Negotiations often need to take place in our daily lives as a form of solution in achieving our goals. Often done where each party’s decision making will affect each other, where the result is unpredictable, or where we need others agreement for final decision and so on. Negotiations do take place in both works with manager, peers, and customer and in private lives with their family and friends. In order to gain benefits and reach our goals, we need to be a good negotiator. Luckily, negotiation is a skill that can be learn and improves from experience and education (DeMarr, & de Janasz, 2014). There are certain process that good negotiator should go through and the process can be applied in “negotiating fashion” case which is negotiation between Top Class fashion and Swift holding to solve their current issues.
To be a good negotiator, winning was not the ultimate goal however they deem to create value to maintain a long term relationship with each other (Fazzi, 2000). So, integrative negotiation is the best strategy as it analyse both party’s problems and being open with each other regards their need and interest to get better outcomes (Williams, 2013). Integrative negotiation help negotiator avoid mistakes when they enter more globalisation market where they need to be interact with different culture of negotiators in work place (Williams, 2013).
Fisher and Ury identified, in the process of research, a good negotiator would first separate the people from the problem, secondly, separate interest from position, thirdly, generate and evaluate a variety of alternatives that provide mutual gain, and lastly to evaluate challenges that negotiator might face (DeMarr, & de Janasz, 2014).
So, first thing first negotiator from both sides ...
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...lekalns, Kulik, Chew, 2014). Trust can only be attain from past negotiation experience and outcomes (Reb, 2010). To prevent these barriers, both parties need to be open in exchange idea and innovation, transparency, ethical behaviour and commit to meet all their needs in negotiation process (Williams, 2013).
All in all, we could see the process for a good negotiator should go trough to come out with a better agreement for both Top Class and Swift Holding. Integrative negation is the best strategy for both parties to get a win-win situation. In order to get a successful agreement, both negotiators should separate the people from the problem, focus on interest not position, and to generate and evaluate variety of alternatives that provide mutual gain and the most important they need to trust, honest and voluntarily enter negotiation process to match their decision.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation Readings, Exercises, and Cases Fifth Ed. Bill Brubaker, Mark Asher, A Power Play for Howard Negotiation (pp. 616-626). New York, NY: Mcgraw-Hill Irwin.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
Negotiations and back-room dealings happen in any possible setting at any possible moment. Regardless of whether a bargain is two people negotiating a business deal, eighty people silently weighing the pros and cons of drawing attention to themselves, or one single person unconsciously deciding to give up individuality to wrest some semblance of power from the system, a choice is being made between various options.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
The negotiation revolved around three main individuals, Terry Hardel, Josephine McNair, and Joe Abernathy. For this negotiation, my partner played the part of Joe while I played Terry. We were both given the same general instructions. However, an additional set of secret instructions were given to each of us separately.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.