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Strength and weakness of negotiation strategy
Negotiation skills process
Explain the features and uses of different approaches to negotiation
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Recommended: Strength and weakness of negotiation strategy
Negotiations occur every day in the business and personal environments. Depending on one’s perspective, business negotiations may have more importance or personal negotiations may have more importance. However, business negotiations, and personal negotiations are intertwining. Business negotiations can have an influence on personal negotiations and personal negotiation can influence business negotiations.
Experiences through business negotiations, even if subconsciously, often determine the outcomes of personal negotiations. One may not realize the importance of business negations in the personal environment; however, the influences may determine the outcome of simple negotiations such as a location for dinner. Additionally, negotiation experiences in business environments can be instrumental in major personal negotiations. Major personal negotiations can include purchases of real property, or negotiating salary and benefits at one’s employer.
Because negotiations can have a major impact on business and personal decisions, gaining an understanding of negotiating factors and tactics is essential. Without understanding and knowledge of negotiation factors, one may not achieve a desirable outcome, or at least an outcome that will be acceptable. Obtaining a desirable outcome from negotiations is the goal for parties with a direct or indirect interest in the issue receiving consideration. Negotiating a desirable outcome may be dependent on two major negotiating factors, communication, and personality. The methods of communication and personality of the negotiators are influences on the negotiation process and outcome. Gaining an understanding of communication in the negotiation process and an understanding of personality i...
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...al personality factor of understanding a lack of business knowledge is evident allows communicating non-tangible aspects in a positive manner. When the negotiation was complete, the first individual successfully retained the desirable home. Contributing to the success is the understanding of personality and communication.
Conclusion
Obtaining a desirable outcome from negotiations is the goal of all parties with a direct or indirect interest in the issue receiving consideration. Negotiating a desirable outcome is dependent on two major negotiating factors, communication, and personality. In the case scenario, I was successful using personality and communication in negotiation. Gaining an understanding of communication in the negotiation process and an understanding of personality in the negotiation process can contribute to acceptable results for all parties.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Communication skills are important in professional negotiations and in personal life. This book discusses why we find some dialogue difficult, why we avoid it, and why we often address it ineffectively. Most important, the authors suggest methods for more effective, productive, and rewarding, interaction.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
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. (2010). Negotiation Readings, Exercises and Cases (6th ed.). New York, NY, US: McGraw-Hill.
Good preparation allows you to strategize with the ability to think quickly in the negotiation room. There are several different formats and styles of negotiations. The use of a certain style depends on elements such as the strength of the relationship, the urgency of the situation, the intricacy of the issues, and the content of the negotiation. Each format and style has its own strengths and weaknesses and can be strategically used in various types of situations. As mentioned, the preparation of a successful negation is necessary, especially concerning your BATNA. We have been able to explore such preparation and methods by participating and conducting negotiations with our peers. The following negotiation studies proved to have their own dynamic, thus accounting for a different preparation and negotiation tactic for each.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
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.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
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.
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.
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.