Negotiations
Problem Statement 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,
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497). Explained by these authors, is the zero-sum aspect of distributive bargaining, in which one party’s gain is the other party’s expense. A simple example of this type of bargaining is a buy-sell arrangement where one party wants to obtain the maximum price for a product or service while the other party wants to pay the minimum amount acceptable. Stoshikj (2014) describes this “negotiations dance” when the buyer’s offers increase, the seller’s offers decrease, and the acceptable amount for both parties comes closer together. Sharing of information in a distributive bargaining exchange is low because of the belief it will allow the opponent a competitive advantage. As described by Graham, Lawrence, and Requejo (2015), some cultures have no problem with the practice of deception and misleading buyers. While the U.S. practices trust, unless provided evidence to the contrary, other nations may not. Israeli thinking is that Americans are too trusting, and have a saying “Don’t be a freier”, which translated means sucker (Graham et al., 2015). Also revealed by Graham et al., (2015) is the Japanese use less frequent eye contact in their negotiations (only 13%), which allows them to refrain from revealing their
Hames, D. (2011). Negotiation: Closing Deals, Settling Disputes, and Making Team Decisions. Sage Publications. Retrieved 08 25, 2013
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 ...
What are your organized bargaining units (union representation)? Union representation is present in this agency. FPS employees are union with the exception of management. Contracted Protective Security Officers also are under a collective bargaining agreement.
The negotiations were successful! An agreement was reached and I got the job! This success was due in large part to the extensive planning prior to the negotiation with Robust Routers. Planning is critical to a successful outcome when negotiating (Lewicki, Saunders & Barry, 2011). This was especially true in negotiating this job offer as the bargaining mix included items as varied as state of residence, salary and even stock options. Also of great benefit was that both sides realized that the while the outcome was important the relationship would be protected and even strengthened as a result of our collaborative negotiation (Lewicki, Saunders & Barry, 2011).
The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Once individuals or parties enter into a negotiation process to resolve conflict, they will bring a clear position on the table in their efforts to settle the conflict. The two basic situation’s people follow when entering into negotiations are cooperative or competitive. A cooperative approach supports the process of interest-based or integrative bargaining, this interested groups to pursue a win-win results. The disputants who work cooperatively to negotiate a solution is more likely to develop a union of trust, and can come up with equally respected options of settlement. The mutual gains approach is considered a practical resolution process.
Negotiation is a method by which people resolve differences. It is a process by which cooperation or agreement is reached while avoiding disputes and argument. In many concepts, there are different aspects and ways of defining negotiation. Many researchers have studied and defined different aspects and way of any negotiation.
"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.
Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving. Relationship is usually more important, with more complex issues being negotiated than with Distributive Negotiation. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
Negotiation is "A big part of sense-making occurs between and among people as they influence one another 's perceptions and try to achieve a shared perspective."(Adler and Proctor 85). Negotiation usually starts up when two people are trying to exchange stories. People often believe that their reason is the best and that the other needs to come to an agreement that theirs is the right answer which can lead to heated arguments. A common example of negotiation is the fighting between siblings, for example, two twin boys got in a fight with each other, their mother ask both of them what had happen and both the boys will describe how the other is responsible for starting the
To create value and discover mutual benefits, or common ground, on some issues requires them to share information and present more options than is typical of distributive bargaining, in which they share their true interests and seldom seek new options, but instead focus on exchanging concessions and reaching agreement on one issue.
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.
From my readings on negotiations, I’ve realized that, one way or another, we are always negotiating, because everything we need and want in life belongs to someone else. Therefore in order to get what we want, we have to negotiate to get it. After our negotiations, we may have a win – win outcome, where everyone is happy, or we may end up in a win - lose outcome, where one side is perceived as having done significantly better at the expense of the other side.
Behind every position lies an interest being protected. Such is present in negotiations. The wise thing to remember that in achieving a mutually satisfactory agreement, focus must be given to the respective parties’ hidden agenda and not merely on positions itself. It may come as a surprise that both parties underneath have similar interests.