Negotiation Strategies

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Recommended: Cultural difference in negotiation

Introduction

It is always useful to have some negotiation strategies planned out and to outline the manner in which the talks are to take place. Even so negotiation behaviour can be a critical factor to the success of the negotiation. “Negotiation behaviour is shaped by a complex set of factors, include personality, cultural values and emotions” (Osman-Gani and Tan, 2002, p. 822). Emotions and tempers can often run high during negotiations. All mankind have emotions, even so as Fromm (2004) explains emotions can help us understand differences and find resolutions to complex situations.

Emotions assist us understand and deal with the issues and factors around us. People continually analysis events to determine if they are personally relevant. For example abortion debates and euthanasia; each of the parties involve have strong feelings that hinders the finding of a resolution. It can be seen in how individuals’ self-perception about themselves. Each party involve have their own values and perception which generates strong emotions about these issue.

Discussion of Issues

People need emotions, this maybe the feeling of having being treated fairly, achievement recognitions, or sense of belonging (Fromm 2004). Lets use the following example to illustrate this, Bert has been wanting to purchase a car for his wife for quite some time. One day he walked passed a car dealer and saw the exact car he wanted with a price tag of $4500. He then went home and told his wife who agrees by saying, “Base on our current financial circumstances, maximum amount you should spent is $4300”. Next day Bret went to the car dealer and asked to test-drive the car. Bret offered $4000 for the car and the dealer sealed the deal. Is Bert happ...

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... Experience’, Emerging Communication: Studies on New Technology and Practices in Communication, 6, pp. 323. Available from: . [11 November 2011].

Saee, J 2008, ‘Best Practice in Global Negotiation Strategies for Leaders and Mangers in the 21st Century’, Journal of Business and Economics Management, 9(4), pp. 309-318. Available from: Proquest. [13 November 2011].

Shapiro, DL 2004, ‘Emotions in Negotiation: Peril or Promise?’, Marquette Law Review, 87(4), pp. 737-745. Available from: Proquest. [13 November 2011].

Van Kleef, GA, De Dew, CKW & Manstead, ASR 2004, ‘The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach’, Journal of Personality and Social Psychology, 87(4), pp. 520-528. Available from: . [13 November 2011].

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