The first phase of negotiation was an internal negotiation within our group, which was between the representatives of the “International Union” (a labor union of Southern Express). I played the role of L. Rigley, who was a representative of International Union, New York., and was heading this negotiation process from International Union side. The other two members were A. Jones (representative of International Union, Atlanta. Role played by Mr. Navdeep) and M. Bemis (president of local union, Role played by Ms. Sheetal). The reason for the internal negotiation was to reach an agreement on our internal issues, reconcile the differences and make the group to act as a unified body before we could start the actual negotiation process with principal group i.e. with the management of Southern Express management.
Even though all the three members of my group shared a common interest, the assigned tasks and instructions given to members were a little different from each other. The individual instructions provided to the each members were keeping them focused on different issues than their peers. As a result of the differences in the priorities, the members were inclined to disagree with the other two members up to a certain degree. But separating people from problem and working towards mutual gains kept the group focused on the substantive interest and significant outcome.
Hence, during the actual negotiation the rep...
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...al pressure tactics or may be negotiation jujitsu in calculative manner.
Fisher, Ury & Patton (2011) state “One way to deal with differing perceptions is to make them explicit and discuss them with the other side” (p.27).
Fisher, Ury & Patton (2011) also state “People generally assume that differences between two parties create the problem. Yet differences can also lead to solution” (p. 75).
This exercise was on negotiation within the negotiation, and it was clearly a very challenging task which made us to learn and apply the many aspects of the scientific methods of negotiation. To begin with inventing the best alternatives then identifying the best alternatives to set as the BATNA. The whole process of negotiation involves the elements such as active listening, having a collaborative stand to negotiate and separating people from the problem.
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