NEGOTIATION

NEGOTIATION

1. DEFINITION

   • as an interactive communication process that may takes place whenever we want something from someone else or another person wants something from us. (Richard Shell - "Bargaining for advantage" book)

2. WHY NEGOTIATION HAPPENS ???

   • To resolves differences or conflicts between two or more parties by agreeing on certain term by both parties.
   • Without negotiation, differences or conflict may not resolves as neither party willingly to give up in their arguments.
   • Negotiation as a medium in seeking mutual benefits between each parties and maintaining a good relationships of both parties.

3. NEGOTIATIONS PROCESS

   • Offer
     • Counter Offer
       • concession
         • Compromise
           • Agreement
             • Point where both parties agrees, which is beneficial to both
           • Sacrifice made by both or one party
         • Increase or decrease made in the offer or change in the idea
       • Offer made by second party to first party, or proposing their offer against first party offer
     • First proposal made by one party to another in the negotiation stage.

4. TYPES OF NEGOTIATIONS

   • Integrative
     • Win - Win Negotiation Situation
   • Distributive
     • Win - Lose Negotiations Situation

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