MBA G506 ‘Topic-4: Negotiation Preparation ‘Questions the negotitor should st “+ Why are we entering nt 2 negoition and what wi treaty beabout? + wat or our objectives? How ate they tobe vlue, and in ‘what onder ofimportance ae they tobe ranked? + Who wil be negotiating with? What wil be ther style and range of objectives? + When wil t's best to hold the negotiations? And wen ‘wouldnt? + How should we negate? What should be ur choice. Negotiation Skills & Techniques Outline Ee 2. Introduction 2. Defining Your Goals 3. Identity, Rank and Valu the Issues Introduction. EB | = Wow nigh shoud we pitch ou intial demand? To what degree Should we prepared to mocly these demands each time we are {teedwith counter fters? “+ What variables Inout postion are we prepared to exchange as oncessons in return for any eounter-ofes? What ore We Rot ‘repared to eachange? “+ what order should we set fr offering our concessions and what ‘se might we prepared to Include? “+ Who de we need to incite in our tam and what wil be thei respective os willbe? + where do we want the negotiations to take place? “+ what assumptions have we made In our planning? How can we heck thirty? + Range goals “nats the pimary armostimportant goal? ‘+ wat actieving any goals enabe the achievement of other gai? + Key tepsin formulating soak ‘+ Thinkcareuly wat you want and why you want “+ Set specie goals that ar optinstic an justia ages + tuitlcommitment by wing down your gos ont. Define Your Goals = EB contd. Decide the priors (Mt) + You Must achieve, + Those you Intend to achieve or those it is important to achieve + Those you would Like to achieve Second Semester 2016-2017MBA G506 3. Identify, Rank & Value the Issues Issues are about what we want + Requires voluntary consent ofboth the partes + Formthe agenda of negotiation + Obvious ormay emerge afer exchange + Single or mutile conta. Negotiation Skills & Techniques 3. Identify, Rank & Value the Issues Ew contd, Second Semester 2016-2017