م/حسام مؤنس " ورشة العمل" Negotiation skills الورشة التي قدمت يوم الاربعاء 9 ابريل 2014 في دار الحكمة بالقاهرة من فعاليات مشروع اعداد طبيب حكيم ناجح بالتعاون مع معتمد باتحاد الاطباء العرب و ضمن موديول الطوارئ و التخدير و العناية المركزة

1. Prepared and delivered by:
Hossam Moaness
Negotiation
Enabling You to Become
Exceptional Negotiators

2.  Why Negotiation???
Introduction
 Everyone Negotiates!!
› Buying a car, a house or another object for
which the price may not be fixed
› Accepting a job offer or getting a salary raise
› Organizing team tasks or priorities
› Getting Married (in Egypt)!!
› Deciding how to spend a free evening

3. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

4. “Negotiation is a give and take process of
dealing with others to reach an agreement
in a need generated environment”
Simply… The term ‘Negotiation’ means
a discussion intended to produce
an agreement

5. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

6.  Competitive Negotiation
 Collaborative Negotiation
Types of Negotiation

7. Competitive Negotiation
› Distributive
› Pie share
› Win-Lose
› Buyers = as low as possible
› Sellers = as high as possible
› Long term relationship not important
› Claiming as much value as possible in the
negotiation

8. Collaborative Negotiation
› Integrative
› Newspaper share
› Win-Win
› Expanding the possibilities
› Long term relationship is important
› Creating Value in negotiation
› Buyers and Sellers work together to get more

9. At the negotiation table, which fork do you use?
Competitive Negotiation Collaborative Negotiation
Types of Negotiation
Long-term expectations

10. Gavin Kennedy describes 3 types of behaviour
that we can display and encounter when in
a negotiating situation.
RED BLUE PURPLE

11.  Manipulation
 Aggression
 Intimidation
 Exploitation
 Demeaning
 Always seeking the best for self
 No concern for person negotiating with

12.  Win win approach
 Cooperation
 Trusting
 Pacifying
 Relational
 Giving

13.  Good intentions
 Two way exchange
 Give me some of what I want (red)
 I’ll give you some of what you want (blue)
 Tit for tat strategies
 Concentrating on profits
 Purple behaviour incites purple behaviour

14. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

15. BATNA is an acronym for:
Best
Alternative
To
a
Negotiated
Agreement

16.  BATNAs tell you when to accept and when to
reject an agreement
When a proposal is better than your BATNA:
ACCEPT IT
When a proposal is worse than your BATNA:
REJECT IT

18.  Reservation Point: The point at which the BATNA becomes
preferable to continuing a negotiation. In a negotiation this is
the point beyond which a party will not go.
 Bargaining Range: The difference between the reservation
points of the parties. This range can be positive or negative. If it’s
negative there will be no settlement, unless one or both the
parties changes their reservation point.

19. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

21. 1. Know yourself and who you represent

22. 2. Define your interests and the outcomes
you want to achieve

23. 3. Do your research

24. 4. Know your and their BATNA

25. 5. Try to predict your ZOPA

26. 6. Set realistic expectations

27. 7. Decide your Walk-Away price

28. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

29. 1. Approach
2. Exploration
3. Bargaining
4. Conclusion

30. 1. Introduction
2. Negotiation Types & Behaviors
3. Negotiation Core Concepts
4. Preparing for Negotiation
5. Proceeding in Negotiation
6. Negotiation Tactics

32.  Highball

33.  Lowball

34.  Big Fish

35.  Bluff

36.  Good cop/bad cop

37.  Delays

38.  No Authority

39.  Change the Negotiator

40. Questions

42. For questions or feedback:
Hossam.Moaness@gmail.com
Hossam Moaness