More handpicked essays just for you.
Advantages and disadvantages of different negotiation styles
Style of negotiation, integrative
Explain the features and uses of different approaches to negotiation
Don’t take our word for it - see why 10 million students trust us with their essay needs.
My negotiation style questionnaire indicated that my negotiation style was collaborating and accommodating. In addition, I will not avoid negotiation. I felt the result was reasonable because I like negotiation and have never avoided negotiation when I have a chance. I always try to enlarge the size of the pie to be negotiated. However, the class taught me I sometimes accommodated too much and missed a chance to create value in the end. One of the reasons is that I am afraid of getting nothing and overly cautious. This leads me to compromise before maximizing the pie. I believe I can take more risks to create value.
At the case of Madsen vs Clayton Fencing and Roofing, I was assigned the role of the plaintiff. I felt I lost this negotiation
after I heard about typical amount of compensation for physical pain and suffering and mental anguish. We successfully agreed at the first round but cheap price for the plaintiff. I didn’t have any idea about an appropriate amount of damages during the negotiation. Without knowing what the judge has decided, we had to reach an agreement. To maximize our value by avoiding pay legal fees, we tried to reach an agreement at the first period. Under time pressure, I prioritized to reach an agreement and compromised the amount of damages in the end. I was afraid of paying legal fees without getting anything, if we went to trial. The defendant was very aggressive and I tried to avoid unnecessary conflict between us. I believe my counterpart thought this case was zero sum game. In my opinion, her aggressive attitude will not work to have long term relationship or creating value. However, such an attitude might be effective for one shot or zero sum game.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New
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 ...
The four principles for effective negotiation are to 1) separate the people from the problem; 2) focus on interests rather than positions; 3) generate variety of options before settling on an agreement; and 4) insist that the agreement be based on objective criteria. [p.11] Each one of these principles should be looked at during each stage of the negotiation process. The process as explained in the book begins with analysis of the problem or situation. The next stage is to plan ways to react or handle the situation. The last stage is the discussion part where a solution to the problem is examined and agreed upon.
In this classic text, Fisher and Ury describe their four principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles.
Principled negotiation allows disputants to obtain what they are entitled to, while enabling them to be fair, at the same time protecting against those who would take advantage of their fairness . Although the points made are logical and indeed a great approach to certain types of conflict, I found that in some cases the method did not completely come together. More than anything, I found the method altogether was simplistic and for an ideal situation. While going through the four elements, I shall illustrate these points.
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
Johnson, R. A. (1993). Negotiation basics: Concepts, skills, and experiences. Newbury Park, CA. Sage Productions.
Negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. The parties acknowledge that there is some conflict of interest between them and think they can use some form of influence to get a better deal, rather than simply taking what the other side will voluntarily give them. In this essay, we will compare the similarity and difference between two negotiation books namely, “Getting
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 extends well beyond the borders of sitting at a table and simply exchanging different proposals. The process of negotiation involves working through a series of phases to learn about the other individual. Working together to solve a problem may not be simple and negotiation is all about getting the other person to fold before an agreement is settled on. Negotiation takes motivation and perseverance. This essay will present personal negotiation styles and means for improvement along with examples to follow.
Lewicki, R. J., Saunders, D., & Barry, B. (2009). Negotiation: Readings, exercises, and cases. (6th ed.) . New York: McGraw-Hill/Irwin.
Negotiation occurs on a regular basis in a daily life and individual negotiate in the business or outside of the workplace. Having superior negotiation skills is conductive to the success in personal life and career development. This reflection essay will indicate that my natural preferences for different comparisons between theory and practice and a personal action plan to improve negotiation skills based on the role-play activity in the workshop.
Negotiation is a process in which two individuals or two parties strive to arrive on problems and issue of actions, where there is a conflict in ideas, values, and goals. The primary motive of negotiator is to build credibility. Negotiators often negotiate by shared interests, learning the opposing position and share the information that might persuade the “counterpart” to agree on a agreement that benefit either individual or both the counterparts.