Negotiations
Problem Statement Opposing interests, exchange of goods or service, and terms of agreements, are but a few reasons conflict can arise between parties. These controversies can stem from business or personal relationships, and be held in formal or informal settings, but all require some form of resolution in order to satisfy or assuage the parties involved. Negotiation, or bargaining, is a common method used to obtain resolution. A variety of strategies can be employed in this process, some with more favorable outcomes for both parties than others. A negotiation, often referred to as an art, involves both skill and science, and the use of both determines the process taken for the bargaining, as well as the outcome (Stoshikj,
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497). Explained by these authors, is the zero-sum aspect of distributive bargaining, in which one party’s gain is the other party’s expense. A simple example of this type of bargaining is a buy-sell arrangement where one party wants to obtain the maximum price for a product or service while the other party wants to pay the minimum amount acceptable. Stoshikj (2014) describes this “negotiations dance” when the buyer’s offers increase, the seller’s offers decrease, and the acceptable amount for both parties comes closer together. Sharing of information in a distributive bargaining exchange is low because of the belief it will allow the opponent a competitive advantage. As described by Graham, Lawrence, and Requejo (2015), some cultures have no problem with the practice of deception and misleading buyers. While the U.S. practices trust, unless provided evidence to the contrary, other nations may not. Israeli thinking is that Americans are too trusting, and have a saying “Don’t be a freier”, which translated means sucker (Graham et al., 2015). Also revealed by Graham et al., (2015) is the Japanese use less frequent eye contact in their negotiations (only 13%), which allows them to refrain from revealing their
The negotiations were successful! An agreement was reached and I got the job! This success was due in large part to the extensive planning prior to the negotiation with Robust Routers. Planning is critical to a successful outcome when negotiating (Lewicki, Saunders & Barry, 2011). This was especially true in negotiating this job offer as the bargaining mix included items as varied as state of residence, salary and even stock options. Also of great benefit was that both sides realized that the while the outcome was important the relationship would be protected and even strengthened as a result of our collaborative negotiation (Lewicki, Saunders & Barry, 2011).
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, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
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 ...
What are your organized bargaining units (union representation)? Union representation is present in this agency. FPS employees are union with the exception of management. Contracted Protective Security Officers also are under a collective bargaining agreement.
The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.
Amazon’s coopetition-based business model is based upon collaboration and with collaboration there is a certain level of inherent negotiation required. “A collaborative strategy is one in which both parties consider the relationship and the outcome to be equally important” (Saunders et al., 2013, p. 22). As described earlier, this collaborative approach has only strengthened Amazon. They believe they can win by letting their competitors win also. Not only this, Amazon is also adding value to the organization with this logic. “As customer value is increased when there are a variety of competing offerings in a similar domain (Wang & Xie,
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.
Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving. Relationship is usually more important, with more complex issues being negotiated than with Distributive Negotiation. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
Negotiation occurs almost every day in our personal and professional life. Having superior negotiation skills can be critical to the success in our personal and professional life. This essay will illustrate the negotiation style, the planning and the execution of my negotiation skills. I planned on using my negotiation skill on reducing the cost of monthly rent for the apartment. After the reading from Negotiating for Success: Essential Strategies and Skills by George Siedel, one gains success through initiating and stirring the process, and excepting there to be room for change. So, off I set to meet the landlord to negotiate a new price for the monthly rent agreement on the Lease
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.
Negotiation is the process enacted by two or more parties, to resolve a difference and ideally create a solution benefiting all involved parties. Negotiation is all about knowledge, strategies, your preferred stance taken in the process, how much concession you can afford to yield, and what your ultimate goal is. Is your goal to take all the share and value of the available resources? Or are you the kind of person/company that is willing to take the extra mile to create equal value for both parties, ultimately adding value to the relationship? The process will always depend on the company, each team players' personality, trust and situation. A good negotiator will study their opponent, gain all knowledge needed and be able to adapt to the nature of the deal in short notice. We use the method of negotiation to solve problems and disputes taking place in business, government, between countries, and even in our day-to-day life, such as marriage and divorce, parenting and family.
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.
YOU AS A NEGOTIATOR Self-Assessment Reflecting on your negotiation experiences and your negotiating is valuable to think in more depth about what and how you are doing as a negotiator. Answer each of the following questions in bullet points What are my core beliefs and values?