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The importance of a negotiation strategy
Conclusion to negotiation strategies
Conclusion to negotiation strategies
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I would like to focus on the ethic aspect of my counterpart. Indeed, before the negotiation, I was thinking that the ethic point was going to be a very important one in this negotiation as I was supposed to negotiate with someone from the gouvernment, people representative. However, just after few seconds, he explained me his objectives and then said that he didn't care of electricity, he just needed help to win election. Then he asked me money to finance his boss' campaign. This point was very far from my expectations as I was thinking that we were going to negotiate in an ethic way, in respect of ethical behaviors. By asking me this question, I experienced a great fear about my counterpart honesty and then don't really feel comfortable to negotiate with him as his objective was very different from mine. We finally reached an agreement but I may have leave this negotiation. From my point of view, success in a negotiation occurs when both parties have benefits from the negotiation outcome. It means that on the one hand, the parties might find an agreement and then decide to work together in order to improve their situation. On the other hand, it also means that both parties may not find an agreeement and then choose their BATNA. Success is not not synonym of deal for me, but achieving the best choice regarding different options. In this case I think I was successful because I reached to have a deal with profit higher than 5% (8% in this case). So I'll have more important bonus and also rewards from my boss as I'm above 5% profit. Moreover I reached to have 100% of US managers in concession of 100% of Tipalese workers. This is the second achievement in this case regarding my "best" objectives. As I outcomed my alternative soluti... ... middle of paper ... ...or have enough electricity capacity in case of huge population growth and/or economic boom, but he didn't mind. As a result I agreed on the smallest site. This negotiation was actually similar to the Cartoon one as we both have different cultural backgrounds. Then it influences our way of negotiating. Whereas bribery is a "no-way" in my US company, it doesn't mind for Tipal government representatives. However this negotiation was totally different from the other ones as our goals were completely different. My counterpart was looking for fund for his boss' campaign whereas I was looking for a buyer for my dam projects. In such a case it's difficult to negotiate as we are not looking for the same things. Thus, we need to communicate effectively to understand the other part will and then be creative in order to offer the best solution regarding both parties interests.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Many situations present the important synchronization of internal versus external negotiations. Many individuals have studied how each side in the negotiation is able to manage the internal opposition to agreements being negotiated. This can also be known as “on the table”, or what exactly is on the line in a heated argument. Each individual involve in an argument has a particular position to be managed, and often times own personal interests are widely expressed. This paper will expand upon the case of Fischer collecting needed funds from Smith with proposals and ideas for a manageable negotiation.
However, this assumption is incomplete in reality. The main problem that causes the failure of negotiation is due to culture differences. Many companies are going global, people will negotiate with people come from different culture and different countries. If people do not realize what the main problem is, they will continue to have trouble with this problem.
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one’s boss for a raise, we’ve all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a conclusion. In this journal entry I will be taking a closer look at each of the elements, and critically analyse the content; ultimately, I aim to briefly bring forth the pros and cons of Getting to Yes.
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.
To begin with, we understood the meaning of the term “negotiation” – it is a conversation between people/parties with an aim to reach some outcome: conclusion, decision, deal and etc.. Negotiation will not bring positive outcomes always, sometimes parties can stay with the own opinion without reaching some common point, thus we need to study this course and learn how to increase chances to negotiate successfully. “You always can learn and become a negotiator” – J. Mitts .
Therefore, it is recommendable not to let personal relationships interfere with factual debates when negotiating. In order to achieve this aim, you first need to understand your counterpart as a human being. Only this will enable you to prevent different ideas, emotions or misunderstandings from standing in the way of a good, appropriate negotiation outcome – if the ideas are not precise, try to specify them. If emotions boil over, find ways of lowering the level of agitation. In the case of misunderstandings, improve the comm...
ethical issues. The purpose of this assignment is to offer reasons ethics and integrity will be
Meaningful communication between two or more individuals rarely leads to 100% agreement between all parties involved. More commonly, there are disagreements on certain points. In a close relationship like a marriage, which is also a partnership; in a strong business relationship; or in a hostage situation, these disagreements must be worked out satisfactorily for both sides in order for the relationship to remain healthy and/or the outcome to be positive. When the parties must reach an agreement or a compromise, one of the best communication strategies is negotiation.
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.
The following reflective report will discuss my performance in the negotiation exercise that was conducted on the 15th of September. It will include a brief summary of the process and outcome, an analysis of my presentation and will finish with a conclusion. The analysis section will be broken up into the four stages of negotiation; the relational stage, the exploring stage, the generating of options and the reaching of a solution. Strengths, weaknesses, ethical issues and negotiation techniques will all be identified throughout the analysis. I will also refer to my preparation plan, feedback sheets and other relevant source material.
Behind every position lies an interest being protected. Such is present in negotiations. The wise thing to remember that in achieving a mutually satisfactory agreement, focus must be given to the respective parties’ hidden agenda and not merely on positions itself. It may come as a surprise that both parties underneath have similar interests.
Negotiations always occur between parties who believe that some benefit may come of purposeful discussion. The parties to a negotiation usually share an intention to reach an agreement. This is the touchstone to which any thinking of negotiations must refer. While there may be some reason to view negotiations as attempts by each party to get the better of the other, this particular type of adversarial negotiation is really just one of the options available. Among the beginning principles of a negotiation must be an acknowledgment that the parties to a negotiation have both individual and group interests that are partially shared and partially in conflict, though the parameters and proportions of these agreements and disagreements will never be thoroughly known; this acknowledgment identifies both the reason and the essential subject matter for reflection on a wide range of issues relevant to a negotiation. (Gregory Tropea, November 1996)
- Study position, Interest, and reasons. -Honor other’s possible roles. –Incorporate both interests. - Find Rules of fairness. –Temper the size. (Lecture 6, slide 8,9). Furthermore, the integrative negotiation approach has also key steps that can be combined with the guidelines previously mentioned in order to have a more comprehensive understanding of the problem as well as a more detailed action plan. The key steps are: Identify and define the problem, surface interest and needs. Generate alternative solutions, and evaluate and select alternatives (Lewicki, 2011,