Whole month we had been studying Selling and Sales Management, according to the mysterious book “Negotiating Essentials” written by Michael R. Carrell and Christina Heavrin. Why mysterious? – Because it is not available in KUAS, thus we had to listen our teacher Jan carefully (but it is not the only one reason). Whole month we had to wake up early to be present in morning sections, had to reduce the level of coffee breaks with the aim to go home earlier and of course negotiated a lot. And now to be serious, what have we learn during these classes? That is what about we are going to speak in this work.
To begin with, we understood the meaning of the term “negotiation” – it is a conversation between people/parties with an aim to reach some outcome: conclusion, decision, deal and etc.. Negotiation will not bring positive outcomes always, sometimes parties can stay with the own opinion without reaching some common point, thus we need to study this course and learn how to increase chances to negotiate successfully. “You always can learn and become a negotiator” – J. Mitts .
Secondly, we learned with whom we need to negotiate, how to start and what to prepare. For negotiation are needed at least two parties/interests that are interdepended, it is not worth to negotiate about salary with the person from whom level of your salary is not depended. State the goals before negotiation – what we would like to reach, and how we want to be viewed by other part (“don’t lose your face”). It is needed to be flexible; it can help to get “winner” position.
Prepared negotiator is a good negotiator. It is necessary to be prepared for the bargaining process by developing supporting arguments. It can be facts, information, logic and etc. It can be fa...
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... suitable” “I do not think” “it is too expensive” and asking “Why” “What if” “How” questions, but newer say “No” or reject offer at the beginning. During the bargaining facts and logic have to control situation, we shall avoid that emotions take over strategy, even if opponent will try to attack us.
When distributive bargaining do not work, integrative can take a place. Integrative bargaining is also known as “win-win” situation, and in this situation aim of negotiating process is to create as much values for each side as it is possible. We have to create new values that can be offered to an opponent to claim needed ones. Active listening is important it this negotiations, we have to focus on what other is saying not only verbally but also emotionally. By creating list of valued demands, we can discard less important so more valuable could be accepted by parties.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
The book Getting Past No by William Ury starts with an overview of negotiation and the reality of amateur negotiating which almost always end with the dreaded No. It also discusses the importance of negotiation and its impact in our daily lives. Truly, one cannot start and end the day with no negotiating taking place, from the kind of meal we partake to trying to haggle with the parents for a later sleeping time. As Ury states, negotiation is the process of back-and-forth
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Lewicki et, al. 2011, identifies ten best practices for improving negotiation skills. The best practices include practical, action oriented solutions such as preparation, identifying negotiation structure, recognizing the best alternative to a negotiated agreement (BATNA) and learning negotiation paradoxes. They are also comprised of less tangible practices including being aware of intangibles and willing to walk away, as well as actively managing alliances, recognizing that fair and rationality are relative, the criticality of reputation and finally, continuing to learn (Lewicki et, al.
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 ...
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.
...s in stone. Rather, I will work towards a beneficial compensation package, if not a pay increase, then perhaps a higher title with concessions. The outcome of this negotiation should leave both sides satisfied. I will also research the department’s policy on compensation as well as reviewing my job description. Both of these are attainable in the Human Resources department. Furthermore, I will check websites that have listing of salaries and job descriptions to make sure my compensation is commensurate with my work. The scholarly article I will use to help plan out my tactics in my negotiation is “Dealcrafting: The Substance of Three-Dimensional Negotiations by David A. Lax, and James K. Sebenius”. This article explains that our understanding of negotiations are one dimensional. However, this new approach for a three dimensional negotiation can work in my favor.
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.
I agree with the statement from the question. I do not think it is possible to have a purely integrative negotiation between parties. Competition is a part of human nature that has survival instincts dating back to when we used to compete for resources to stay alive. So even if you consciously decide you want to use integrative techniques while negotiating, distributive ones may sneak out because of competitive tendencies.
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.
Negotiations always occur between parties who believe that some benefit may come of purposeful discussion. The parties to a negotiation usually share an intention to reach an agreement. This is the touchstone to which any thinking of negotiations must refer. While there may be some reason to view negotiations as attempts by each party to get the better of the other, this particular type of adversarial negotiation is really just one of the options available. Among the beginning principles of a negotiation must be an acknowledgment that the parties to a negotiation have both individual and group interests that are partially shared and partially in conflict, though the parameters and proportions of these agreements and disagreements will never be thoroughly known; this acknowledgment identifies both the reason and the essential subject matter for reflection on a wide range of issues relevant to a negotiation. (Gregory Tropea, November 1996)
It is indubitable that the communication skills have taught me how to get prepared before negotiation and how to make a good impression when conversing with them. I had the opportunity to practice and improve this skill in class-Union vs. Management which brought me into contact with our team members from counterpart. For example, knowing how to persuade but also please the other party is essential for a successful and rigid negotiation process. The skills I developed through this negotiation will be essential in building my future career in business but will also help me reach my targets through building relationships with important people. Throughout the courses I had noticed that in a team each person would always take up a role, for example that of a decision-maker or an observer. Through the course and simulation, I realized my lack of leadership. In the future I will aim to strengthen my leadership by being conscious of the particularities found in other people and also by constantly practicing and gathering feedback from peers. In this way I will be able to identify my strengths and weaknesses and try new ways to improve myself. I will then be able to correct