Reflective Essay on Negotiation

1014 Words Jul 2nd, 2013 5 Pages
Reflective Essay on Negotiation
Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is conductive to the success in personal life and career development. This essay will indicate that my natural preferences for different influencing tactics, comparisons between theory and practice, and a personal action plan to improve negotiation skills based on the role-play activity in my class.

The natural preferences for different influencing tactics
In terms of the utility of influencing tactics, I used the rationality, emotional appeal, and impression management during the activity, as well as exchange. I acted as Chris Johnson, an
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When talking about the safety issue, both of us have a favorable impression on each other, that made the following negotiation more smoothly. Finally we used exchange to reach an agreement, which was I would wear the safety glasses and the manager would change the uncomfortable glasses into high-quality ones. It was evident that the two persons in the manager role behaved differently and used distinctive tactics. Hence, we could choose the suitable influence tactics in consistent with the occasions, characteristics of opponents. Apart from the tactics, I realized that it is essential to first determine the goals and needs before engaging in negotiations.

Comparisons and connections between theory and practice
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.
I only used the tactics that I was familiar with and I had no awareness of using other tactics such as avoidance. Before the activity, I assumed that I could spend a large amount of time trying to persuade the opponent to agree to the desired outcomes, however, the manager in the first round was direct

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