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Final Reflection Paper
Negotiation is a form of communication that happens almost every day. It is not only about fighting for what we want from the other side, but maximizing the interests of all parties and achieve an agreement that no alternative can. Learning from reading materials, practices and reflections, I believe that I have gained a deeper understanding of the logic and tactics in negotiations and I will be able to use them in my future life and careers. “Never negotiate unprepared” is the golden rule of negotiation. In order to negotiate effectively and efficiently, we should be not only informative but also organized and strategic. Hence, we identify and understand problems and generate options. First, we define negotiating goals and objectives, which have to be concrete, specific, attainable and measurable. We list major issues and prioritize them, identify potential
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While expecting people are more willing to give us favors, we win them as friends. As people like those who like them, it is helpful if we could offer genuine praise and uncover real similarities. We also want to show them our trust and honesty to create a better flow of information. Although we will not volunteer information that potentially harm our interests, we will be honesty to our counterpart’s questions and be willing to share more information to move the negotiation in our desirable direction.
As negotiation goes through, it is important for us to be aware of the deep psychological factors that motivate or influence people’s behaviors, including winning, avoiding loss, looing tough or strong to others, being fair and so on. In order to learn those intangibles, we could either carefully observe and ask questions, or directly bring observers into the negotiation. Once we understand those factors, we could develop a strategy to change people’s thoughts and lead them behave as we
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Lewicki, R. J., Saunders, D. M., & Barry, B. (2005). Negotiation, Fifth Ed. 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
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
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., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
The first method of principled negotiation is to separate the people from the problem. Although it seems to be quite a simple process, I found a major question came to mind: “What if the people are the problem?”. Being a teenager, I know that sometimes the only reason for conflict is emotions and feelings. A person feels they have been wronged, the other disagrees, and separating the people from the problem becomes virtually impossible. Getting to Yes briefly proposes some solutions to emotion, such as recognizing both side’s emotions, making emotions explicit and acknowledging them as legitimate, allowing the other side to let off steam, not reacting to emotional outbursts, and using symbolic gestures . Again, I found these guidelines to be oversimplified and completely void of the fact that human’s are inapt to simply putting their feelings aside. Also...
This is no cause for widespread concern, referencing recent “growing pains” amidst online lenders, Lebda argued. He also suggested that we’re just witnessing an industry shift in financing, akin to that of the hotel and travel industry transformation of the early aughts. In line with this notion, Cramer said this is part of a larger movement toward convenience, consumer choice and (first) competitive pricing.
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.
According to Lewicki et al. (2002) four major processes are central to achieving a successful collaborative negotiation. Similarly, Roger Fisher of the Harvard Negotiation Project, developed a seven-element framework for understanding and analyzing negotiation which is particularly oriented to collaborative negotiation. This seven-element framework are interests, legitimacy, relationship, alternatives, options, commitments, and communication. Due to considerable overlaps in the two frameworks mentioned above, this essay will synthesize both frameworks to evaluate key elements of a successful collaborative 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.
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...