Negoitiation Skill Assessment: The Personal Bargaining Inventory

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Introduction
Values and personal beliefs clarification is essential when auditing negotiation personal styles as well as perfecting the art of negotiation and communication. In this portfolio project we will examine the personal bargaining inventory statements that characterize/uncharacterized personal styles of negotiation along with rating other people’s behavior in general. Finally I will evaluate my personal communication competence scale to improve my negotiation and communication effectiveness and readily prepare for any situations that may arise in the future. Insights are drawn from three sources: our own experience, the media, and social science research through economics and psychology to name a few.
The Personal Bargaining Inventory
There are statements within the personal bargaining inventory questionnaire that strongly display/dispute my bargaining values. Awareness is power is something I am very in tuned with. The essence of determining the relative power of the parties in a negotiation depends less on how powerful each party is in any absolute sense than on how badly each party needs or fears the other. This is where the concept of BATNA (Best Alternative To a Negotiated Agreement) proves useful. If one has a number of attractive alternatives to a deal with one’s opponent, one has great power regardless of the tremendous resources that the other side might have within its control (Adler, R. and Silverstein, E., 2000). Understanding where the other person is coming from is critical during negotiation. A key point is that if you feel the other party is reasonable do not strive for conceding to quickly because you still may miss opportunities to create value. Empathizing with the other side and asserting ...

... middle of paper ...

...eting will be a win-win for each party as well as a solution may not be achieved at all. But having the power to walk away and not have the feeling of failure will empower me as I go down this path.

Works Cited

Adler, R. S. & Silverstein, E. M., (2000). When David Meets Goliath: Dealing With Power Differentials In Negotiation Harvard Negotiation Law Review
Hames, D. (2011). Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions. Sage Publications. Retrieved 08 25, 2013
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases (6th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530314
Fisher, R and Ury, W. Getting to Yes [Penguin Books, 1991], 100-01

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