A Brief Look at Negotiating Essentials

This introduction talks about Negotiation concepts. BATNA (Best Alternative to Negotiated Agreement) is the last proposal that a person can do before exiting the negotiation. You have to prepare your BATNA before the negotiation to keep in mind what is your alternative solution if the agreement cannot be reach.

This paper presents my reflections on the Negotiations: Strategy and practice coursework in the MBA program at Said Business School, University of Oxford. My paper will present various reflections on different themes of negotiation simulation undertaken by me during the course. This course has allowed investigating and reflecting on key drivers of negotiation techniques for me. I have learned that transparency and coalition are the core tenet of negotiation for me. For the purpose of this reflective exercise, I will conduct a comparative analysis of the process, dynamics and outcomes based on the themes such as negotiation styles, bargaining zones, power, emotion, coalitions, value claiming vs value creation etc. for the below-mentioned simulations:

Power is never linked to price, but always to value.” Power in negotiations can be perceived or real which affects the final negotiation outcome. Generally all disputants have some power to an extent which is used to achieve a favourable outcome. It is unlikely the power balance stays consistent, power shifts throughout the negotiation process. Knowing how the power works and how to use power to achieve desirable outcome is important for successful negotiations. The notion of parity in power is vital in relationships between the disputants. The parity in negotiation is when one party perceives that the other party can oppose any form of power with dissimilar or similar form of power (Lewicki and Saunders et al., 1997). Power parity means there will be a balance in power positioning to some extent. The two different objective powers involving in the bargaining process are power depending on the lack of dependence and role power (Staff, 2013). The first power parallels to a disputants BATNA (Best alternative to a negotiated agreement). Going into a negotiation with strong BATNA means the disputant is less dependent on the other parties in achieving the desired outcome compared to having a weaker alternative. The second power is linked with the positions, titles or roles which grant power simply because of the control or authority they possess. This is often found in hierarchical organisations. Apart from the objective powers there is possibility of

Throughout the lecture and my prior knowledge, I identified that the influence tactics are obviously relevant to negotiation and they can be utilized in a variety of ways in negotiation. Looking back the activity, it enabled me to have a better understanding of these important techniques and skills as certain tactics my opponents and I may use were examined at the negotiating table.

There are a plethora of controversial topics in the world today. Each issue has multiple sides that are trying to influence people's thoughts and gain their support. “Oil to Die For” and “Climate Change Debate: Last Week Tonight with John Oliver” are trying to do just that. Persuasion is an art, an art that is even more powerful influence with today's electronically based society. However, some sources are far more persuasive than others.

All around our society we witness persuasion. Whether it is a certified dentist selling a toothpaste brand in between our favorite shows on TV, or a church group coming to the door and asking for donations. We see little children begging their parents for a toy, promising they will behave, and the parents give in because they just want peace, quiet, and some time to relax. We have heard of college graduates expressing their qualification for the job, and stating facts about the type of service they are applying for. We look right past it, but in our everyday lives we experience, or even use, the three modes of persuasion. These methods to persuade people were made by a greek philosopher, Aristotle. The first mode is known

Persuasion is the key to getting the results you want, not only for politicians or lawyers, but for every one of us. In a job interview, you will have to persuade your interviewers why they should hire you over the other candidates. In a classroom presentation you will have to convince your classmates and teacher that what you're saying is worth listening to and that you deserve a good grade on the assignment.

The first essential of persuasion involves the structure of the argument being posed by one who is trying to provoke others to action. In order to convince someone of a new argument, idea or moral, one must use the proper methods: logos, ethos and pathos. According to Hauser, “The method

In this negotiation exercise, I was assigned as the Seaborne Governor’s negotiator as part of a six member party meeting to negotiate a deal with Harborco to build and operate a deepwater port off the coast of Seaborne. The Governor on the whole was very interested in seeing this deepwater port built in Seaborne as she believes that the size of the project would provide the stimulus for a dramatic recovery in the state.

In negotiation theory, the best alternative to a negotiated agreement or BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached. BATNA is the key focus and the driving force behind a successful negotiator. A party should generally not accept a worse resolution than its BATNA. Care should be taken, however, to ensure that deals are accurately valued, taking into account all considerations, such as relationship value, time value of money and the likelihood that the other party will live up to their side of the bargain. These other considerations are often difficult to value, since they are frequently based on uncertain or qualitative considerations, rather than easily

However, if one side is far more powerful than another, they are likely to simply impose their solution on the other side, who will be forced to accept it, because they have no other choice. Using Fisher and Ury's term, they have no 'BATNA' (Best alternative to a negotiated agreement). (Gillian, (2005) Negotiation, lecture notes)

Negtiation is a strategic process of reconciling differences in interest and coming to a mutual resolution through cooperation that is percieved fair for both of involved parties (Fells 2012). The negotiation that was analysed in the “Enterprise Agreement Negotiation Report,” demonstrates that negotiation is not an easy process nor its orderly, since it is the activity and not the segment that determines the phase of a negotiation.

In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at any given time. There two common characteristic of a negotiation or bargaining situation. Negotiating parties have separate but conflicting interest.

However, a negotiator has to know his BATNA or his ‘minimum reservation terms’ as well as BATNA of the other side. That enables to have the best deal or a better negotiation because he has elements to put pressure on the other. The deal and the BATNA has to be seen in an integrated manner rather one versus the other

Negotiation is all about a strategy. The end result is usually to end a problem that someone is having, whether it is personally or