The Case Of The Sally Soprano Negotiation

2001 WordsMar 28, 20169 Pages
The essay examines the issues associated with additional information in negotiations; the negotiation process becomes more complex, but the outcome has a greater potential to meet each party 's core interests. A skillful application of various negotiation styles will aid to a profitable arrangement for both parties. Unfortunately, more information also create more opportunities to fall into one of the negative habits of negotiations as described by Sebenius. The more knowledge each party possesses, the more planning will be necessary to create an integrated negotiation outcome. Every negotiation is different, and therefore there is no answer to whether or not a negotiation is easier or more difficult with additional information. Rather, extra information makes negotiation more complex by providing opportunities for skilled negotiators to achieve a win-win situation. In the case of the Sally Soprano negotiation, the additional information about each negotiator’s needs and limits as well as the awareness of the past relationship between Sally and the Artistic Director made the negotiation more complex and more difficult. Wheeler, in his article "Learning to Negotiate", points out the importance of the incorporation of various interpersonal skills -- cognitive, emotional, and social abilities, as well as the requirement of being comfortable with ambiguity and risks (Wheeler, 2014). Skillful negotiators will apply their emotional intelligence in an effort "to decide what we owe

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