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Why the concept of reputation is important for negotiation
Emotions affect negotiation outcomes
Emotional intelligence role in negotiation
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Years ago, negotiation was seen as an 'intellectual' activity - a meeting of the minds, challenging each other's ideas and concepts analytically and dispassionately. Displays of emotion were disparaged with lines like, "There's no need to get all emotional, it's just business." Since then, we have developed sufficiently to appreciate the principle of the emotionally intelligent negotiator. We recognise that emotions play a large part in: 1. how someone will perceive an offer from the other party, and 2. how likely they are to give the decision that you want. We recognise that reading other's emotions and (appropriately) demonstrating or own can enhance rapport and understanding which gives you a better chance of arriving at a mutually beneficial …show more content…
While we like to think that we can analyse issues based purely on the facts, the reality is that we are all biased according to our beliefs, assumptions and past experience. 2. Being emotionally intelligent requires more than just a 'gut feel'. In a recent article in The Journal of Personality and Social Psychology called Trust Your Gut or Think Carefully? Researchers Christine Ma-Kellams and Jennifer Lerner examined whether intuitive or systematic thought produced greater empathic accuracy. They discovered that when trying to better understand others emotions, systematic thinking produced better results that intuition. So, rather than just listening to and watching the other party and randomly 'sensing' their emotions, we need to be more systematic. For example, if you sense irritation in the other party, systematically work though what might be the cause. It could be generated by: 1. The environment. They might feel physically uncomfortable or unhappy with the surroundings. 2. The situation. They might dislike the position they've been put in - perhaps by their superiors, perhaps by your bargaining. 3. The issue. There might be one aspect of the deal that they find difficult, tedious or …show more content…
It's all done electronically. Even for the countries that do have customs officers to stamp your passport, these officers no longer need to check your face with the photo on the identification page. That is done when you look at the camera and the computer analytically compares your facial features with your passport photo. This has been proven to be much more accurate than a human doing the comparison - which largely relies on intuition. Always Use Both With head and heart, it should never be a case of one or the other. Both are required. Using head without heart can damage your brand enormously. Just look at all the companies who have become involved with a product failure and focus on those who have acted with their head - trying to deflect blame or miminise loss of profits. Their brand suffered immeasurably. Using heart without head can make you a victim of those prepared to use emotions manipulatively. The most common two tactics are: 1. To belittle you, put you down or otherwise try to have you feel inadequate. This is designed to undermine your confidence - particularly your confidence in the preparation you did for this negotiation. If I can compromise your confidence in your preparation, I simultaneously compromise your confidence in your offer which was based on that preparation. Once this is done, you are likely to be more
Lewicki, J. R., Barry, B., & Saunders, M. D. (2010). Negotiation: Readings, exercises and cases
I included this paper because I enjoyed the discussion about the qualities of a good negotiator. Good negotiators are usually people who are respectful others, can develop a strategic negotiation plan, and understand you have to think about certain things, like the “big picture” of a situation in order to generate creative options (Dietmeyer, 2008). One of the reasons why I included this written work in my Artifact, was for the second part of the assignment, we were required to describe a conflict scenario. For that conflict scenario, we were to evaluate reasons as to why utilizing negotiation would be wrong for that situation. Next, we were allowed to take the opposite approach, and list reasons as to why we should use negotiation techniques for the conflict scenario. I always enjoy getting to do assignments that look at both ends of the spectrum: “why should we do something and why should we not do something.” If you have ever been in therapy, it sort of like doing the “empty chair exercise” that some therapists ask you to do when a client is experiencing conflict. And essentially, the whole point of the exercise is for the individual to be able to experience different aspects of a conflict in a new manner through the “empty-chair”
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a vehicle.
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.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2006). Negotiation Readings, Exercises, and Cases Fifth Ed. Bill Brubaker, Mark Asher, A Power Play for Howard Negotiation (pp. 616-626). New York, NY: Mcgraw-Hill Irwin.
Negotiating styles are grouped into five types; Competing, Collaborating, Comprising, Avoidance, and Accommodating (Colburn, 2010). Even though it is possible to exhibit different parts of the five types of negation styles in different situations, can see that my tendencies seem to default to, Compromise and Accommodating. In reviewing the course work and reviewing my answers for Questionnaire 1 and 5, I find that the data reflects the same assumption. The accommodating profile is one where relationship perseveration is everything and giving what the other side wants is the route to winning people over. Accommodators are well liked by their colleagues and opposite party negotiators (Colburn, 2010). When analyzing my accommodating tenancy in negations, I find often it is easier to give into the demands when they are within a reasonable range. I often consider it the part of providing a high level of customer service. It has been my experience that continued delaying and not coming to an agreement in a topic will only shorten the window in which you will have to meet the request since. The cons to this style are by accommodating highly competitive styles the accommodator can give up to much ground in the process. “Giving away value too easily too early can signal to your negotiation counterpart that you've very deep pockets, and your gift is just a taster of bigger and better gifts to come”. The other negations type I default to is compromising. Compromising “often involves splitting the difference; usually resulting in an end position of about half way between both parties’ opening positions” (Colburn, 2010). In the absence of a good rationale or balanced exchanged concessions, half way betwee...
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.
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
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.
Emotions play a significant part in our daily lives, especially to our overall wellbeing whenever we share these experiences with other people. The ability to express and interpret emotions is an important skill that everyone can improve on that would greatly benefit their interpersonal communication. Our expressions accompany our emotions; they serve as windows that allow other people to know what we are feeling inside. There are several factors that influence how we communicate our feelings.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Imagine a world where you couldn 't understand when a friend was feeling sad or when a co-worker was angry. The ability to express and control our own emotions is important, but so is our ability to understand, interpret, and respond to the emotions of others. Emotional intelligence or which can also be known as ‘EQ’ is the ability to identify, use, understand, and manage emotions in positive ways to relieve stress and communicate effectively.(Pisanos, 2011).
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.