Negotiation Approach In Negotiation

Negotiations happen more often than most would think, in fact, every person negotiates every day. Yet, the reason most people do not recognize their actions as negotiation has to do with their perception of it. As this paper outlines, there is a situation where I have not received a pay raise that I believe is due, even though I have talked with my supervisor four different times. Yet, as this paper reveals, the lack of raise can actually be attributed to a lack of proper negotiation in the past. Here we will look at a proper view of negotiating a pay raise using the Principled Negotiation technique.

The first step in any negotiation actually happens before the two or more parties sit down to discuss the matter at hand. Preparation is key

Not to actually be included in the spoken negotiations are definitions of the four principles. Yet, these will be helpful in remembering why that point is important to the overall negotiation and conversation.

The first principle of a negotiation is separating the people from the problem. The humans gathered around the table are not the problem, the people sitting in the corner office are not what affects me to the point of calling a meeting. It is easy to let the emotions and personal aspects of the situation cloud out the actual problem. Hence removing how I feel about the situation and the unfulfilled promises of the past years creates a clear table to discuss the actual issue I defined

Within each of the four principles, people, interests, options, and criteria, it allows the negotiating parties the opportunity to create another level playing field and start fresh. The stance of starting and ending with a position might as well be an email to the boss with a yes or no checkmark at the end as it does not provide flexibility. Yet, Principled Negotiation creates an emotion and ego-free space for refinement and customization resulting in a mutually beneficial agreement for both