EFFECTIVE NEGOTIATION CME Solution U Ltd Tel 0775

EFFECTIVE NEGOTIATION CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

TABLE CONTENT 1. 2. 3. 4. 5. 6. 7. 8. 2 Definition of negotiation Characteristics negotiation situation Stages of negotiation. Types of negotiation. Preparation Four communication types Managing the process 4 elements of negotiation CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

CONT. . 9. Impediment to questions 10. Non verbal messages 11. Negotiation strategy 12. Negotiation strategy 13. Five key points in negotiation 14. Personal characteristics 15. Positions 16. Cultural differences CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

DEFINITION OF NEGOTIATION v Negotiation is the process through which 2 parties move from diverse position to a point of mutual agreement by means of discussion successful negotiation. v Back and forth communication designed to reach an agreement. v When you and the other side have some interests that are shared and others that are opposed. CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

CHARACTERISTICS NEGOTIATION SITUATION - Negotiation parties do depend on each other (they want something from each other) - The parties are having different concerns and expectations CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

STAGES OF NEGOTIATION - Relationship building - Agreeing procedure - Exchanging information - Questioning, checking and clarifying - Generating and evaluating options - Bidding - Bargaining - Settling and concluding CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

TYPES OF NEGOTIATION 1. Distributive negotiations: Traditional win / lose situations (economic situations, limited expression of trust, use of threats, Forcing and compromise conflicts handling styles are dominant) 2. Integrative negotiations: Joint problem solving to achieve results benefiting both parties (identify mutual problems, identify and asses alternatives Collaborative and compromise conflict handling styles) CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

TYPES OF NEGOTIATION 3. Attitudinal Structuring: Parties seek to establish desired attitudes and relationships ( exhibit certain interpersonal approaches; hostility, friendliness and competitiveness, co-operativeness 4. Intra-organizational: Negotiation through representatives ( build consensus for agreement, resolve intra-group conflict before dealing with the other group`s negotiators) CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

PREPARATION Planning time - What kind of outcome do you want ( long term view / range of objectives) - Why you want a given outcome § Exploration of options - The greater the number of options the greater the chances for success - What are your sticking points (limits (ranges) + reason) § Common ground - Try to find out as much as you can about your opposite number - Put yourself in the other party`s ( what are the needs of the other person) ( make assumptions of what to expect) § CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

PREPARATION Long terms Versus short terms (spend enough time on long term issues Strategy ( strong / weakness) ( What is the mutual interest) l Adjusting your communication style (4 types of communication styles) Detail, result, harmony and excitement seeker • CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER

CME MANAGEMENT SCHOOL • Register online and have access to our Life and Skills Improvement courses that are changing lives and the workplace. Only for $ 10 for 6 months • For specific Course please you can download at $ 3 • Book us for a presentation at your workplace or follow our monthly workshops • All subscribers are entitled to a Certificate once completing an exercise Contact our marketing team. T: +256 -775690009/+256 -700 5941 41 E: admin@cmesolutionltd. com , cmesolutionltd 2018@gmail. com Website: www. cmesolutionltd. com CME Solution (U) Ltd. Tel: 0775 690 009 / 0700594141 /07724 01 774, www. cmesolutionltd. com Centre of Management Excellence HELPING YOU MANAGE BETTER