Introduction:
First of all Negotiation is in a simple way is the process by which we obtain what we want from someone who wants something from us, more like a win-win situation. Therefore in this seminar a lot of issues were discussed within the area of Negotiation. We were provided with illustrative explanations and detailed knowledge on how to go about with negotiation especially in the sales field. Among the many things on the agenda was the negotiation process, motivation sources for people, peoples buying behavior or decisions on buying or not buying. In this paper, you will read more detail about the topic of negotiation and what surrounds it.
Concept description as per the seminar;
Tradables;
These are normally /goods/services that a sales person will be willing to do away with during a negotiation with a potential or current buyer. Tradables can also be simple things that deliver both parties to a mutual agreement.
Under this, we looked at the story of, ‘’that’s not my dog’’ where the dog synonymously stood for tradables. This emphasized a few issues to watch out for during a negotiation and these are;
• Always look for the ‘dog’ when facing the customer.
• Prepare the tradables (the dog) before every negotiation.
• A tradable can change the scope of the deal once used appropriately by either party involved.
• Never rely on luck but rather always have your tradables prepared.
Negotiation roles;
These depending on the type of negotiation vary and have different titles. Normally, a Negotiation would involve two or more parties with each having different roles within them. Among the roles of negotiation are five (5) and at times three (3) roles. Below are the five roles in Negotiation;
1. The factual Negotiato...
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... measures in place, a well prepared team with well allocated roles would have higher chances of reaching a mutual agreement with their counterparts.
Bibliography
Anonymous. (2013). Retrieved 2013, from http://www.shell-livewire.org/home/business-library/employing-people/management/resource-management-working-with-suppliers/Negotiation-2-Approaches-to-negotiation/: http://www.shell-livewire.org/home/business-library/employing-people/management/resource-management-working-with-suppliers/Negotiation-2-Approaches-to-negotiation/
staff, P. (2012, 01 10). Retrieved from http://www.pon.harvard.edu/daily/negotiation-skills-daily/identify-your-negotiating-style/: http://www.pon.harvard.edu/daily/negotiation-skills-daily/identify-your-negotiating-style/
Weingart, P. L. (2007). How Contrasting Styles Affect Outcomes. How Contrasting Styles Affect Outcomes.
The more effort in support of collaboration, cooperation, and communication during the pre-negotiation phase, the easier it will be to reach an agreement at the table. Bazerman (1999) identifies five obstacles or “deviations” that impact this process and provides potential solutions. Obstacles not identified and addressed during pre-negotiation will almost certainly interfere with the negotiation at the table and may be significantly more difficult to overcome at this stage.
Hames, D. (2011). Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions. Sage Publications. Retrieved 08 25, 2013
Negotiation is a fundamental process used in resolving conflicts, making business deals, and in managing working relationships with others. Negotiations occur for two reasons: (1) to resolve a problem or dispute between parties, or (2) to create something new that neither party could do on its own.
In understanding the way that people negotiate, I believe that men and women negotiate differently. After the Mark Trask negotiation during class, I noticed that women draw on more examples or comparisons when negotiating. The reason for comparisons or examples might be that women feel as though their counterpart might be more likely to understand a position or opinion if they hear something that is relatable to them. On the other hand, men might be more likely to not engage in this technique because they see that sticking to the relevant information and not elaborating will get them to an agreement quicker.
Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a vehicle.
...s important of help get a feel of the appropriate gestures to use in negotiations. Diamond not only provides insight into some of his student’s greatest triumphs, but does in a humble, human, and relatable way that shows remarkable self reflections and understanding of negotiations.
(4) Besides, each party should have an active listening to the other side to understand the other side’s real needs and interests. Moreover, when having a careful focus on the interests of the others, each party will have an opportunity to discover the mutual interest of both. Thus, all participants will have more basis to get a common agreement. However, it is worth noticed that one negotiator should not forget their own interest while pay attention to the others’ interests. Therefore, being flexible is necessary to protect one’s own interest and at the same time, associate with the others’ priorities.
During this class I have learned a great deal about sharpening my negotiation skills and I think that this is an essential skill to have when working for any company or even if you are an entrepreneur. Knowing how to negotiate a favorable agreement or deal for your company can often be the difference between success and failure. People negotiate more than they really are aware of in their everyday life both in work and in home life. Many managers negotiate between their employees, vendors, customers, and even investors. It is a very industrious skill to have that can help you build your life and business in constructive ways.
party must, in most cases give up something in exchange for getting something from the other side.”
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.
Negotiation is a discussion between two or more people with goal of reaching agreement on
This is the first stage of negotiation when you acquire all the documentation, facts and information necessary to bring others into an agreement. During preparation, it helps to look for win-win agreements that focus on shared interest. This opens the door to finding solutions and options that favour all parties.
Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving. Relationship is usually more important, with more complex issues being negotiated than with Distributive Negotiation. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
Diplomacy has a variety of definitions which depending on the user perspectives on the term “diplomacy”. In the context of international relations, diplomacy is the negotiator’s ability in conducting negotiations between the representatives of nation states in a peaceful manner. The essential of negotiation is to resolve a conflict without offending others. According to Iragorri (2003), an effective negotiation is being able to achieve mutual agreement by peaceful means. The process of a negotiation in diplomacy goes through five important stages that is preparation, discussion, proposing, bargaining and settling process (refer to Figure 1 in Appendix 1).
Melvyn, Leffler, (1986), “Adherence to Agreements: Yalta and the Experiences of the Early Cold War”, in International Security, No.9