A good negotiator is someone who can develop variable styles to negotiation based on the
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
The second approach to bargaining is integrative bargaining which looks for win-win solutions, or outcomes in which both sides benefit. In other words it is negotiations between a union and management when the parties are not in direct conflict over an issue, and when both stand to benefit from continued discussions.
In all of the above negotiations, both parties could have created more values if we understood the big picture (broad rather than narrow goals) and manage the negotiation process by understanding what is really important and when negotiation is ready to move on to the next phase. In my own negotiations, especially at work with the inter-departmental meetings, I tried to be consciously aware when I started to drill down into detail very quickly, and tried to pull myself back to consider big picture, underlying concerns and motivations, and not on the detail. I learned that by focusing on interests rather than positions left me out of the need of being competitive in order to win the arguments and allow me to read where the negotiation is on the train journey, resulting in better outcomes for both parties.
Any negotiation challenges the parties involved in a variety of ways, but parties with conflicting interests face important additional difficulties when attempting to negotiate an agreement across culture lines. Not only will the difficulties arising from the known similarities and differences of opinion be more pronounced, but also unsuspected factors could easily enter the picture and condition perceptions of the situation. In cross-cultural negotiations, a reasonable second acknowledgment should be that the hidden factors that are always at work are more likely to interfere with reaching an agreement. It is especially important that this acknowledgment be understood to apply not only to the dynamics of interactions across the table, but those of individuals on the same side of the table. [At times, it may be tempting to attribute the outcomes of negotiations to a single variable (such as the culture or the relative power of a country).] The term culture has taken on many different meanings but basically it reflects the shared values. Culture affects negotiations in different ways. In this paper, we are going to discuss the American and Jap...
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
Negotiation, as we’ve learned, is the process of communicating where parties can discuss problems and/or targets and attempt to solve them via dialogue in order to reach a resolution. While many individuals feel successful negotiations are due to a natural skill, the truth behind reaching a prime agreement is preparation. You need to know the issue, know yourself, and know your party. This type of preparation also includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your counteroffers.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
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.
I agree with the statement from the question. I do not think it is possible to have a purely integrative negotiation between parties. Competition is a part of human nature that has survival instincts dating back to when we used to compete for resources to stay alive. So even if you consciously decide you want to use integrative techniques while negotiating, distributive ones may sneak out because of competitive tendencies.
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.
It is indubitable that the communication skills have taught me how to get prepared before negotiation and how to make a good impression when conversing with them. I had the opportunity to practice and improve this skill in class-Union vs. Management which brought me into contact with our team members from counterpart. For example, knowing how to persuade but also please the other party is essential for a successful and rigid negotiation process. The skills I developed through this negotiation will be essential in building my future career in business but will also help me reach my targets through building relationships with important people. Throughout the courses I had noticed that in a team each person would always take up a role, for example that of a decision-maker or an observer. Through the course and simulation, I realized my lack of leadership. In the future I will aim to strengthen my leadership by being conscious of the particularities found in other people and also by constantly practicing and gathering feedback from peers. In this way I will be able to identify my strengths and weaknesses and try new ways to improve myself. I will then be able to correct
However, general negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be of great benefit in resolving any differences that arise between you and others.
A company’s negotiation system should be integrated within its organizational culture. Negotiation is a considered as a win-win situations such as those that occur when two different parties are trying to find a mutually acceptable solution to a complex conflict (Lewicki, 2011.pg 6) According to Lewecky there at different types of negotiations where each [party can explain why bone side should get more than other. The distributive negotiation is mostly based on the premise that company’s resources are limited and often times can not distributive equally. Preparation, teaching, modeling and concluding are the main flow process for distributive negotiation. This specific type of negotiation will have a great impact within an organization especially