3. 5-4
Negotiation
The process of bargaining between two
or more parties to reach a solution that
is mutually acceptable
@YMAN SHASH
عمليةتفاوضية مساومةأكثر أو طرفين بين
للطرفين مقبول حل إلى للوصول
16. •1- Decide on your
starting position and
your "bottom line," or
lowest point you will
accept in the deal.
@YMAN SHASH
Ten Basic Steps أن تسفتطيع التفي النقطفة هفي مفا قرر
نقطة اقل هي وما التفاوض منها تبدأ
النقطة هفي ومفا اليهفا تصفل أفن يمكفن
بها تقبل أن الممكن من التي
17. 2-Consider the objectives and
emotional motivation of the
other party.
@YMAN SHASH
والدوافع الهداف العتبار في خذ
عاطفية أمور إلي تستند قد التي
بأشياء يتمسك فقد الخر للطرف
بالنسبة ننننلك نننةتافه نكنل تبدو نننإ
خاصة أهمية لها إليه
19. 3- Plan your sequence of proposals and possible counter-
proposals. Open at the most you can reasonably ask for as
this gives you room to negotiate.
@YMAN SHASH
هناك اجعل دائماخطةلو القتراحات من بك الخاص لتسلسل
. المحتملة المضادة القتراحات
معقول كن المكان وبقدر متفتحا كنمعظم فيطلباتكوهذا
مجال لك يعطيأوسعللتفاوض.
20. 4-Prepare for the meeting by determining
your own motives and objectives: Why are
you negotiating? What do you expect to
gain and why is it important to you? What
do you think you will have to offer to
achieve this?
@YMAN SHASH
من جيدا للجتماع بالدعداد قمالخاصة الدوافع تحديد خل ل
:والدهداف بك
1.؟ التفاوض لماذا
2.لك؟ بالنسبة مهم دهو ولماذا لكسب تتوقع ماذا
3.تعتقد ماذالتقدمه لديك سيكونالجتماع بهذالتحقيق
ذلك؟
21. 5-Be prepared with information, facts, etc.
Avoid going into any negotiation and coming
across as either uninformed or unreasonably
aggressive.
@YMAN SHASH
•، الحقائق و بالمعلومات مستعدا كن
ذلك إلى وما ، تكاليف أو
•و مفاوضات أي في الخوض تجنب
دعدوانية أو جهل إما و دعبر القادمة
معقو ل غير بشكل
22. 6-If the other party makes the first offer or
proposal, this can allow you to gauge your
response and set the parameters of the
negotiation to your advantage. Though
some experts suggest that your proposal be
the first one on the table, this tactic can
allow the other party to open at a point that
is more favorable to you than you may have
anticipated.
@YMAN SHASH
24. 7-Start by discussing a mutually
agreed upon point of the
negotiation — something both
parties will readily say yes to.
@YMAN SHASH
25. 8-When do propose a deal or an offer
phrase as "I will do such-and-such for
you, and you will do this for me." This
establishes a position of confidence
and authority.
@YMAN SHASH
26. 9-Make your arguments
and proposals incrementally
and strategically. Avoid
going immediately to your
lowest point of acceptance,
or bottom-line.
@YMAN SHASH
27. 10-Know when it is time to close or
break off discussion. If the other party
is ready to close the deal, and it is
acceptable to you, make it easy for
them to do as little as possible by
having everything ready to sign, etc.
@YMAN SHASH
28. Everybody Wins With Effective Negotiation
The ultimate goal of business negotiations is to produce
two satisfied parties and to have paved the way for
future negotiations when and where necessary. Having
successfully completed negotiations it is tempting to
think that it's all over once you and the other party have
said, "Yes!" However, it isn't really "over" until it's over.
That is, proper and effective closure is key to sealing a
deal successfully.
@YMAN SHASH
29. At the end “Go and win”
@YMAN SHASH
Thanks
for your time