A dialogue between individuals or organizations to arrive at common ground, resolve a difference, or share resources is an essential part of the business process. Why name business alone, negotiation is a skill that is required in every sphere of life. Trained negotiators exist for almost every situation, e.g., negotiators handling hostage situations or working with unions. Even a psychologist talking to a would-be suicide on a high roof is negotiating. In any of the situations listed above and other similar ones where the stakes are very high, a professional negotiator would be needed. With a few common sense rules, however, even an untrained person can be a fairly good negotiator.

1. How to Negotiate Effectively
Ali Asadi, MBA, MA(IT)
Author, Business Consultant
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2. Introduction
 A dialogue between individuals or organizations to arrive at
common ground, resolve a difference, or share resources is
an essential part of the business process. Why name
business alone, negotiation is a skill that is required in every
sphere of life.
 Trained negotiators exist for almost every situation, e.g.,
negotiators handling hostage situations or working with
unions. Even a psychologist talking to a would-be suicide on
a high roof is negotiating. In any of the situations listed
above and other similar ones where the stakes are very high,
a professional negotiator would be needed. With a few
common sense rules, however, even an untrained person can
be a fairly good negotiator.
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3. Preparation
 Preparation is the first step in successful negotiation.
 The issue to be negotiated must be completely understood.
 You must also consider the point of view of the other party.
Your line of argument will be better organized if you are
completely aware of their point of view.
 You need to be clear about your own requirements as well.
 If the components of a complex issue are examined, you
can often find parts about which there is no disagreement.
 By reducing the areas of disagreement, you improve the
possibility of a settlement that is acceptable to all parties.
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4. BATNA
(Best Alternative To Negotiated Agreement)
 This is the option you have left if you are unable to reach a
negotiated agreement.
 If you have a viable BATNA, you can afford to take tougher
stances and go closer to the brink, but if you do not have a
decent BATNA, you had better ensure that the negotiations
are fruitful.
 For example, if you are negotiating with a trade union and
you know that you can outsource your work and continue
to service your customers, then you have a good BATNA
and can afford to adopt a harder stance. If your work is
done mostly in house, however, you will suffer from a
breakdown in negotiations and, hence, will speak a
different language.
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5. Negotiation Techniques
While engaged in discussions, negotiators use a number of
different techniques. The most common of these are deliberate
cherry picking and salami slicing.
 In cherry picking, you break down your opponent’s arguments or
data into their component parts. You discuss only those that are
favorable to you and attempt to disregard the rest. The intention
is to reduce the overall significance of the facts your opponent is
presenting.
 Salami slicing relates to making a number of small, apparently
insignificant concessions. Your opponent will not feel that much is
being given away, but the overall effect brings you closer to your
goal.
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6. Negotiation Methodologies
 Many studies have been made about negotiation
methodologies. Most have a common theme: win-win is
important.
 In most cases, a fair agreement ensures an optimum
solution and gives a better chance of the agreement
working over the long term.
 The mark of good negotiation is not to squeeze the
maximum out of the other party but rather to ensure that
both parties leave the table feeling satisfied that they have
gotten a good deal.
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7. The Golden Rules
 Differentiate between when you need a trained
negotiator and when you can handle it yourself.
 Sound preparation helps you negotiate better.
 Know thyself—knowing your BATNA is critical.
 Where possible work to build long-term
relationships.
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9. Thank You!
Ali Asadi
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