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Information about Negotiation

Published on July 23, 2010

Author: samwise


Objections in NEGOTIATION: : Objections in NEGOTIATION: How to over come them? What is negotiation? : What is negotiation? Negotiation is a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations. Title : Title Process : Process Slide 5: What are the objections in Negotiation ?? Different Goals : Different Goals When two parties pursue different goals through a single negotiation objections are likely to occur. Individualistic orientation. Misunderstanding Negligence Intention Hidden agenda Obstacles in Negotiation : Obstacles in Negotiation Manipulations Meaning How to identify manipulations. How to overcome Manipulations. Cultural differences. Anger & Confrontation : Anger & Confrontation How anger comes in the picture? How to confront? Misuse of Power : Misuse of Power Meaning of power. How to identify misuse of power. How to overcome misuse of power. Creative Strategies to solve objections in Negotiation : Creative Strategies to solve objections in Negotiation Know the problem Incubation Formulate a plan Follow out the plan Keeping a wider perspective Review Brainstorming Strategy : Brainstorming Strategy Expressiveness - Group members should express any idea that comes to mind, no matter how strange, weird, or fanciful. Group members are encouraged not to be constrained or timid. They should freewheel whenever possible. Non-evaluation - Do not criticize ideas. Group members should not evaluate any of the ideas in any way during the generation phase; all ideas should be considered valuable. Quantity - Group members should generate as many ideas as possible. Groups should strive for quantity; the more ideas, the better. Quantity of ideas increases the probability of finding excellent solutions. Building - Because all of the ideas belong to the group, members should try to modify and extend the ideas suggested by other members of the group whenever possible. Maruti Udyog Ltd.- Case Study : Maruti Udyog Ltd.- Case Study Slide 13: Source of Conflict : -New incentive scheme Party involved : 1-Management 2-Union Non cooperative approach of union Tactics : -Go-slow, demonstrations , slogan shouting, hunger strike . Solution : -Civil Court case -Undertaking from Union Slide 14: Questions??

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