The Importance Of Establishing A An Environment For A Healthy Discussion

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

Negotiations are something that everyone experiences and does at some level. Even if informal, people negotiate and barter using what they have to offer to get what they want all of the time. However, there are times in life where the negotiations are much more serious and the stakes a lot higher. Whether official or unofficial, there are negotiation tactics and conditions that should be watched out for because they are a sign of potential problems.

For our book report for IS Planning and Management, we were to read and review, Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher, William Ury, and Bruce Patton. The book was written to educate readers on how to become better, more effective negotiators. They start with defining the difference between positional negotiations versus principled negotiations. They then move on describing their four principles for effective negotiation: People, Interests, Options, and Criteria. Additionally, they describe three common obstacles to negotiation - when the other party is more powerful, what if they won 't play, and when the

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

The Russian Railroad negotiations taught me how quick business negotiations can turn ugly. I was a leader in company B and we based our decisions on our position, rather than our future goals. As stated in our reading, Getting to Yes, it is best to not be a dick during negotiations. Halfway through the negotiations, my team decided that we wanted the short route at all costs and hurt our relationship with company A by doing so. This hurt us for the rest of the rounds because company A could not trust us anymore and were offended by our statements. We also believed that the negotiations were going to be graded by profit margin, so we tried to get as much money as possible to beat company A. We got carried away and lost track of how both companies

Everyday in life is a bargaining process. We all fight for what we need. Negotiation is all about getting what we need from others. It is more effective when we are self aware of our strength and weaknesses. My major strengths as a negotiator can be identified as effective planning, understanding, and good communication skills. A goal without a plan is just a wish. With my past three months experience, I have observed that effective planning is the foundation for success in negotiation. It allows negotiators to develop a road map that will guide to an agreement. For instance, pre-negotiation plan that we do in class, maximize the possibility of achieving an agreement that benefits both parties as we

A large part of my daily interactions I have with other people involves some sort of negotiation, small or large. At times the negotiation does not leave my head as I contemplate trade offs with my schedule, or a choice I am looking to make. Often I do not notice I am in the middle of a negotiation, or that a conclusion has been reached. Negotiations need not be formal, instead they can simply be a set of understood expectations that we place on ourselves, or on others.

A ruthless, aggressive and cold blooded negotiation style is the framework approach most people have when it comes to negotiation,[6] a theoretical example of that is Adversarial Approach Style Negotiation.[6] But in reality, as mentioned by experts and researchers such as Fisher and Ury [3] it doesn’t have to be that way. As the world moves to more sophisticated platforms of communication, negotiation follows the trend and Problem-Solving Approach(citation) is in a way, the “antidote" of Adversarial Approach Style Negotiation. Getting to YES[3] suggest an Interest-Based Model for the use of Problem-Solving Approach. Interest-Based Model focus on separating the person (positional) from the problems (resolution) and then concentrate on the resolution. This way allowing for both parties in a distributive way to get the results they both want.

Negotiations practically involve people having to be able to influence others to believe that they have little to no willingness about changing their position when they are actually very flexible. The contemporary society promotes the idea of free market and people are thus taught that they always need to focus on getting the best deals from diverse business opportunities that they come across.

Ury introduces he concept of Joint Problem Solving and suggests that as negotiators instead of attacking each other, we should attack the problem jointly. We should focus on the interests of both the groups and preserve our relationship with them. He recommends being soft on people and hard on the problems. The author has identified the five barriers to negotiation and has

Second, that the parties did not have feeling that negotiation is inevitable and the need to a peaceful solution. Success of negotiation depends on that negotiators are not only interested in taking, but also interested in the tender, and they are ready to reach a compromise (win, win).

The following discussion will describe and analyse the negotiation utilising Watkins’s (2002) framework. This framework was chosen because it covers both the key tasks involved in the negotiation process and separates these into preparation (away from the table) and execution (at the table) situations. This is both an intuitive and holistic approach for reviewing a negotiation process.

According to Halpert et al.’s Path model, negotiation consists of different phases such as preparation, differentiation, exploration, and exchange. The preparation phase in our previous negotiation became an essential part that played a role of evaluation of both parties positions in our successful outcome.

We voluntarily take part in negotiations without realization in our everyday activity. Fourthly, a give-and-take process occurs between the opposing parties, otherwise known as a compromise—so all the sides come to a middle ground by straying away from their opening remarks or initial proposal. Fifthly, “negotiations occurs when the parties prefer to invent their own solution for resolving the conflict, when there is no fixed or established set of rules or procedures for how to resolve the conflict, or when they choose to bypass those rules” (Lewicki et al., 2015). Rather than fight or argue continuously, all the parties create a solution to fix their conflict and satisfy their parties’ needs or desires. The sixth and final element involves tangibles management and intangibles resolutions. Both tangibles and intangibles influentially affect the decision-making process, whether the negotiators notice or not. We, as individuals, do not realize how much these key elements compose a negotiation considering we initially believe a negotiation is essentially bargaining. However, we need to rethink the process of bargaining with these key elements in mind to create a more valid image and understanding of negotiations.

Negotiation is an important and vital skill in today’s modern world. In the famous words of John F. Kennedy, “Let us never negotiate out of fear. But let us never fear to negotiate” (Kennedy). Our words hold a great deal of power, and how we use them is important as well. Through negotiation, common ground can be discovered and uncovered, making strives for a better future.