Page 307 - DMGT519_Conflict Management and Negotiation Skills

Unit 14: Closing the Deal and Post Negotiation Evaluation

 One of the most important sources of power in a negotiation is the alternatives available Notes
to a negotiator.

 Negotiators also need to be aware of the other negotiator’s BATNA and to identify how it
compares to what you are offering.
 The goal of most negotiations is achieving a valued outcome, not reaching an agreement
per se.
 Excellent negotiators understand that negotiation embodies a set of paradoxes – seemingly
contradictory elements that actually occur together.

 The pace and flow of negotiations can move from an intense haggle over financial issues
to an intense debate over deeply held principles about what is right or fair or just.
 The intention of most negotiations is to close the deal. Whether you are looking to purchase
something or get a pay raise.
 Negotiation theorists make several overlapping distinctions about approaches to
negotiation.

14.13 Keywords

Agreement Template: Document that includes critical issues, Memorizes important aspects of
deal and "what-ifs" and Includes: parties, intent, roles, consequences, exit strategy
Closing the Deal: The intention of most negotiations is to close the deal. Whether you are
looking to purchase something or get a pay raise, you want the deal signed and formalized.
How do you move a negotiation to close?
Negotiation: It is an integral part of daily life and the opportunities to negotiate surround us.
While some people may look like born negotiators, negotiation is fundamentally a skill involving
analysis and communication that everyone can learn.
Negotiators: They should make a conscious decision about whether they are facing a
fundamentally distributive negotiation, an integrative negotiation, or a blend of the two, and
choose their strategies and tactics accordingly.

14.14 Review Questions

1. Define Agreement Template.
2. What do you know about closing Stage?
3. Explain about building a relationship.
4. Describe about closing the Deal.
5. What do you know about Post Negotiation Evaluation?

6. Describe the rules for claiming the value.
7. What do you know about bargaining Traps?
8. Explain the tactics of success.

9. Describe claiming value versus creating value.
10. Explain Diagnose the Fundamental Structures of the Negotiation.

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