RAJASTHAN TECHNICAL UNIVERSITY, KOTA

Subject – Managerial Skill Development Lab

Course - MBA, 3rd Semester

Submitted to – Dr. Garima Jain

Submitted By – Sher Ali
What is Negotiation?

• Negotiations are formal discussions

between people who have different
aims or intentions, especially in
business or politics, during which they
try to reach an agreement. They try to
reach a common ground eliminating
their differences.

• An effective negotiator is one who

creates value for the other while claiming
value for the self. There must be
meaningful give and take that should
happen in negotiation. .
 Types of Negotiation
There are two main types of negotiation which are as follows:

e
Distributiv
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Negotiatio

Integrati
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Negotia
tion
 ACTIVITY - 3

Business News Analysis

• Samsung to manufacture its Galaxy S23 smartphones
in india (3/02/23)
• India's first Apple Store is coming soon, confirms
CEO Tim Cook(5/02/23)
• Amul raises milk prices by up to Rs 3 per litre, fifth
hike (4/02/23)
• DTH companies to raise prices in a staggered manner
(2/02/23)
• No Angel Tax on past foreign investments in startups
(3/02/23)
Negotiation Styles?
Negotiation styles, or behaviors, are patterns of
communication used during a negotiation
situation to achieve a desirable outcome.
 ACTIVITY - 3
Steve Jobs Founder of Apple

• In 1976 Steve Jobs launched Apple with his friend Steve Wozniak.
• At 30, Jobs left the company after losing a bitter battle over control with Apple's CEO
John Sculley.
• Jobs decided to start his own company and founded NeXT Computers in 1989.
• Jobs was criticized for wasting money and he closed NeXT factory and laid off half of
the employees .
• Now he started PIXAR. The company started the first computer-animated film, the
Toy Story and when Pixar's stock went in public, jobs Became instant billionaire.
 ACTIVITY - 3
Steve Jobs Founder of Apple

• In 1996, Apple was facing billions of dollars losses becuase of their rival Microsoft.
• In December 1996, Jobs convinced Apple to buy NeXT. The technology he
developed at NeXT became the catalyst of Apple's comeback.
• Initially appointed as Apple's adviser, Steve Jobs was named Apple's interim CEO in
1997.
• After 1997, in the guidance of Jobs Apple launched many new products like , iMac
destop computer, iPod, iPhone etc and Apple briefly becomes world's most valuable
company.
• In Oct 5, 2011, Jobs dies after battle with cancer.
 ACTIVITY - 3

• In 1996, Apple was facing billions of dollars losses becuase of their rival
Microsoft.
• In December 1996, Jobs convinced Apple to buy NeXT. The technology
he developed at NeXT became the catalyst of Apple's comeback.
• Initially appointed as Apple's adviser, Steve Jobs was named Apple's
interim CEO in 1997.
• After 1997, in the guidance of Jobs Apple launched many new products
like , iMac destop computer, iPod, iPhone etc and Apple briefly becomes
world's most valuable company.
• In Oct 5, 2011, Jobs dies after battle with cancer.
 ACTIVITY - 3

Challenges faced by Steve jobs

• Recruiting John Sculley as CEO of Apple
• Believing that Pixar would be a great hardware company
• Not knowing the right market for NeXT computer
• Launching numerous product failures:
• Trying to sell Pixar numerous times:
 ACTIVITY - 3

Learning’s from Steve Jobs journey

• Travel the world and do new things
• Be curious
• Failure equals opportunity
• Keep faith through adversity
• Innovate constantly
 Skills in Negotiation

1. Active listening
2. Asking good questions
3. Communication skills (Specially verbal
communication)
4. Decision making ability
5. Emotional control
6. Preparing BATNA (Best alternative to a
negotiated agreement, your
alternatives)
7. Problem solving
8. Ethics and collaboration
5 Negotiation Styles
An effective negotiation strategy depends on having a solid understanding
of each of the five negotiation styles. Here’s a closer look at each style:
1. Accommodating: Accommodating negotiators prioritize maintaining the
relationship between the negotiating parties. Those who exhibit the
accommodating style seek to satisfy the other party's needs while
minimizing the level of conflict involved in the negotiation.
2. Avoiding: Negotiators with an avoiding style prefer to remain objective
and avoid creating tension. They’ll often defer responsibility to a
counterpart in an attempt to remain neutral. They do not actively pursue
their own interests or the interests of the other party.
3. Collaborating: The collaborative negotiation style is a joint problem-
solving technique. It aims to create a win-win scenario. Collaborative
negotiators are great at finding innovative solutions to complex problems.
By working together with the other party, those exhibiting the
collaborating style aim to find creative solutions that satisfy the needs of
all parties involved.
4. Competing: Competitive negotiators are results-oriented and
focused on getting their own way. They do not focus on the
relationship with the other party or maintaining a good rapport.
Those with a competitive negotiation style are usually less willing to
compromise and, in extreme cases, can be aggressive.
5. Compromising: The compromising style aims to find a middle
ground that is mutually beneficial to all parties. However, it is
different from the collaborative style in that it does not aim for a
win-win scenario. Instead, compromising negotiators seek a solution
in which both parties sacrifice part of what they want for resolution.
Think of haggling for a lower price at a flea market—the buyer offers
the seller a lower price, hoping they’ll meet somewhere in the
middle. In this situation, neither party gets everything they want, but
they walk away with their need or desire partially fulfilled.
 ACTIVITY - 1
Leadership And Negotiation Skills

Inspiring Individuals
• Make others feel like part of the team
• Believe in your company vision
• Be an active listener
• Aim high
• Acknowledge your colleagues’
achievements
• Help others achieve their professional goals
• Don’t punish failure
• Use rewards
 ACTIVITY - 1
Leadership And Negotiation Skills

Inspiring Individuals
• Make others feel like part of the team
• Believe in your company vision
• Be an active listener
• Aim high
• Acknowledge your colleagues’
achievements
• Help others achieve their professional goals
• Don’t punish failure
• Use rewards
 ACTIVITY - 1
Leadership And Negotiation Skills

Leadership Skills
• Relationship building
• Innovation and creativity
• Employee motivation
• Decision-making
• Conflict management
• Negotiation
 ACTIVITY - 1
Leadership And Negotiation Skills

Influence and Persuasion

Influencing and persuading skills are a combination
of abilities and characteristics that a person can
utilize when interacting with others. A person who is
influential or persuasive has the ability to motivate
others to act or believe specific things.
Distributive Negotiation

e
Distributiv
n
Negotiatio
 Integrative Negotiation

Integrati
ve Negotia
tio n