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

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

3. Explain the importance of negotiation.

4. 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.

5. Negotiation The process of reaching agreement
Persuading someone to do something

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

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

8. Factors That Affect Outcome
Relationship
Power
Position and interest
Style

9. Negotiating Styles Combative Competitive Avoidant Accommodating
Collaborative

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

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

12. Demonstrate negotiation skills.B

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

14. 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.

15. 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?

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

17. Digital-based photography sources:
ThinkStock Photos
Various images used in this presentation are ©2013 ThinkStock Photos. All rights reserved

18. Copyright:
All photographic digital images on this CD are owned by the aforementioned photographic resources or their licensors and are protected by the United States copyright laws, international treaty provisions, and applicable laws. No title to or intellectual property rights to the images on this CD are transferred to you. These sources retain all rights and are not to be used, digitally copied, transferred, or manipulated in any way. To do so is a violation of federal copyright laws.