A Negotiation Script

Given the financial magnitude of this particular negotiation, all parts of this negotiation and interaction with one another required a great deal of listening and efficiently speaking. The car salesman had to, and did, listen to what I was looking for as far as a vehicle to purchase and he was able

1. Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.

The experts from the reading also mentioned the importance of research and planning beforehand, which I could not agree on more. Their statement is definitely in sync with the textbook too, of how planning for a negotiation session prepares us in facing unexpected stress during negotiation and how to overcome them. It is crucially important to plan the negotiation objectives and know what your goals to achieve are. It is also recommended to pay attention to details, such as finding a good time and place that sustains a good professional negotiation environment.

“Successful negotiation is not about getting to ‘yes’; it’s about mastering ‘no’ and understanding the path to an agreement is” (Christopher Voss). During the negotiation process, there are a lot of moving parts and personalities. In addition, hurt feelings can all too often get in the way. The bottom line of any negotiation is to reach a settlement that will mutually benefit both parties. It’s a challenging situation by which compromise or agreement is reached while attempting to avoid arguments and disputes.

Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lecture. In drafting your answers to the questions, make sure that you apply course concepts in your answers.

Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common

Simply put resting at a conclusion after a negotiation may not necessarily be the ideal outcome unless cooperative is achieved by both parties. Bargaining in general could involve parents, friends, teachers, spouses, employers, and so on (Anderson, 2013). Likewise companies also negotiation contracts with one another or individuals involved within the companies.

Negotiation is one important part of both the professional and personal life in our everyday situations. It is critical for people to resolve disputes, distribute limited resources, and/or create something new that neither party could achieve on his or her own. Negotiations can range from coordinating project timelines with clients to asking for a raise to discussing holiday plans with family members.

Once both sides have established a clear agenda and talking points now the can start the negotiation process. Each side will begin their arguments or persuasion points with each side taking turns listening before objecting the opposing side’s talking points. A good negotiator of any contract will or should poses one major important factor and that is confidence. Confidence is key to having a good chance of winning what you want in a negotiation. According to Oliver, D, How to Negotiate Effectively, (2011), Confidence is a key. “If you lose your own confidence, the counterpart will intuitively pick that up, and you will end the negotiation in a much weaker position than you need to. Tactics therefore need to be clear before you go into the negotiation. If

It is a complex social process which already becomes part and parcel of our society.

These include perception, emotion, and communication. Perception focuses on understanding the other side’s thought process and putting on their shoes to understand their point of view on the negotiation. This is often difficult as you are commonly defending your own standpoint but must be done in order to make sense of what is and is not an acceptable deal. The best way to do this is to step back and look at the issue objectively as if you were not involved. Emotion is also an important trait to be aware of as a healthy mindset promotes healthy negotiation. If both parties have a strong emotional attachment to the issue, the are more likely to battle one another than to work together to solve the problem. In order to support emotions, consider all of them as legitamate and try to be understanding of the other parties issues. Also, do not react to emotional outbursts as emotions on one side can often generate emotions on the other side and both parties may lose focus of the overall goal. Lastly, communication must be supported between both parties and should focus on talking to, hearing, and understanding the other party (Ury, 1981). It is important to speak to the other party in a way that is easy to understand and not send mixed messages. Say what you mean and mean what you say. Also, hear the other party’s concerns and actually focus on them without dismissing them to address your own needs. Also, be sure that all

I feel that the most important part of negotiation is relationship building. When you build a solid relationship on trust, you are more likely to come to agreements even if you have to come up with different alternatives. I know that when I buy or negotiate things, I like to go to people I have a solid foundation with. If I don’t know someone then I ask

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

An effective negotiator is a strategic negotiator, who is able to switch back and forth between different phases of a negotiation without losing the goal in mind. An effective negotiator takes time to process what is happening during the negotiation and ensures that the right problem is being resolved while taking into consideration other party’s intrests to finding a common ground. Concequently those type of actions facilitate in the process of a negotiation by creating a cooperative environment and enhance the furture relationship between the parties (Fells 2012; Sebenius 2001). An effective negotiator aknowledges that no party is the same and as every negotiation, every negotiator is different from one another. These variations explain the DNA of negotiation that requires an effective negotiator to take into considerations the strands of the DNA, such as “reciprocity, trust, power, information exchange, ethics, and outcome” that vary from person to person (Fells 2012, pg 8).

In order to have a successful negotiation, a plan must be made. This will allow the negotiator to become familiar with their opposing team, and decide what they want and what they will be willing