls the process, not the outcome!
Miss Samah Ishtieh
5/23/2018

26. Mediator’s Role: Remain neutral Build trust Control interaction
Remain patient
Be diplomatically persistent
Gather information
Identify interests and needs
Generate Options
Facilitate negotiation
Facilitate Communication
Act as interpreter
Clarify needs as opposed to desires or positions
Maintain a balance of power
Separate the people from the problem
Act as an agent of reality
Identity perceptions
Remain Non-judgmental
Miss Samah Ishtieh
5/23/2018

27. What Mediators Do Not Do??
Mediators do not guess
Mediators do not violate confidentiality.
Mediators do not dictate the agreement terms.
Mediators do not advocate for weaker participants.
Mediators do not impose their values.
6. Mediators do not function as psychologists.
7. Mediators do not give advice, especially legal.
8. Mediators do not make promises they cannot keep.
9. Mediators do not enforce agreements.
10. Mediators do not lose self-control.
Miss Samah Ishtieh
5/23/2018

28. Strategies/Tools Summarize Brainstorm Open-ended Questions
Close-ended Questions
Reality Test
Silence
Translate positions into Needs and Interests
Reflective Listening
Define vague or general terms “Always”/”All the time”
Past History of interactions
Miss Samah Ishtieh
5/23/2018

29. Strategies/Tools Use Diagrams Break down big issues into little ones
Translate between the parties
Keep parties focused
Use imaginary
Venting/Telling their story
Miss Samah Ishtieh
5/23/2018

30. Strategies/Tools BATNA Best Alternative To a Negotiated Agreement
The answer of:
What will I do if an agreement can’t be reached?
Miss Samah Ishtieh
5/23/2018

31. One psychiatrist has said that: Fighting Fires Without Burning Bridges
Negotiation is a life skill.
One psychiatrist has said that:
Fighting Fires Without Burning Bridges
Miss Samah Ishtieh
5/23/2018

32. Negotiating is not a skill that is easily acquired
Negotiating is not a skill that is easily acquired. It takes time, effort and energy. If you want to improve your negotiating ability you must be ready to work at it. Invest the time learning the dynamics and science of negotiating. And be prepared to push yourself out of your comfort zone.
(2007 Kelley Robertson).
Miss Samah Ishtieh
5/23/2018

33. Thanks for best Negotiation
Miss Samah Ishtieh
5/23/2018