Importance Of Effective Negotiation

The Importance of Listening and Responding in Effective Negotiation

Sheryl Overcash

Argosy University

Introduction

In the course of human history, people have been gathering at traditional or local markets to trade goods. The amount paid for the goods depended on the process of negotiation (Adler, 1997). By definition, negotiation refers to a discussion between individuals, each one trying to present their best idea to come to a conclusion that is beneficial to all (Adler, 1997). As it is commonly and daily observed, negotiation is something that people engage in, both in the workplace and at home. It is not only natural but is also considered to be a science and an art (Adler, 1997). The very first form of negotiation is recorded in the Bible, in the book of Genesis 20: 18, where Abraham was trying to negotiate with the three angels concerning the destruction of Sodom and Gomorrah (Adler, 1997).

The main aim or purpose of a negotiation is to ensure that by the end of it, irrespective of the outcome or solution, it is beneficial to all involved parties and everyone comes out as a winner. Effective negotiation goes hand in hand with listening and response. It is also quite possible to negotiate anything as long as one is patient and confident enough.

Discussion

Like I have mentioned earlier on, it is important to listen and respond accordingly in the course of a negotiation. Not all individuals have the skill of negotiation and they need to learn how to improve listening and speaking skills in various negotiation situations. I will consider a situation I participated in where a negotiation occurred. When I was about 7 years of age, I enjoyed sleeping late in the night even though I knew I would get up quite late...

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...al interests. In the end, I ended up losing on the deal. The other alternative strategy that could have been used is to be flexible in negotiations. This means that either party is willing to give up things that do not really matter to them (Adler, 1997).

Conclusion

The aim of a negotiation is to end in an agreement that tends to meet the goals of the parties involved. Effective negotiation is a skill that can be learned. It is therefore important to keep in mind that everything is negotiable and individuals may not negotiate with others if they are not treated as if the need to deal with them again will arise.

References:

Adler, M.J. (1997). How to Speak, How to Listen. New York: Simon and Schuster.

Lewicki, R. (2006). Essentials of Negotiation [VitalSource bookshelf version]. Retrieved from http://digitalbookshelf.argosy.edu/books/007-7376501/id/ch10tab01