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Integrative negotiation
Integrative negotiation
The importance of a negotiation strategy
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Negotiation Point "Effective negotiation is not about conflict. It is not about deviance or dishonesty. It is not about posturing, or bullying, or threatening. Effective negotiation is about exhaustive preparation, utter clarity, heartfelt communication, and a sincere, demonstrated desire to fully understand not just your own needs, but the needs of the other party." Leigh Stienberg: Winning with Integrity. Reason Does every thing in life revolve around negotiating? Your relationship with family, friends, significant other, school, church, work, does every thing have to be a negotiated? I feel the answer is of course "Yes." I want to feel I get value for what I’m spending, whether it is time, talent or money. As the payer I want the price to drop and you as the payee want the price to go up and get as much as you can. We both want to have a sense of achievement or movement. Reaching a deal reached between us is negotiating. Sounds easy doesn’t it. But the reality is that every negotiation is stressful and takes its toll on us. When breaking Negotiating down into parts I came up with six important categories to keep in mind. Example The first is to be prepared. Do your homework before you start negotiating. Have a plan and write it down. Have a vision of where, when and how to set up for success. Don’t look at the small picture of how to get an agreement reached for today’s issues. Look at the big picture. Where do I want to be in 1, 3, 5, years don’t give up something today that you might want down the road. Identify and Prioritize your goals look for obstacles that are going to come up and be prepared for them don’t be blind-sided. Commitment is something that came up in my research and I feel is part of being prepared. I had not even considered how important this was to negotiations. I know that you can’t negotiate forever and that it must come to an end. One of the analogies that came up was if an agreement isn’t reached you must cut off a finger. With the stakes set that high I bet an agreement is more likely to be reached. Research your opponent whether it’s your boss or major national account know what their goals are, look for the hot buttons that make them happy. If you’re negotiating make sure your negotiating with the right person. Does this person have the authority to negotiate and make... ... middle of paper ... ...wn needs, but the needs of the other party." Leigh Stienberg: Winning with Integrity. Bibliography Michael C. Donaldson and Mimi Donaldson. Negotiating for Dummies IDG Books Worldwide 1996 Roger Fisher and William Ury. Getting to Yes "Negotiating Agreement without Giving In" Houghton Mifflin 1981 William Ury. Getting Past No "Negotiating with Difficult People" Bantam Books 1991 Desmond Morris. Body Talk "The Meaning of Human Gestures" Crown Trade Paperbacks 1994 Digby Diehl .Leigh Steinberg Has A Game Plan Entrepreneurial Edge Volume 4 1998 Steven P. Cohen The Negotiations Skills Company. www.negotiationskills. com Harvey Mackay Swim With the Sharks With out being Eaten Alive Ballatine Books David Hoffman The Young Lawyer Copyright American Bar Association Stephen R. Marsh Breaking Impasse PBB@nrc.gov copy right 1998 Dealing With Difficult People and Difficult Situations Center for Management Research Inc. copyright 1998 Eric C. Gould The Negotiation Resource Center Newsletter May 1998 Batna. Com copyright 1998 Susan H. Allen Nan Problem Solving Workshop Institute for Conflict Analysis and Resolution ,George Mason University 1997
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.
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, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
The first method of principled negotiation is to separate the people from the problem. Although it seems to be quite a simple process, I found a major question came to mind: “What if the people are the problem?”. Being a teenager, I know that sometimes the only reason for conflict is emotions and feelings. A person feels they have been wronged, the other disagrees, and separating the people from the problem becomes virtually impossible. Getting to Yes briefly proposes some solutions to emotion, such as recognizing both side’s emotions, making emotions explicit and acknowledging them as legitimate, allowing the other side to let off steam, not reacting to emotional outbursts, and using symbolic gestures . Again, I found these guidelines to be oversimplified and completely void of the fact that human’s are inapt to simply putting their feelings aside. Also...
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to satisfy various interests. It is often conducted by putting forward a position and making small concessions to achieve an agreement. The degree to which the negotiating parties trust each other to implement the negotiated solution is a major factor in determining whether negotiations are successful. In many cases, negotiation
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
I believe that negotiation is about persuasion and not argument. To be persuasive, negotiators must be well prepared and having a goal in mind. Negotiators should plan their BATNA in advance. BATNA means the Best Alternative to a Negotiated Agreement. You should not expect success in negotiation unless you are able to make the side an offer they find more attractive than their own BATNA. [1] For instance, if I can establish a better offer, the other party may want to drop his offer and accepts mine. However, if the BATNA is worse than that offered by the other party, I would have to seriously consider accepting the other party’s offer after making an effort to improve its terms. Persuasion also comes with effective communication. The modern world today calls for a highly effective communicating skill in order to ace any negotiation. Effective communication includes not only the ability to communicate, but to listen and emphasize. These are very important in negotiating effective agreements. Communication is in our daily lives and is essential to build up good relationships within one another. A good relationship often holds mutual trust and understanding that boost the negotiators ability to influence. A negotiator who recognises the point of view from which the other party is working on is more likely to communicate persuasively, with almost no misunderstanding. To be persuasive, negotiators must make the offer attractive to the other party and emphasize those features of the offer that the other party is likely to find appealing. [2] This will influence the other party to have the urge of saying “yes” and will increase the likelihood that he or she...
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 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.
I believe that an effective negotiation attitude is confidence with honesty. The negotiator should have a clear view of what the outcome should look like before entering in the negotiation. Every negotiation is different, so the negotiator will need some patience with good communication skills. Not every deal someone makes is going to be hard or long. Some call for different types of approaches to make it an effective negotiation. There are routine negotiations that need patience from both parties, like, family’s negotiating what they will have for diner when they go out. Having dilemma’s in either honesty or trust can make negotiations ineffective for both parties. A lot of cultures value honesty very high. So to find out someone that wanted to do business with you was lying will ruin the relationship. Just like the used car negotiations, when people lost trust in each other, they could not benefit from that relationship again.
Integrative negotiation often involves a higher degree of trust and the forming of a relationship. It can also involve creative problem-solving that aims to achieve mutual gains. It is also sometimes called win-win
A good source of reserach of this type of skill is been drawn out from the source below ; http://www.skillsyouneed.com/ps/negotiation.html It has more additional informations about negotiation skill.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essential of negotiation (5th ed.). New York, NY: McGraw-Hill Education.
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.