Negotiation Is An Interpersonal Decision Making Process

1056 WordsMar 27, 20175 Pages
1. Introduction a. Define negotiation Negotiation is an interpersonal decision-making process that individuals take-on when they fail to achieve their objectives or resolve opposing interests. Negotiation is essential in both personal and professional settings and is generally viewed as important to everyday conflict resolution, organizational planning, problem-solving, and decision-making. It is a process by which compromise or agreement is reached while avoiding argument and dispute. In the event of a disagreement, individuals aim to achieve the best possible outcome for their position. (Volkema et. al, 2016) Unlike bargaining, a competitive, win–lose situation such as haggling over the price of an item, house or car, negotiation is…show more content…
Coming from an African culture, I value and maintain respect for my elders even if we are not related. I am taught to treat all my elders as if they are my parents. Sometimes this value system affect my negotiation process especially if the other party is older as I tend to avoid any confrontation or disagreements. In contrast to individual attributes, situational characteristics are perhaps the more influential and have the capability of moderating the effects of personality or demographic factors. (Volkema et. al, 2016) 3. Approaches to negotiation a. What approaches do you take when negotiating? When negotiating, it is important to separate the parties involved from the problem and avoid letting emotions define the conflict. Be clear on perception, recognize emotions, communicate clearly, and listen attentively. Understand the situation from the other party’s point of view and focus on their interests and not their positions. Understand and explore the background of the positions that each group has brought to the table as this can help to clarify what the groups really want. It is important to find a common ground to build on, if possible to generate option for mutual gain and together come up with necessary solutions. Also evaluate the agreed upon solutions and determine how they benefit or disadvantage each party. (Filzmoser, 2016) Ensure that the standards, procedures and
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