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Diplomacy has a variety of definitions which depending on the user perspectives on the term “diplomacy”. In the context of international relations, diplomacy is the negotiator’s ability in conducting negotiations between the representatives of nation states in a peaceful manner. The essential of negotiation is to resolve a conflict without offending others. According to Iragorri (2003), an effective negotiation is being able to achieve mutual agreement by peaceful means. The process of a negotiation in diplomacy goes through five important stages that is preparation, discussion, proposing, bargaining and settling process (refer to Figure 1 in Appendix 1). The first stage of the negotiation is preparation. It is the fundamental process of negotiation. The purpose of preparation is to identify the opposing interests and priorities on the issue addressed (Ya’akub, 2014). The negotiator must have the information and knowledge of factual facts regarding the issue discussed. In addition, it is also to ensure that the negotiator be knowledgeable about the relevant information of the matter addressed. During this stage, the preparation includes the outlining of both sides negotiator interests for the purpose of identifying common interests among them (Ya’akub, 2014). It is important in order to ensure that mutual agreement will be achieved. This is because both sides of negotiator will have different interest in the same issue that will be addressed. Other than that, the preparation also includes the preparation for alternative options in case the initial options are rejected. As for this reason, the outcome of the negotiation is depending on how well does the negotiator being prepared for any possible change of plan. Moreover, the negot... ... middle of paper ... ...is act as a guideline for the negotiators. This is because negotiation is part of problem-solving method. Basically, negotiation is used to resolve a conflict or argument without offending others. In addition, it is done by peaceful manners. Nevertheless, negotiation in diplomacy is not only limits within the context of international relations, but, it also can be applied in our daily life communication with one another. Works Cited Iraggori, A. G. (2003). Negotiation in international relations. Revista De Derecho, 19, 91-102. Jeremy, G. T. (1989). How to negotiate better deals. London, UK: Gold Arrow Publication Ltd. Lewicki, R. J., Saunders, D. M., & Barry, B. (2011). Essential of negotiation (5th ed.). New York, NY: McGraw-Hill Education. Ya’akub, A. N. (2014). Negotiation. [PowerPoint slides]. Faculty of Social Sciences. University of Malaysia Sarawak.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New
Fisher, R., Ury, W., & Patton, B. (1981). Getting to yes: Negotiating agreement without giving in. New York, NY: Penguin Books.
Fisher, Roger, William Ury, and Bruce Patton. Getting to yes: negotiating agreement without giving in. 2nd ed. New York, N.Y.: Penguin Books, 1991. Print.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
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, R. J., Saunders, D. M., & Barry, B. (2005). Negotiation, Fifth Ed. New York, NY: McGraw-Hill Irwin.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
Planning for this negotiation was more difficult than the first negotiation in class. The first negotiation had a point system; therefore I knew what the maximum, minimum and average amount points were. Not only does the Texoil negotiation not have a point system, but there were two people on my side (sellers) and only one on the other side (buyer).
Negotiation Journal, 25(3), 307-325. Retrieved January 22, 2012, from ABI/INFORM Global. Document ID: 1823235871. Schencker, L. (2011). The 'Standard'.
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.
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.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
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” (Lewicki, Saunders, and Barry, 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 of negotiations. Discussing my most recent car buying experience, the integrative negotiation style is one of which resonates the most. “Instead of approaching the problem in competitive as distributive bargaining (claiming value only for one), the integrative negotiation, the parties adopt an attitude aimed at solving the problem and seek a favorable outcome for both” (Business Blog Review,
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.