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Amity International Business School Communication and International Negotiation Subtle art of negotiation BY KP Kanchana
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Amity International Business School Negotiating Styles Win /Win Win /Lose Lose /Lose
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Amity International Business School Do Your Homework Know what you want Know the negotiator What’s the negotiator’s model? What does the negotiator want?
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Amity International Business School Double Think What do you want? (think) What does the negotiator want? (doublethink) What does the negotiator think you want? (triple think) Where’s the middle ground?
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Amity International Business School Build Trust Tell the truth Respect confidences Honor your commitments Be clear Be open Be firm
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Amity International Business School External Listening Body language – yours and theirs Nonverbal messages Facial expressions Voice inflections Eye movement
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Amity International Business School Move Beyond Positions Ask questions that probe specific needs/ Interests Create a supportive climate Find mutual ground
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Amity International Business School Know Your BATNA BATNA –Best Alternative to A Negotiated Agreement Can you afford to walk away?
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Amity International Business School Negotiating a Raise or Promotion What have you done for them lately How often can you ask for a raise or promotion? How much should you ask for? How do you ask? What if the answer is no?
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Amity International Business School Setting It Up Agree on a benchmark job Agree on proficiency /performance level Job value Salary range Necessary performance
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Amity International Business School What is a Win? Settlement range What’s your bottom line?
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Amity International Business School Enjoy Yourself Negotiation is an art Logical steps set the parameters The art is in the deal Have fun!
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