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|
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