A Negotiation Script

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UWA Business school | A Negotiation Script | EMPL8514 - Negotiation and Dispute Resolution | | | OCTOBER 2012 | | INTRODUCTION Individuals get involved and participate in negotiation, mediation, and dispute or conflict resolution virtually every day of their lives, without realizing they are doing so. Nonetheless, this occurs much too often without consciously understanding or knowing the process. Traditionally, even if we do think we have an understanding, it is typically a competitive view that sees one party win and the other one loose after intense confrontation. When people prepare for bargaining encounters, they spend hours on the factual issues but usually no more than ten minutes on their negotiation…show more content…
Someone planning to purchase a new car needs to know what the dealer paid for the vehicle in question. On the same note, someone negotiating the salary for a new job should also do his or her homework. When in doubt, negotiators should always spend extra time making sure they have generated as much information as they can about the matter to be addressed. We need to be clear on the specifics we want to negotiate about. Some form of negotiation agenda should be established before beginning our talks and the correct people who will be involved in the talks and their levels or responsibility and authority should be identified (Peterson & Shepherd, 2011). Where possible we should attempt to obtain as much information about these people and their company or organization. Intelligence gathering is crucial in obtaining a picture of the other side so we can assess their needs, motivations, and goals. When negotiators have gathered all of the relevant information, they have to ask themselves some critical questions. First, what happens to their side if no agreement is reached? Fisher et al. (1992), call this your BATNA for your Best Alternative to a Negotiated Agreement. This suits to recognize that negotiators don’t wish to enter into any agreement that would be worse than this point. It is important to remember that bad deals are worse than no deals, when non-settlement alternatives would be preferable to what one has agreed upon. Most negotiators ask the
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