Negotiation Skill

1348 Words Nov 27th, 2006 6 Pages
Negotiation Skills

Introduction
Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people, business contracts, official matters, service, buying products and relationships. As James Poon (1998, p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation.

Definitions
Kozicki (1993, pp. xiii - xiv) views negotiation is a simple procedure that basically a solution of two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the art of reaching an agreement by resolving
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Dawson (1995) has highlighted three critical factors to every negotiation4: 1) understanding of power, 2) information factor and 3) time element. But according to Brooks and Odiorne (1984, pp. 45 - 46), strategic planning, power skill and timing, constitute the agenda in successful negotiations5; in which, strategic planning is the key factor in shapes the dimensions, form and context of the negotiations. On the other hand, Mills (1990, pp. 177 - 179) and Scott (1981, pp. 89 - 90) has provides sixteen and eight different elements that contribute to negotiation success6 and enable two parties to negotiate towards agreement to theirs joint advantage7. As a whole, these conclude that in any negotiations, it is important to remember that both parties are working toward mutual satisfaction.

Overcoming Barriers to Negotiation
Ury (1993, pp. 11 – 136) presents a breakthrough strategy that to overcome the tactics used by the difficult negotiator and reach a settlement on mutually acceptable terms. He argues that the key is to understand why the possibility of reaching an interest-based outcome. The five steps of breakthrough negotiation8 are 1) Don't React: Go to the Balcony, 2) Don't Argue: Step to Their Side, 3) Don't Reject: Reframe, 4) Don't Push: Build Them a Golden Bridge, and 5) Don't Escalate: Use Power to Educate.

In order to concentrate that win-win…

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