The Arts of Negotiation
Negotiations make part of everyday interaction. Negotiations exist among friends, coworkers, customers, spouses, governments, professions, and departments. There has been substantial contribution to negotiation knowledge and skill development within the last 20 years. Most negotiation insights focus on attaining mutual gain and knowing the alternative to a mutual agreement. However, Negotiations sometimes fail. The failure to plan strategically and tactically may trigger emphasis, de-emphasis or delay. A negotiator who undermines the extent of research required for a successful negotiation is likely to fail. Again, the failure to set realistic goals and objectives attracts negative anchors. Apart from negotiations that do not materialize to an amicable agreement or an alternative cause, failure may result from a bad negotiator. Dominick Misino talks on what makes a bad negotiator. A negotiator who hates rejection denies that negativity is not always personal. Bad negotiators are likely to think that a wrongdoer is angry at them leading to faulty decisions. Misino tells that it is important to let the person vent as it pays off incredibly. In this sequence, you are likely to learn of the guy’s problem and give a knowledgeable solution. Precisely, negotiators should avoid a soft or defensive perspective while negotiating.
Active negotiations are implemented in four strategies; competition, accommodation, destruction, and collaboration. Depending on the situation, the end goal should determine the methodology adopted within any negotiation. Dominick Misino enlightens on negotiations that need collaboration, a win/win situation. While it is without intents of letting a wrongdoer walk scot-free, a negotiator wishes to resolve any crisis without destruction of life or property. Ideally, this collaboration is a win for both counterparts. This strategy intends to build trust between the participants, and possibly a mutual relationship, from which negotiators can resolve a crisis without harm. Misino states that getting a collaborative base necessitates respect, sincerity and reliability. Often, negotiations may involve extremely nasty people who require tact to defuse the situation. A polite standpoint is also crucial in solving a crisis negotiation. While it is frustrating to deal with persons that you dislike, a negotiator should always focus on the end goal of getting hostages out alive. Applied common sense also resonates well with crisis negotiation. For instance, asking a person if they want to tell the truth invokes their need to share personal information or requests. A negotiator may, therefore, get information that informs the direction to proceed with the negotiation. Furthermore, negotiations are a series of small agreements that a successful high-stakes negotiator need to learn to implement over time.
The dynamics of negotiations are also strongly influenced by whether they are intercultural or cross-cultural. This is because cross-cultural negotiations are often more difficult and challenging because they entail dealing with different if not competing ideologies, goals, values and worldviews. Research, in fact, indicates that greater levels of negotiation success are attained in inter-cultural than in cross-cultural communication. Misino underscores the reality of competing perspectives by suggesting the significantly different background of the criminal. Most criminals are not book-learned which creates a gap in the negotiation process. However, just like people from other cultures, criminals have their own strengths that we may lack such as being street smart. They can thrive and survive in environments that we would otherwise fail. Therefore, just like with people from other cultures, it is important to show during negotiations that the other side has its own dignity while trying to understand the nuances of their culture or situation.
Analyzing the other party is also one of the more important steps in the negotiation process. This can be achieved by looking at their resources, their needs, and desires, their reputation or their objectives. Through this analysis, one is able to formulate their position and develop the best alternative to what is negotiated. In fact, negotiating position is adjusted based on the perceived strengths and weaknesses of the other party. Misino also reinforces the necessity of knowing the relative position of the negotiating partner. In hostage negotiation, critical information is gotten through a variety of means such as mirroring. This entails exchanges characterized by repetitive statements and questions meant to make the criminal reveal as much information as possible. While the same tactic may not be suitable for business negotiations, the necessity of probing to find more information remains.
An interesting negotiation experience was with parents some few years ago before I acquired my driving license. I was interested in attending boxing coaching classes in a recently opened community center two times a week. My parents, though not on-board to the idea, lacked the time to drive to the center some 15 miles away owing to household and work commitments. After a period of meditation, I approached my father with the proposition that I will be maintaining a high GPA in school with receiving grades not less than an 80% in all my assignments. In return, he would commit the saved time to drive me to the center. Seeing the value proposition, and of course, given the desire to do better at school, he agreed to the offer. Just a few weeks into the deal, proving to my father that I could keep my promise. This process of give and give has often characterized our relationship since.
Negotiation is the process of dealing with other people. Negotiation is a process in which two or more than two parties make an agreement to achieve their business goals. In a negotiation process, both parties define their aims and find a solution for their mutual interests. Making a deal and agreeing to it can be formulised in the contract forms with all legal requirements. It is an open and vivid process in which interested parties or stakeholders try to find...
The United Kingdom has a low power distance and uncertainty avoidance score, a high individualism and masculinity score. Decision making in the United Kingdom is centralized and safety is mandatory by law. Group rewards in the United Kingdom improve teamwork and individual are important that you acknowledge who goes the extra mile. Informal relationships in the United Kingdom are what make the organization work well. There are many cultural highlights that take place in the United Kingdom. The communication style...
Negotiation is the process of discussing the issues with different perceptions between two parties to reach the mutual agreement. Negotiation happens in the daily life of Human Being. It may be hard to believe but most of the time, People sometimes negotiate about what to eat, where to go, what to do and so on. Negotiation is a very sensitive skill where many people can lack it, but it is possible that anyone can be a skilled negotiator. It requires...
Introduction This essay will talk about negotiation and its importance. It will include one of the negotiation elements, Reciprocity and using a personal experience to explain how the ability to reciprocate can affect the outcomes of the negotiation. Definition of negotiation Negotiation is an important process and can occur in many situations in our daily lives as well. People negotiate when there are differences, as it is a process where people engage in discussions to resolve the dispute over the...
Introduction This paper reflects on my whole negotiation journey including planning efforts in preparation, strategy development and execution of the negotiation. Following this, I have incorporated the reflection of the exhibited behaviour (self and counter-part), strengths, weaknesses, qualities, what I resonated with and surprises I experienced throughout the negotiations. Furthermore, I have reflected on analysis of how my performance aligned with my original vision, my experiences and learnings, key lessons from the class material and exercises. Thereafter, I have presented...
Analysis Ineffective communication skills, lack of resolution skills and negotiation skills October 2017 marked a difficult weekend for the national airline, Air Mauritius. Cancellation of flights, unhappy customers, grievances from pilots, suspension and threats are the main spices of the saga. It all started when a group of pilots all at the same time fell sick and did not go to work which resulted in several flights being cancelled and thousands of passengers not being able to fly. Management immediately...
Participating in a negotiation can be a Herculean task – IF you don’t know exactly what you are expected to do. Before participating in a negotiation, you have to ascertain that all the key factors required in this activity exist. As a negotiator, you should also know how to drive a hard bargain. For successful and effective negotiations to occur between two or more parties, these key factors must be present. Willing and effective negotiators A negotiation cannot succeed without...
Negotiation is an operation that involves bargaining with someone having goals, requirements, and viewpoints different than yours. There are different approaches to solving a problem, depending on the situation, and the level reached. These include rational and emotional aspects and psychological factors such as how comfortable parties involved feel about the conflict or how they perceive or misperceive each other. Parties must look into how important or unimportant the problem is to meet their needs and the other parties’ needs....
Planning in Negotiation Negotiation is an evolving process where two or more parties, individuals or organizations are dependent on each other’s conditions to reach and achieve their independent goals and desired outcomes. (Lewicki, Saunders & Barry 2015; Thompson, Wang & Gunia 2010) Since negotiation is indeed an evolving process and a strategy and choice in itself, planning in a negotiation is most crucial due to the outlining and insight of issues, constraints and needs and priorities of your party, and...
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