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Strengths and weaknesses of negotiation
Reflection on negotiation technique
Principles tactics of negotiation
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Recommended: Strengths and weaknesses of negotiation
“In sailing, you rarely if ever get to your destination by heading straight for it. In between you and your goal are strong winds and tides, reefs and shoals, not to speak of storms and squalls. To get where you want to go, you need to tack – to zigzag your way toward your destination. The same is true in the world of negotiation.” -William Ury The book Getting Past No by William Ury starts with an overview of negotiation and the reality of amateur negotiating which almost always end with the dreaded No. It also discusses the importance of negotiation and its impact in our daily lives. Truly, one cannot start and end the day with no negotiating taking place, from the kind of meal we partake to trying to haggle with the parents for a later sleeping time. As Ury states, negotiation is the process of back-and-forth …show more content…
Alternatives. This is where Best Alternative to a Negotiated Agreement (BATNA) comes in. As Ury states, it is the best course of action for satisfying your interests without the other’s agreement. The more viable your alternative is, the more leverage you have over the other party, and the more power you have in the negotiation. In order to fully utilize the advantage of BATNA, you should be able to consider three kinds of alternatives. The first one is the “walkaway” alternative—what can you do all by yourself to pursue your interests? If you do not like your job, you may find another job. Second, what can you do directly to the other side to make them respect your interest? This is the “interactive” alternative. A popular example would be a hunger strike. The last one is the “Third-party” alternative—the how can you ring a third party into the situation to further your interests? An example would be to go to mediation. After identifying these three, the next logical step is to choose which is the best one to satisfy your interests. Ury emphasizes to keep your BATNA hidden, your safety option. In case of emergency, at least you still have an
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
Bargaining and negotiation are part of everyday lives and in the case of Smith and Fischer an initial bargain agreement was established. BATNA or Best alternative to a negotiated agreement is defined as the best method that can be used to convince...
The most common form of negotiation depends on the taking and subsequent relinquishing of a position. A typical example of this type of negotiation would be the classic scene of a merchant in a bazaar, haggling with a potential customer. Each holding fast to some ideal thought of a price for a bobble, neither willing to budge. This type of negotiation, according to the text, can produce "unwise agreements" and is also labeled as "inefficient" as both sides tend to dig in. This lack of headway relates directly to ego, and pride as it locks all participants in. They can neither back off nor change position for fear of "losing face" and embarrassment. This type of bargaining can become even more complicated if there are more than two participating parties.
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 ...
(Saner). Negotiation is also seen an art of persuading other person to consider your view or opinion.
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.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2005). Negotiation, Fifth Ed. New York, NY: McGraw-Hill Irwin.
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,
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.
We should all learn to negotiate even if we own a business or go to ride one . Every relationship is a continuous negotiation. Whether your relationship with your girlfriend , your siblings, your parents or boss , or friend of a lifetime, we always want to achieve something. Also when we ask something to the universe using the law of attraction.
Good agreements should focus on negotiating parties’ interests, rather than their positions. If a problem is ...
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
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.
Mediator means an independent or a neutral third-party who helps the other two parties to consult contradiction or relax relationship during negotiation process. (Edwin, 2002, p 67) The purpose for mediator is clearing target and interest for parties, evaluating advantages and disadvantages for each position, exploring possible options, and encouraging them to reach agreement. A sapiential mediator has significant impacts on handling troublesome problems and facilitating parties to achieve consensus during the negotiation process. Firstly, mediators impel to persuade interlocutors separate interpersonal relationship from the essence of negotiation, and build bridge to connect these two parties. Moreover, mediator provides a neutral stage and give faces to both parties convert controversy to reconciliation when neither of them makes a concession. At the same time, a compromise suggestion which...
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.