This fifth negotiation that we did was unlike any other we had done for many reasons. The whole time leading up to the negotiation seemed to be a bunch of unfortunate events at my expense. Although the results that I received at the end of the negotiation weren’t as bad as they could’ve been, I still believe it to be somewhat of a failure because I know I had the potential to do better. If I had an external locus of control I would have just attributed this failure to the influences that affected me leading up to the negotiation. However, being a person with a high internal locus of control I know that my success is based on my own work. I could have been more successful in this negotiation had I been better at planning, been more careful and more …show more content…
attentive to details.
The week of the negotiation I had an abundance of work, presentations and papers to work on. Because I am a procrastinator I usually leave work to be done till the last minute. This time I tried to manage my time wisely and even started working on them a week before they were due for a change. Unfortunately, it was more than I expected and more work piled on from other classes. I still managed to work on everything in a way in which I thought I could finish it all on time. The day before the negotiation, before my last class I finally decided to look at my role sheet and the background information for the negotiation. I typically don’t wait so long to look at my negotiation role sheet but given the circumstances this was the time I was able to start. I was sitting in the commuter’s lounge when I decided to look at my role sheet. I had read through the role
sheet once and already knew this negotiation was going to be different. This was the first time that I had read a role sheet for a negotiation and had trouble understanding it. I just stared at the role sheet for some time trying to understand it when I realized that I had to go to class already. I wasn’t too worried about it because I thought I could look at it later and read it in depth till I understood it. I packed up all my stuff into my backpack and I remember putting my role sheet in my backpack with all my other things. Little did I know that this would be the last time I would see my role sheet. I didn’t realize that I had lost it till I was at home at night and decided to read it again. I didn’t get too upset but I was wondering what I was going to do to prepare. On the day of the negotiation I had gotten to school early and read the basic background information for the negotiation before my first class. I read over it but it was all for not because I still didn’t understand it too well. At this point, I decided that I would have to improvise during the negotiation, this is when someone creates or performs spontaneously without preparation. I knew that this was going to be a difficult task due to my lack of knowledge of the information and not knowing what my goal was but it was going to have to do because this was my last resort. Once in class I was paired to negotiate with Mr. Hollis, the guy who sits next to me in class. I knew from listening to the analysis of previous negotiations that Mr. Hollis was a person who paid attention to detail and was a good negotiator who always got good results. Because of this, I doubted my ability to perform during the negotiation but I did not feel nervous or worried. We walked together and he asked if it was okay with me if we sat were he always sits for negotiations, upstairs in the Hinton in front of the elevators. I had no problem with this so we went upstairs took a seat and started the negotiation. I couldn’t believe the serendipity of his opening statement. In his opening statement Mr. Hollis described the situation from the background information and this really helped me out. I still didn’t understand some things but I felt like it would be okay as long as he continued to take the lead in the negotiation. There were still occasions during the negotiation where I was confused, what I did when this happened was I directly asked him if he could explain. I did not feel good having to do this because I am usually prepared for negotiations and not being ready for it this time felt bad. When we were close to the finish line of the negotiation I told Mr. Hollis that I apologized if I seemed clueless and then told him what had happened. He seemed understanding and was nice about the whole situation. This being the last negotiation of the semester I was disappointed that I couldn’t do my best for it because of the circumstances. Regardless of this I know that I will be prepared for a negotiation whenever the opportunity presents itself. The next negotiation that I will have to prepare for will be one that will be in the real world, my performance for it will be much more crucial. Throughout the semester I learned some things about myself and my performance during negotiations. Through the questionnaires that we took during the semester I learned that I am a trusting person, that I have a high emotional IQ and that my negotiation style can be compared to a teddy bear. For the emotional IQ survey, I received a high score in everything except for self-awareness which explains why I am always putting other people’s needs ahead of my own. This is probably the reason that I have a teddy bear conflict style. Lastly, by taking the big five OCEAN test, I was able to better understand my personality and see it from a different perspective. When I took the big five survey I was extremely surprised by three of the factors. The first was when I discovered that I was very highly ranked in agreeableness. Having gotten an extremely low percentile score of four, I discovered that I am extremely disorganized. And lastly I discovered that I am always calm and collected, I received a percentile score of three for this which explains why I am always laidback. When it came to the lessons that I learned from engaging in the negotiations there were a few. The first lesson I learned came as a result of a mistake I made for the first negotiation. I didn’t pay attention and ended up making an integrative deal while negotiating with Ms. Tran, when it was supposed to be a distributive negotiation. I also learned to quit being a procrastinator, prepare things ahead of time and to take care of my things. When I go on to the business environment I am going to have to use my negotiating skills in a real-world situation. I feel confident that I will be able to do so well, knowing what I know now having learned from the practice negotiations.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Imagine yourself going out to a neighborhood party trying to relax after a stressful week. You might want to socialize, drink, or watch television. Now try to think about the penalties that can occur when the party gets out of control such as loud outbursts, fighting, and physical behavior. Depending on the setting of the party, there could be a possible chance of violence happening. In this case, the violent actions can result to homicides, shootings, and suicides. Homicides can vary based on age, gender, race, and methods of killing the victim. Shootings are quick reactions to dealing with victim. Suicides result to choosing to kill one’s life. Overall, there are different reasons to why individuals feel the need to kill someone else. It
The book defines Locus of control a reflection of whether people attribute the causes of events to themselves or to the external environment. Neurotic people tend to hold an external locus of control, meaning that they often believe that the events that occur around them are driven by luck, chance, or fate. Less neurotic people tend to hold an internal locus of control, meaning that they believe that their own behavior dictates events (Colquitt, J. A., LePine, J. A., & Wesson, M. J. 2017).
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. (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
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation Readings, Exercises and Cases (6th ed.). New York, NY, US: McGraw-Hill.
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.
Negotiation, as we’ve learned, is the process of communicating where parties can discuss problems and/or targets and attempt to solve them via dialogue in order to reach a resolution. While many individuals feel successful negotiations are due to a natural skill, the truth behind reaching a prime agreement is preparation. You need to know the issue, know yourself, and know your party. This type of preparation also includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your counteroffers.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
The locus of control is a psychological concept that attempts to define how an individual perceives and interacts with the world around them. Essentially, the locus of control is attributed by the Internal and External scales by Rotter (1966) and ultimately has evolved into the multidimensional Internal, Powerful Others and Chance scales by Levenson (1981). The scores attained within these respective scales then provides information and analysis into human behavioural patterns and in particular can be used as a tool to measure their responsiveness to the notion of leadership.
There are many external and internal factors that impact the planning functions of management. We must all be mindful of these factors because they could have an enormous impact on organizations productivity. The process of assessing the external and internal factors that an organization will face can be vital to the planning function of management. One must determine a set of issues and constraints and then list the assumptions that will impact the implementation of the plan. The environmental assessment develops understanding of external and internal processes that influence the organizations success rate. The purpose of the environmental assessment is to identify and analyze the key trends, forces, and phenomena having a potential impact on the formulation and implementation of strategies. In effect, the environmental assessment attempts to prepare the organization to acclimatize to environmental changes to take advantage of opportunities and to minimize the adverse effects of threats. Once the environmental assessment is complete, it is analyzed to prioritize issues, constraints and assumptions that could influence the planning function of management.
Negotiation is an important strategy and plays an indispensable role for people to solve the problem in our lives. It is a good way to make both parties find acceptable solution by each parties use tactics to persuade another party to approve his or her viewpoint. The application of the advanced negotiation skills definitely not only brings success in our daily life but also improve people’s work ability. This essay will show my natural preferences for different types of influence tactics which have been utilized in in-class, the understanding of the negotiation and analyze how to use proper tactics at different situations which are based on the role-play activity in tutorial.