1. Submitted To :- Submitted By :-
Divya Mam Jitendra Singh
MBA(RMAT) Sem-ııı

2. INTRODUCTION
 something that we do all the time , not only for
business purposes.
 usually considered as a compromise to settle an
argument or issue to benefit ourselves as much as
possible.
 not always between only two people: it can involve
several members from two parties.

3. Conti….
Negotiation is the process of bargaining, Where two
parties ,trying to reach an agreement on mutually
accepted terms to acquire each others wants.
Example:
- Customer trying to negotiate with buyer over a price
of a product.
- Negotiation for salary between
employee & employer.

4. DEFINITIONS OF NEGOTIATION
 In the words of Bill Scott ,” a negotiation is a form of meeting
between two parties: OUR PARTIES & OTHER PARTIES”.
 According to J.A. Wall, ”negotiation is a process in which two
or more parties exchange goods or services and attempt to
agree on the exchange rate for them.”

5. NATURE OF NEGOTIATION
 It requires involvement of two parties.
 Requires flexibility.
 A process not an event.
 Needs effective communication.
 Continuous process( i.e. between buyer &
seller, employer & employee for wages, working
hours etc)
 Win- win situation for parties involved.

6. Two relatively distinct types of
negotiation
 Distributive negotiations
 Integrative negotiations

7. Distributive Negotiations
 often referred to as 'The Fixed Pie'
 usually involves people who have never had a previous
interactive relationship, nor are they likely to do so
again in the near future.
 example: Purchasing products or services, like when
we buy a car or a house
 Ours and their interests are usually self serving

8. Integrative Negotiation
 The process generally involves some form or
combination of making value for value concessions, in
conjunction with creative problem solving.
 Form a long term relationship to create mutual gain.
 often described as the win-win scenario

9. P’s OF NEGOTIATION
Like P’s of Marketing, essentials of negotiation are called as P’s of
negotiation. They are as follows:
Purpose : aim is required otherwise it will result in wastage of money,
manpower & time.
Plan : main agenda on which negotiation is to be carried on.
Pace : main points should be covered in discussions, also proper breaks must
be introduced to maintain interest of peoples involved.
Personalities : negotiator initiating negotiation must have convincing power, effective
communication skills, can influence people & process of negotiation.

10. FACTORS AFFECTING NEGOTIATION
 PLACE: Familiarity with surrounding helps in
boosting confidence.
 TIME: Time should be adequate for smooth exchange
of ideas & securing agreement before it is to late .
 ATTITUDE: Attitude of both parties should be
positive, i . e, willingness to make an agreement or deal.
 SUBJECTIVE FACTORS: Like relation of two
parties involved, status difference, information &
expertise.

11. NEGOTIATION PROCESS
OFFER
COUNTER
AGREEMENT
OFFER
COMPROMIS
E CONCESSION

12.  OFFER: First proposal made by one party to
another in the negotiation stage.
 COUNTER OFFER: Offer made by second party
to first party, or proposing their offer against first
party offer.
 CONCESSION: Increase or decrease made in the
offer or change in the idea.
 COMPROMISE: Sacrifice made by both or one
party.
 AGREEMENT: Point where both parties
agrees, which is beneficial to both.

13.  Loss/Loss : Take the cake away so that neither party
gets it.
 Win/Lose : Give it to one party or cut it unevenly.
 Draw : Cut the cake down the middle.
 Win/Win : Make two cakes which are of a much
larger size than the present size.

14. Positive Attitudes
Narrow down to few points of dispute /conflict controversy
Step By step approach
Find out the other parties state of mind culture background's Likes &
dislikes
Hide your prove desire
Don’t disclose your deadlines
Think before you speak
Know your market information
Bring your own expert