Negotiation and decision-making offers you a powerful new perspective, a specialized language and a set of tools that you can use to address the most stubborn problems in your everyday life and work. Negotiation and decision-making is a way of understanding reality that emphasizes the relationships among a system's parts, rather than the parts themselves. This is based on a field of study known as system dynamics. Negotiation and decision-making has been defined as an approach to problem solving, by viewing problems as part of an overall system, rather than reacting to specific parts, outcomes or events and potentially contributing to further development of unintended consequences. The rationale behind negotiation and decision-making is critical to an organizational survival. Why is Negotiation and decision-making critical? It can assist you in designing smart and enduring solutions to problems. In its simplest sense, negotiation and decision-making gives you a more accurate picture of reality, so that you can work with a system's natural forces in order to achieve the results you desire. It also encourages you to think about problems and solutions with an eye toward the long view. For example, how might a particular solution you're considering play out over the long run? What unintended consequences might it have? Negotiation and decision-making is founded on some basic universal principles that you will begin to detect in all areas of life once you learn to recognize your emergent issues. Here are a few questions that can be considered when attempting to solve a problem. What is the underlying problem? Is the issue interacting, interrelated, and interdependent component that forms a complex and unified whole. Many... ... middle of paper ... ...whole for the results of our future and to get it, we need to think differently, manage differently, and organize differently. Once people accept that a homogeneous change can provide new opportunities and possibilities, the change is well on its way to successful implementation. The ability to reach an uniformed decision can create stronger values both professionally and personally for this is crucial in an increasingly turbulent world. Therefore, negotiation and decision-making will become critical for survival. Works Cited Scott, C. & Jaffe, D. (1995). Managing Change at Work: Leading people through. Menlo Park, CA: Crisp Publications. Randers, J. (1980). “Guidelines for Model Conceptualization” in Elements of the System Dynamics Method. J. Randers, ed. pp. 117-139. Waltham, MA: Pegasus Communications. (Randers, 1980). (Scott & Jaffe, 1995).
Hames, D. (2011). Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions. Sage Publications. Retrieved 08 25, 2013
Each of us has to face tough negotiation with an irritable spouse, an ornery boss, a rigid salesperson, or a tricky customer. Under stress, even kind, reasonable people turn into angry, intractable opponents.
Decisions are difficult, especially between two opposing parties determined to get their way. Most likely, some sort of agreement called a compromise is reached. Compromise, a seemingly perfect concept, can be an essential part of success as it resolves conflicts on both an international or personal level and benefits both sides of any argument. However, if this tool is used incorrectly by means of overuse, underuse, or simply wrong timing, that perfection turns into detriment.
Negotiations and decisions are a part of everyday business. In order to make a successful decision, it is necessary to understand how to make rational and sound decisions. Decisions that are rash, made on snap judgments, and past experiences can prove detrimental to a business. A deficit in basic thinking and decision making is felt at all levels of an organization (Gary, 1997). Decisions can have long term and short term impacts on organizations and their world in which they exist (Turner & Dean, 2008). In order to understand the process of making a sound and good decision, it is necessary to define and understand several decision-making models. These models help to make clear the issues to be addressed and the goals that need to be obtained before a final decision is made. This paper will discuss the zero sum game, win-win, satisfying solutions, and the fixed pie models.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
There are various types of strategies used in order to reach consensus towards something an organization may want. Whether it’s taking the approach to want it all and make extreme offers until the desire outcome is achieved, or giving a deadline to accept an offer, negotiation processes may be challenging. According to the readings the integrative model is one of the most frequently used models to resolve conflict. The integrative model follows six steps in which
Negotiation is a process of discussion aimed at conflict resolution in which two or more parties attempt to resolve the conflict (incompatible goals) in a process that is mutually agreeable. Though the concept seems easy to understand, it is difficult to implement in practical scenarios. There are various hurdles in negotiation process such as differing views on what is right and wrong, what is fair and just, differences among parties in expressing themselves, understanding each other’s communication and ultimately the procedure in which negotiations are conducted. In addition to these factors, negotiations are further complicated whenever people from different cultural backgrounds are involved.
In this classic text, Fisher and Ury describe their four principles for effective negotiation. They also describe three common obstacles to negotiation and discuss ways to overcome those obstacles.
The first common theme is the importance of clear strategic intent and big picture thinking in negotiations. Before taking the Negotiation Behaviour unit, I always perceived negotiation as a fixed-pie, a zero-sum gain situation, where one party wins and the other party loses. This belief has often led me to a competitive behaviour in negotiation by trading the big picture thinking with the need to win, getting too detailed too quickly, leading to a positional approach instead of having a broad goal and explore for ways around problems to create value and get the best outcome.
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.
The negotiation revolved around three main individuals, Terry Hardel, Josephine McNair, and Joe Abernathy. For this negotiation, my partner played the part of Joe while I played Terry. We were both given the same general instructions. However, an additional set of secret instructions were given to each of us separately.
Before taking this module of Managing the negotiation process, I perceived my strengths and weaknesses solely based on my personality. Thanks to a variety of supporting materials such as the lectures, textbook, class discussion, role-play exercises and group work assignment, this course has offered me an opportunity to look at myself more comprehensively. It also helps reveal my style as a negotiator. My strengths and weaknesses are now becoming clearer to me so that I know how to make use of the strengths and reduce the impacts of the weaknesses. I also explore some new strengths and weaknesses that I have never known before.
Whether you are taking part in budget negotiations, discussing prices and purchase quantities with a supplier or the conditions of employment in your ward with your assistant doctors – you are not dealing with abstract representatives, but with human beings. Humans who are motivated by emotions and values, or who have conflicting points of view are not necessarily predictable. This human aspect may be helpful when negotiating, but it can also be troublesome. A close personal relationship, trust and respect cause us to give in more quickly. Anger, fear and frustration stand in the way of a positive outcome.
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 an important strategy and plays an indispensable role for people to solve the problem in our lives. It is a good way to make both parties find acceptable solution by each parties use tactics to persuade another party to approve his or her viewpoint. The application of the advanced negotiation skills definitely not only brings success in our daily life but also improve people’s work ability. This essay will show my natural preferences for different types of influence tactics which have been utilized in in-class, the understanding of the negotiation and analyze how to use proper tactics at different situations which are based on the role-play activity in tutorial.