Successful Negotiation Techniques

Avjvc-Av‡jvPbv wK (What is Negotiation)?

Avjvc-Av‡jvPbv n‡”Q Ggb GKwU wbqg, ‡h wbq‡g hLb †KD Avgv‡`i Pvwn`v wbqš¿Y K‡i I Avgv‡`i Pvwn`vi mš‘wói Rb¨ Avgiv ‡h wbqgwU e¨envi Kwi|

fv‡jv Avjvc-Av‡jvPbvi 3wU gvb`Û (Criteria) i‡q‡Q t

1| m¤¢e n‡j GKwU weP¶Y Pzw³ nvwRi Kiv

2| Avjvc-Av‡jvPbv `¶Zvi mv‡_ n‡Z n‡e

3| GwU m¤úK© DbœwZ Ki‡e ev AZ¨š— †Kvb c‡¶i m¤úK© bó Ki‡e bv|

Avjvc-Av‡jvPbvi cÖKvi‡f` (Types of Negotiation) t

1| m¤ú~Y©Zv `vb Kiv/ weZiY m¤úwK©Z (Integrative/Distributive)

2| Av‡ivnx/Ae‡ivnx/ wgwkªZ (Inductive/Deductive/Mixed)

3| big/ KwVb/bxwZwbô (Soft/Hard/Principled)

4| Avjvc-Av‡jvPbvi A‡hvM¨ Ae¯’v ebvg †e‡Q †bIqvi AwaKvi (Non- Negotiable positions vs. Options)

Avjvc-Av‡jvPbvi ch©vq¸‡jv (Phases of Negotiation) wK wK t

1| cÖ¯‘wZ (Preparation)

2| msw¶ß K_v (Small Talk)

3| wbqg wba©viY Kiv (Defining Rules)

4| Avjvc-Av‡jvPbv ev Pzw³i wjwLZ iƒ~c‡iLv (Negotiating/Bargaining Scenarios)

5| †kl Kiv (Closing)

cÖ¯‘wZi hvPvB ZvwjKv (Preparation Checklist) wK wK t

1| j¶¨e¯‘ mwVK fv‡e wbY©q Kiv

2| mvnvh©¨Kvix welq mwVK fv‡e wbY©q Kiv

3| wcQy nUvi Ae¯’vb mwVK fv‡e wbY©q Kiv

4| HK¨g‡Z Avmvi Rb¨ Av‡jvPbv Pzw³i m‡ev©Ëg weKí (Best Alternative to a Negotiated Agreement) I mb&KURbK mgm¨v (Worst Alternative to a Negotiated Agreement) wPwüZ Kiv

5| Avjvc-Av‡jvPbv wb‡q hvIqvi Avcbvi Ae¯’vb wPwüZ Kiv (Walk Away Position)

6| Avjvc-Av‡jvPbv Pzw³i †Kvb m¤¢vweZ ejq (Zone of Possible Agreement) wU‡K _vK‡e|