Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey. 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 …show more content…
My perception of fixed-size pie and detailed thinking resulted in a competitive negotiation with no information exchange. As a result, we only realised towards the end that both Arak and Barkan have been tasked to reach the same total points and it was basically not enough points to reach win-win solutions just on Area I. After quick adjournment, in order to avoid war, we settled for equal points in Area I of 124 points each and gave up too much by agreeing to give whole Area II in return for a contractual agreement that Arak will be providing the steel supply for the next 20 years, which mean that we were carrying all the risks if Arak did not do what they had agreed …show more content…
Eventhough we had a fairly robust debate, I learned that once we have a common understanding of the big picture view, we managed to resolve our differences. In the Island Queen negotiation, the big picture thinking led us to an agreement by the cruise ship to dock off-the-island hence not impacting our fishermen’s fishing site; provide employment and education on the island through sharing the costs on building a visitor centre (100% cost borne by Island Queen), building toilet facilities (50% cost), building a college on the island (50% cost); provide a marine scientist to review the conditions of the marine environment; have audits on the cruise ship’s impact on the island’s community every 3 months and ongoing review of the agreements. In return, as these projects are coming online, we would ramp up the number of visits, with the first year at our requirements at 3 visits per year, 1 day per visit, and 300 passengers on the island (therefore getting full council members’ votes and get re-elected) up to the 12 visits per year in the third year, and the Island Queen has the exclusive right, first option to renegotiate post the six-years
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”
Many situations present the important synchronization of internal versus external negotiations. Many individuals have studied how each side in the negotiation is able to manage the internal opposition to agreements being negotiated. This can also be known as “on the table”, or what exactly is on the line in a heated argument. Each individual involve in an argument has a particular position to be managed, and often times own personal interests are widely expressed. This paper will expand upon the case of Fischer collecting needed funds from Smith with proposals and ideas for a manageable negotiation.
Negotiations are supposed to begin in a positive way in which the negotiators consider the needs and wants of the others involved and their shared interests and interdependencies.... ... middle of paper ... ... References Michael R. Carrell, C. H. (2008). Negotiating Essentials: Theory, Skills, and Practice.
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 ...
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.
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.
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...
The principled negotiation greatly assisted both parties to view their range of options objectively with the tools of BATNA, WATNA, etc. It could provide a regulated framework for both parties to work out their solution on a step-by-step basis, and it required the soft skills (i.e. flexibility and demeanor) in finding common grounds and accommodating the needs of both sides as the eventual outcome is
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Knowing that positional negotiation leads to turmoil between friends, business partners and the like turning to principled negotiation for a fair outcome is surprisingly straight forward. There are four basic points which have defined the straight forward process of principled negotiation. These f...
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.
Throughout the process I noticed myself utilizing a few different types of strategies as my opponent employed his own tactics. At any point I was employing a combination of collaborative, accommodating, or compromising behaviors. But towards the end, as things started to get a little heated, my personal style was leaning towards a competitive style (Green, 2016). As my opponent started getting more and more selfish, coming up with very unrealistic demands, I found myself exhibiting a more individualistic motive, rather than the compromising attitude I entered the negotiation
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Negotiation and decision-making offers you a powerful new perspective, a specialized language and a set of tools that you can use to address the most stubborn problems in your everyday life and work. Negotiation and decision-making is a way of understanding reality that emphasizes the relationships among a system's parts, rather than the parts themselves. This is based on a field of study known as system dynamics. Negotiation and decision-making has been defined as an approach to problem solving, by viewing problems as part of an overall system, rather than reacting to specific parts, outcomes or events and potentially contributing to further development of unintended consequences. The rationale behind negotiation and decision-making is critical to an organizational survival. Why is Negotiation and decision-making critical? It can assist you in designing smart and enduring solutions to problems. In its simplest sense, negotiation and decision-making gives you a more accurate picture of reality, so that you can work with a system's natural forces in order to achieve the results you desire. It also encourages you to think about problems and solutions with an eye toward the long view. For example, how might a particular solution you're considering play out over the long run? What unintended consequences might it have? Negotiation and decision-making is founded on some basic universal principles that you will begin to detect in all areas of life once you learn to recognize your emergent issues.
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.