N2 Negotiation Strategy and Tactics of Distributive Bargaining

In this chapter you will learn what negotiators should do before opening negotiations. The effective strategizing, planning, and preparation are the most critical pre cursors for achieving negotiation objectives. With effective planning and target setting, most negotiators can achieve their objectives; without them, results occur more by chance than by negotiator effort.
          In this chapter, we reviewed the key factors that a negotiators needs to know and understand to successfully plan for a negotiation. So, first of all you have to know what Goals-The objectives that drive a negotiation strategy is, and select the strategy that is most likely to achieve one's objectives, and also take into consideration the long-term relationship with the other party. And you have to know how they "frame" the problem, issue, or conflict.

 There may be other ways to define the problem that may make it more or less unable to negotiation and resolution.
· The other party may not be defining it in the same way, which may contribute to the ease or difficulty with which the parties can communicate about the problem with each other.        

After all, you will learn about the discussion of planning and strategizing by exploring the broad process of strategy development, starting with defining the negotiator's goals/objectives. Then understanding the process of developing a strategy to achieve those goals, discussion of the issues at stake, and exploration of how the definition of those issues may change over the course of a negotiation, address the typical stages and phases of an evolving negotiation, and how understanding them may affect planning. 

Finally, the critical steps involved in creating a plan to execute a strategy are discussed.

N1 Negotiation The Nature of Negotiation

In this chapter you will learn how to set the groundwork for a thorough and detailed examination of the negotiation process. Began with examples from

the news of events around the world and examples from our everyday experience. And used these examples to introduce the variety of negotiations that occur daily and to discuss how we will present material in this book.

The definition and these examples lead us to explore four key elements of the negotiation process: Managing interdependence, Engaging in mutual adjustment, Creating or Claiming value, and managing conflict.

Each of these elements is foundational to understanding how negotiation works. Managing interdependence is about the parties understanding the ways they are dependent on each other for attening their goals and objectives. Mutual adjustment introduces the ways parties begin to set goals for themselves in a negotiation and adjust to goals stated by the other party in order to emerge with an agreement that is satisfactory to both. Claiming and creating value are the processes by which parties handle negotiation opportunities to share or "win" a scarce resource or to enhance the resource so both sides can gain.

Finally, managing conflict helps negotiators understand how conflict is functional and dysfunctional. It involves some basic strategies to maximize the benefits of conflict and limit its costs.

L7: Emotional Intelligence and Interpersonal Skills for Leaders

Leaders need strong interpersonal skills and an understanding of and appreciation for Interpersonal Skills for Leaders diversity. Without these skills, leaders cannot communicate with and manage others effectively. Emotional intelligence and skills literacy are as important as the strategy, writing, and speaking skills included in the core of the leadership communication spiral. This chapter is devoted to understanding emotional intelligence and developing the ability to uncover so-called "emotional subtext" which means getting below the surface of the words. If you plan to do business with another country for any length of time, you will need to learn the language, while still realizing that if you are not fluent, you should use an interpreter before entering into business discussions or decisions. Your emotional intelligence and Interpersonal Skills for Leaders understanding will affect your leadership in meetings and in teams, as it affects your leadership communication overall.

L6: Graphics and PowerPoint with a Leadership Edge

   This chapter suggests the ways on how and when to use graphics successfully. At first we should know when a graphics should be used. The author makes it more understandable by writing the purpose of using graphics. They are: to reinforce the message, to provide a road map to the structure of a presentation, to illustrate the relationships and concepts visually, to support assertions, to emphasis important ideas, and to maintain and enhance interest. We should select and design effective data charts. The message should be clear enough for the audience to understand. After that we should create effective and meaningful text layouts and we have to employ fundamental graphic content and design principles. Here the message should be clear and effective, most effective color and font should be selected. The final step is using power point as the most significant presentation tool. While using power point we should select and design layouts and templates, insert graphs, use animation and delivering the message effectively.

L5: Leadership Presentation

PLANNING YOUR PRESENTATION
In the planning phase of developing your presentation, you need to:
(1) determine your strategy;
(2) analyze your audience;
(3) select the medium and delivery method;
(4) organize and establish your logical structure and;
(5) Round-Table Presentations. You should select the round-table approach any time you want to achieve one of the following: -Encourage an informal, interactive discussion.
-Receive input from audience members.

Stand-Up Extemporaneous Presentations
One of the most popular deliver methods for business presentations is still the stand-up extemporaneous presentation. It is the most difficult but also the most effective form of presentation if structured and delivered correctly. Extemporaneous presentations offer three major advantages over any other method. They allow you to:
1. Maintain eye contact and rapport with your audience.
2. Make adjustments based on the audience's response.
3. Appear confident and knowledgeable.

Impromptu Presentations
Many of the presentations you will deliver will be impromptu, which means you are called on to deliver them without much, if any, warning. This is the classic "elevator speech," in which you only have the time the elevator takes to go between floors to answer the questions.

Establishing a Logical and Effective Presentation Structure
The organization or structure of a presentation proceeds from the needs and interests of the audience, your purpose, and the demands of the subject matter. When you start to outline or map out your presentation, you will refer first to the analysis of your audience to determine the most effective structure. In most cases, it works best to stated the conclusions or recommendations and then provide the supporting data; however, if your audience will be resistant to your conclusions or recommendations, then you may want to build our argument and present the evidence first.
As you amp out your preliminary plans for the organization of the presentation, remember that in a speech the audience cannot go back and look at the preceding message as they might in a document. You thus need to make sure that each point is logically related to the ideas that precede it and the information that follows, and that you use adequate, even obvious, transitions from point to point.
When creating and organizing a presentation as a team, you should establish the format first, and since most presentations routinely use PowerPoint templates, you should select one that meets your needs.

PREPARING A PRESENTATION TO ACHIEVE THE GREATEST IMPACT
After you have analyzed your audience, developed your communication strategy, and determined the overall structure, you are ready to start preparing the actual presentation. The preparation consists of developing the introduction, body, and conclusion; creating the graphics; testing the flow and login ; editing and proofreading; and practicing.

Presenting Effectively and with Greater Confidence
When it comes time to present, you should concentrates on your delivery style, focusing particularly on eye contact, stance, speech, and overall effect. You want to appear comfortable, confident, enthusiastic, and professional. Since much of the success of your presentation will be determined by how your audience perceives you right at the beginning, you should be prepared to establish your expertise and your value to the audience immediately and maintain that posistive ethos throughout.
The best way to project a positive ethos is to believe in what you are saying and to be fully prepared. As obvious as it may sound, nothing will take the place of preparation. To deliver presentation, you must be prepared.
To appear confident and project a positive ethos when presenting, you need to do the following:
1. Focus your energy on your audience.
2. Create and maintain rapport.
3. Adopt a secure stance.
4. Establish and maintain eye contact.
5. Project and vary your oice.
6. Demonstrate your message with gestures.
7. Adjust pace of delivery based on the audience response.