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Negotiations

Negotiations. “ Everything is negotiable ”. Negotiation = a resolution of conflict Some people are naturally stronger negotiators. Business negotiations. Manager and Clerk: Negotiating a promotion Employer and Potential Employee: Negotiating job benefits

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Negotiations

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  1. Negotiations “Everything is negotiable”

  2. Negotiation = a resolution of conflict Some people are naturally stronger negotiators

  3. Business negotiations Manager and Clerk: Negotiating a promotion Employer and Potential Employee: Negotiating job benefits Business Partners: Making decisions about investments Companies A and B: Negotiating a merger Customer and Client: Making a Sale

  4. techinques

  5. Negotiate a Job Offer Raise the followingissues before you accept: Salary Promotion opportunies Insurance (medical, dental, accident, life) Holidays Vacation time Retirement/pension plans Overtime Expenses

  6. Golden rules Always try to negotiate for at least 15 minutes Always offer to let the other party speak first Always respect and listen to what your opponent has to say

  7. Acknowledge what the other party says. Pay attention to your own and your counterpartner's body language

  8. Body Language Possible meaning Avoiding Eye Contact Lying Not interested Not telling the whole truth Serious Eye Contact Trying to intimidate Showing anger

  9. Touching the face/fidgeting Nervousness Lack of confidence Submission Nodding Agreeing Willing to compromise Shaking the head/turning away Frustrated In disbelief Disagreeing with a point

  10. settlement Beware of last-minute strong-arm tactics in the last few minutes of the negotiations manipulative parties may employ certain tactics

  11. last minutes tricks that negotiators often use Walking out of the room short-term bribe “take it or leave it “ Giving an ultimatum Abrupt change in tone (to shock the other party into submission) Introducing new requests (to get you to concede with little thought or consideration) Adopting the Mr. Nice Guy persona (used to try to make it look like they are doing you a favour in hopes that you will lower your expectations)

  12. Formalize the negotiation A. handshake and verbal agreement B. formal contract Recommended: e-mail or letter that verifies the terms and puts the agreement on record, especially when a specific number is decided on

  13. Case study

  14. Louis values Markus more than the other workersBUTcannot afford to pay him more at a time of the year when work is unsteady

  15. Stages

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