NEGOTIATIONS AND PRESENTATIONS
Presented to
Zsolt SZIGETVARI
Concordia University
1455 De Maisonneuve Blvd. West
Montreal, Quebec, Canada
GM 300-6
Business Communication Section AB
Monday & Wednesday @ 6:30pm-9:00pm
Prepared by
Guido COCOMELLO
4568869
June 11, 2007
TABLE OF CONTENTS
EXECUTIVE SUMMARY……………………………………………………………….3
Negotiation Skills…………………………………………………………………3
Advanced PowerPoint……………………………………………………………..3
NEGOTIATION SKILLS…………………………………………………………………4
Negotiation with a Difficult Person…………………………………………….....4
Telephone and Email Negotiations……………………………………………..4, 5
ADVANCED POWERPOINT……………………………………………………………6
Music, Narration, Video………………………………………………………......6
Collaborating through SharePoint……………………………………………...6, 7
JUSTIFICATIONS
Negotiation Skills……………………………………………………………….....8
Advanced PowerPoint……………………………………………………………..8
REFERENCES……………………………………………………………………………9
APPENDIX A – NEGOTIATION SKILLS……………………………………………..10
APPENDIX B - NEGOTIATION SKILLS………………………………………….…..11
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EXECUTIVE SUMMARY
NEGOTIATION SKILLS
In the ever changing world of business, some things change and some do not. The
importance of excellent negotiation skills is and always will be a necessary tool.
However, the mediums we use to negotiate multiply with time due to technology and the
business we are now doing with countries from all over the world. In this section I will
show you how to negotiate face to face with a specific category of difficult people, the
“bully’s”, and I will teach you proper protocol for telephone and e-mail negotiations.
ADVANCED POWERPOINT
We all learn to use PowerPoint at a very basic level. In fact, it is a prerequisite for
all business programs. However, with every new edition that comes out, we fail to look
into it and see all the new features it offers. In this report I will inform you on the
importance of these new features that can make an average presentation, extraordinary.
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NEGOTIATION SKILLS
NEGOTIATING WITH A DIFFICULT PERSON
The bully usually uses his great physical appearance and loud voice to intimidate.
You must know that this is his only tactic. If you stand your ground, remain low key and
keep emotional distance he’ll realize that his bullying has no effect on you whatsoever.
He’ll be forced to move to plan B which he’s not used to and suddenly the control of the
situation is now yours. You can only succeed in doing this if you come to the meeting
prepared, this will give you confidence and it will show. Also, before entering set limits;
you don’t have to make every deal (Donaldson, 2007).
TELEPHONE AND E-MAIL NEGOTIATIONS
The most important factor in a successful telephone negotiation is listening. Since
we don’t have the luxury of seeing the person’s physical reactions and facial expressions
we have to really listen to their tone and tempo of speech. This will cue you in to their
mood. Fill the silences in the conversation. What I mean is try to avoid him asking you if
you’re listening or if you’re still on the line. Continuously give him feedback and let him
know that you’re there. When it is your turn to talk you need good volume, clear
pronunciation, avoid being monotone and don’t use words like “umm” or “uhh”. Before
each call you need to prepare yourself. Make a list of what you need to say. People tend
to be less prepared than at a face to face negotiation so don’t fall in that trap. Ending the
conversation on a positive note is extremely important. Try telling a personal story or a
joke (Donaldson, 2007).
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E-mail negotiations are tricky because it is the most impersonal interaction. First
of all, you need to keep your document short. Secondly, formatting is crucial. According
to Michael C. Donaldson “it is equivalent to your appearance in a face to face
negotiation” (Donaldson, 2007). So keep sentences and paragraphs short, use bullet
points to highlight main points; select the appropriate font and size for your lettering.
Finally, make sure that your grammar and punctuation are correct and be aware of what
you write because it can be interpreted in a negative way; the person on the other end
may be offended (Donaldson, 2007).
.
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ADVANCED POWERPOINT
ADDING MUSIC, VIDEO AND NARRATION
Music and sound can add an ambiance to any PowerPoint presentation. You just
download an MP3 file, it can be music or sound bites from movies, and paste it directly
into the slide. Once you have done this, you can decide whether to let the song or sound
bite play automatically when the slide appears or have you click on an icon before it
begins to play.
Narration can be very useful in a presentation, especially in a world where
business is being conducted in multiple languages. The presentation itself can be in
English while there is a narration in Chinese.
“Sometimes the best way to ensure that your audience understands your message
is to show a video or animation, collectively referred to in PowerPoint as movies. For
example, if your company has developed a short advertising video, it more sense to
include the video in a presentation…than to try and describe it with bullet points or even
still pictures.” (“Microsoft Office 2007”, n.d.).
COLLABORATING WITH SHAREPOINT
SharePoint Server is an additional service provided by Microsoft 2007 that allows
you to set up websites so you can collaborate on PowerPoint presentations from all over
the globe. This service allows you to add comments, have online discussions, review and
give feedback on presentations so that everyone in your group can see. “Microsoft Office
SharePoint Server 2007 helps your organization get more done by providing a platform
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for sharing information and working together in teams…an important part of the overall
Microsoft collaboration vision…” (“Microsoft Office 2007”, n.d.).
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JUSTIFICATION
NEGOTIATION SKILLS
I believe that negotiation is one of the most important subjects to learn because
we are constantly negotiating. Whether we’re at work negotiating with our boss, clients,
employees and peers or at home negotiating with our spouses, children and parents, it is
skill that should be taught to everyone regardless of their profession.
ADVANCED POWERPOINT
In conclusion, schools should require business students to complete an advanced
PowerPoint class or at least make them aware of the new and improved features of the
new editions. Also, collaboration and sharing our work is increasingly important in
today’s business and we need to learn these new ways of doing so instead of remaining in
the past. Why would we want to settle for average when we can achieve greatness?
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REFERENCES
Cohen, A. R., & Hollenbeck, A. R. (2005). Adapting New Technologies to Solve
Business Problems: A Case Study Using Microsoft SharePoint Team Services to hold an
Anytime/Anywhere Meeting [Electronic Version]. The Psychologist-Manager Journal,
8(1), 75-88
Donaldson, M.C. (2007). Negotiating for Dummies 2nd Edition. : Wiley Publishing, Inc.
Microsoft Office 2007. (n.d.). Retrieved June 1, 2007, from
http://en.wikipedia.org/wiki/Microsoft_Office_2007
So what is new in PowerPoint2007? (n.d.). Retrieved June 3, 2007, from
http://visio.mvps.org/PowerPoint_2007.htm
Tips for adding sound and video to PowerPoint 2007 presentations. (n.d.). Retrieved
May 29, 2007, from http://office.microsoft.com/en-
us/powerpoint/HA102176481033.aspx
Wertheim, E. Negotiations and Resolving Conflicts: An Overview. Retrieved May21,
2007, from http://web.cba.neu.edu/~ewertheim/interper/negot3.htm
Zelenka, A. (2006). How to Screw Up an Email Negotiation. Retrieved May 18, 2007,
from http://webworkerdaily.com/2006/12/03/how-to-screw-up-an-email-negotiation/
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APPENDIX A
NEGOTIATION SKILLS
Everyone has it within them to negotiate with a difficult person
Every difficult person has a vulnerable point
The bully uses his stature to intimidate
Before entering a negotiation, set limits
The “know it all” is someone who uses his age or experience as leverage
Once he (“know it all”) thinks that he has the upper hand, his guard will come down
and then you can take advantage
The most important factor in a successful telephone negotiation is listening
In telephone negotiations make sure to fill the silences in the conversation
In an email negotiation you need to keep your document short; formatting is crucial
Be aware of what you write because it can be interpreted in a negative way; the
person on the other end may be offended
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APPENDIX B
ADVANCED POWERPOINT
Music and sound can add an ambiance to any PowerPoint presentation
Download an MP3 file and paste it onto the slide
Narration can be very useful in a presentation, especially in a world where business is
being conducted in multiple languages
The best way to ensure that your audience understands your message is to show a
video or animation, collectively referred to in PowerPoint as movies
If your company has developed a short advertising video, it more sense to include the
video in a presentation
SharePoint Server allows you to set up websites so you can collaborate on
PowerPoint presentations from all over the globe
This service allows you to add comments, have online discussions, review and give
feedback on presentations so that everyone in your group can see
SharePoint Server 2007 helps your organization get more done by providing a
platform for sharing information and working together in teams
You can control who has access to the site
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