Dinesh Divekar
Business Mentor, Consultant And Trainer
Learning & Teaching Fellow (retired)
Training, Motivational Speaker, Writing,
Richa Joshi
Training Consultant
Training Manager
Sales, Marketing , Administration,
+5 Others

Cite.Co is a repository of information and resources created by industry seniors and experts sharing their real world insights. Join Network
Based on such a lot of positive feedback from my peers/seniors here on my previous post, am attaching a ppt on Negotiation skills.
Please let me know what you think, and what you think I should add or delete from this to make it better.
Looking forward to constructive feedback and not just people downloading it and no comments even.

Attached Files
File Type: ppt Negotiating Skills_behaviour.ppt (4.64 MB, 3732 views)

Dear Ms Richa Joshi,

My feedback is as below: -

a) You have not divided slides into various sections/parts

b) About 90% of the slides are loaded with lot of information. If this ppt is to be followed, then you will end up reading the slides.

c) Slides 32 to 34 explain concept of BATNA. Opposite of BATNA is WATNA. This WATNA concept is not explained.

d) Slide No 57 tells to "ramp up listening skills". Along with listening skills, negotiator should demonstrate questioning skills also.

e) First sentence of slide No 11 says "Should not be a doubting Thomas". Who is this Thomas?

f) Slide No 15 to 17 explain about types of negotiations. In this, sales negotiations are not included. Any reason for their exclusion?

g) Most important fact is no negotiator should sit for negotiations with some assumptions. Negotiator should ask questions to him/her to check the assumptions. Nowhere in the presentation, you have mentioned the word assumption.

This was my constructive criticism. Objective was not to offend you or to show how bad you are. You have done good job. You can do still better!


Dinesh V Divekar

really a good learnings are there in this PPT. VERY PRACTICAL AND ORGANISED Thanx a lot Satyabrata Mohanty ABM,MERCK.
Hi Dinesh,
Thank you very much for your feedback, and no you did not offend me -- one learns from ones mistakes. I shall change the ppt based on your feedback.
Sales negotiation is NOT a part of this ppt since this ppt is for Negotiations for managers - who dont deal with vendors/external clients, but mostly internal clients (ie their own employees).
Thank you once again for your valuable input.
Richa Joshi :)

Dear Richa !! Very Good effort to combine both the theory and the prctice. You are really good. Regards KK
Richa, this is an awesome presentation and you have our whole hearted appreciation for this effort.
We need to understand the difference between bargain & negotiation. Negotiation should always start with clear goal of what you want and what should be your alternate masures to satisfy your goal. Adding more the negotiator must be strong enough with the basics of the subject to have his goal achieved.
Often negotiation turns to bargain without the above.

Hi Richa
Great work on that power point on Negotiation skills.
I would like to clarify to Mr.Divekar that the phrase on slide 11 about 'doubting Thomas' comes from the Bible, where Christ appears to his disciples after his resurrection but his disciple Thomas was not present. When the other disciples tell Thomas that Christ had come and visited them, he was skeptical and doubtful. He makes a statement that unless he sees for himself and touches Christ’s wounds, he would not believe. Later Christ does appear to the disciples, when Thomas is present and HE (Christ) invites Thomas to feel his wounds.
Ever since the phrase doubting Thomas is used to refer to those who seek proof all the time or those who do not believe what is told to them on face value.
Personality Development, Corporate Training, Communication Skills – website
Academy for Creative Training - Blog

Dear Richa,

Thanks for your excellent presentation!

I am surprised concerning your findings on Gender differences (sheet thirty eighth). Could we have a cultural issue here? From my experience, in Western Europe for issues with some importance (on average) ladies will get a WIN-WIN result sooner than (on average) men, who are more often going for the 'competition' style. Do you have a scientific reference on your statement?

Personally, I would make a bit more distinction between on what (Content) are we negotiating, how is our relationship (Relationship: mutual trust or distrust, experience from the past...) and do we agree on the way we will proceed during the negotiation (Procedure, e.g. what are we going to tackle first,... or how do we determine the ‘value’ of the different options/solutions?).

Clarifying this (certainly Content and Relationship) could make the application of the Thomas Kilmann model (Use Competition, Collaboration... sheets 49 - 53) more insightful.

Again: no criticism, because you did an excellent job sharing this with us!

Geert Haentjens

Dear Richa,
Please accept my congrtulations for your work.Many people have given many constructive suggestions and you can add those suggestions in your PPT.
I also will request you to add some of the tehnics in negotiation like float a baloon technic which which helps in breaking an impass when both parties are struck in some hard negotiation on some point. Since negotiation is a two person zero sum game, you can also talk about maxmin, minimax positions.
Wishing you a happy newyear and with best regards,
Mangement consultant & Visiting professor.

I enjoyed your presentation. I especially like the parts that stressed "interest based" ideas. I would include more about the definition of an interest vs a position. You might also include a comparison of "traditional" negotiation vs an interest based approach. Nice job...

This discussion thread is closed. If you want to continue this discussion or have a follow up question, please post it on the network.
Add the url of this thread if you want to cite this discussion.

About Us Advertise Contact Us
Privacy Policy Disclaimer Terms Of Service

All rights reserved @ 2020 Cite.Co™