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Negotiation is not a

competitive sport

Prepared by:
Shreyas Laste(28)
Anuja Joshi (22)
Harshada Gore (15)
Harshal Bedagkar(04)
Sanket Gawas(13)
What Is Negotiation
 Negotiation is a dialogue intended to
resolve dispute, to produce an agreement
upon courses of action, to bargain for
individual or collective advantage, or to
craft outcomes to satisfy various interest

 Negotiation occurs in business, non-profit

organizations, government branches, legal
proceedings, among nations and in
personal situations such as marriage,
divorce, parenting, and everyday life
Why Negotiate?
 Individual or company sometimes do
not get what they want
 To satisfy our needs
 When we understand that something
that we are offering is important to
other party
 To achieve favorable results
 To reach on a agreement
 When the outcome has to yield a
winner or a loser
History Of Negotiation
 Two property owner who had
disagreement would hire knights to
determine who is right
 Centuries ago, someone invented
lawyers to determine the who is right
in a dispute
 Using this negotiation can be viewed
as waging peace
 One step in negotiation was the
development of what people called
Negotiation In Marketing
 Negotiation and consultation are an
important part of employer/employee
relations in the workplace
 Managers will negotiate with trade
unions and with individual employees
over work related issues
 Consultation is an important aspect
of any type of change that managers
are thinking about introducing
Why Parties Compete
 Primary objective is to beat the other
party which is a great deal of sense
in many areas of life
 Negotiation should yield a
commitment among parties to an
 To gain the moral high ground
 Its said “ if treated as competition,
the negotiation process may yield
short term gains; long term gains
however are not a likely results”
Competing for Success
 In sports or business, competition
tends to reward those with more
power or skill
 Negotiation process forces loosing
party to accept agreement forcefully
 Employees negotiate with bosses or
HR trying to get ahead of colleagues
for career ladder
 Vendors negotiate with buyers to
make sales
 People negotiate to see who can get
Negotiation partners make
competitive process?
 Negotiating with colleagues bring
about buy-in can be crucial to
building teams in company
 Internal negotiations that work lead
to greater success for external
negotiation (customer, suppliers)
 Companies obligation to itself and
other constituents is to gain
advantage over competitors
Competitive tactics
 Bluffing : Negotiator may bluff other party
not by saying false, but making a risky
proposal and prepare to accept
consequences of having made the
 Spying and Information gathering : The
more information one gathers before
negotiation the more prepared one is to
 Coalition building : Finding out which other
party are likely to be supportive at one’s
In The End, Letter “C” is
 Interest that underlie the positions
taken by parties can be Common,
 Decision making process can be
Combative, Competitive or
 This all can lead to Commitment, the
outcome of successful negotiation
 Competitive negotiation yields
winners and losers and reduces
likelihood will be fully committed to

“Negotiation is about how parties are

going to bring added value from
having worked together. It is not a
competitive sport”