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Review Essay
Negotiate to Win – The 21 Rules for Successful Negotiation by Jim Thomas
Win-win negotiating isn’t a matter of altruism, morality, or ethics. I
practice and preach it for one simple, unsentimental reason: it’s the
only thing that works. It’s the only way to pursue, conclude, and
maintain rewarding agreements.
Jim Thomas
Part One: The World is a Big Blue Bargaining Table
Jim Thomas opens the book with a very relevant insight as to how negotiation is present in our daily lives, and how globalization has increased the need for us to negotiate effectively due to a higher level of cross-country communication due to work or leisure. He then debunks several traditional approaches towards negotiating, such as the Academic Approach, where negotiators try to understand the real underlying meaning behind the other party’s stated position as well as the Body Language Approach, which recommends negotiators to act and react solely based on the other party’s body language.
An in-depth examination of the way Americans and Japanese negotiate then follows, with Thomas recommending the reader how cues can be taken from the Japanese, whom he hails as the greatest negotiators of all-time.
Part Two: The 21 Rules of Negotiating
The most prevalent rule is that a negotiator should always seek a trade-off for every concession that he makes. The other rules build on this, and bring the reader step-by-step towards understanding negotiation and thus (hopefully) being better than it.
Part Three: The Practice of Negotiating
The ethics of negotiating are discussed with Thomas maintaining that “Ethical Negotiating is the ONLY form of Negotiating”.
A selective write-up highlighting the different cultures across different countries (mainly a comparison between countries from the East and West) is presented to the reader, highlighting why a negotiator needs to adjust his approach and attitude constantly.
“Negotiate to Win” is essentially a guide book which aims to educate the reader how to achieve a desirable outcome in negotiations. What sets it starkly apart is the fact that Jim Thomas approaches common negotiation practices with an Ockham’s Razor :
I read everything I could find on the topic. And the more I
read, the more frustrated I became. Practically nothing passed
the Razor test. Much of the material was naively theoretical, or
focused on physical trappings (table shape, clothing, seating protocol,
and the like), or preached intimidating or unethical behavior,
or worse. Newer works rehashed earlier ones. Instead of nuts-andbolts
guidance, I found theory, folklore, trivia, clichés, and war stories.
Mark Young uses three comparisons to describe the negotiating styles of people; sharks, saints, and samurai. A shark is a negotiator whose concerns are purely tactical and practices “gamesmanship.” A shark uses ethics to play on their opponent’s fears and values and subdue them. Saints are defined as someone who will forgo real negotiation gains to remain trustworthy. They believe that their conduct is the ultimate basis for any judgment about the value of negotiations. Lastly, Samurai are people who prac...
Fisher, R & Ury, W (1991). Getting to Yes: Negotiation Agreement Without Giving In. Penguin: New York
Many situations present the important synchronization of internal versus external negotiations. Many individuals have studied how each side in the negotiation is able to manage the internal opposition to agreements being negotiated. This can also be known as “on the table”, or what exactly is on the line in a heated argument. Each individual involve in an argument has a particular position to be managed, and often times own personal interests are widely expressed. This paper will expand upon the case of Fischer collecting needed funds from Smith with proposals and ideas for a manageable negotiation.
Communication skills are important in professional negotiations and in personal life. This book discusses why we find some dialogue difficult, why we avoid it, and why we often address it ineffectively. Most important, the authors suggest methods for more effective, productive, and rewarding, interaction.
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes: negotiating agreement without giving in. 2nd ed. New York, N.Y.: Penguin Books, 1991. Print.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
The dynamic of a win-lose bargaining situation can cause negotiations to be exceedingly tense and volatile because only one side will gain at the end of these type of negotiations. This makes the concept of distributive bargaining controversial. Michael Wheeler, the author of the article, Three cheers for teaching distributive bargaining, discusses how many professors at an academy of management conference disapproved of distributive bargaining negotiation tactics. Wheeler explains, a huge majority of the attendees disapproved of exposing their impressionable pupils to the reality that in some negotiations, more for one party means less for the other” (Wheeler, 2012).
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 ...
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Whether or not we are aware of it, each of us is faced with an abundance of conflict each and every day. From the division of chores within a household, to asking one’s boss for a raise, we’ve all learned the basic skills of negotiation. A national bestseller, Getting to Yes, introduces the method of principled negotiation, a form of alternative dispute resolutions as opposed to the common method of positional bargaining. Within the book, four basic elements of principled negotiation are stressed; separate the people from the problem, focus on interests instead of positions, invest options for mutual gain, and insist on using objective criteria. Following this section of the book are suggestions for problems that may occur and finally a conclusion. In this journal entry I will be taking a closer look at each of the elements, and critically analyse the content; ultimately, I aim to briefly bring forth the pros and cons of Getting to Yes.
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.
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 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.