The Importance of Negotiation Skills

1176 WordsMar 14, 20125 Pages
The Importance of Negotiation Skills Introduction: The labor relations process includes three phases, and one of those phases is the negotiation of the labor agreement. The negotiation process involves two different parties; the union, representing the employees, and the management/employer. The outcome of those negotiations has a drastic impact on the work lives of the employees, such as working hours, working conditions, hourly wages, benefits, and other policies. The negotiations also affect the business interests of the employers, such as labor costs, operation costs, and management control. Therefore, it is of the utmost importance for both parties to ensure that the negotiating team representing their interests has the…show more content…
The difference between successful and unsuccessful negotiations is that in successful negotiations, everybody comes out of it feeling like a winner. If either one of the two parties feels like a loser, then negotiations cannot really be considered successful. That is because the party that ends up feeling like a loser at the end of the negotiations will not buy into the follow-up action resulting from the agreement, and will probably never trust the other party again (Raman, 2010). I think that the phrase "everybody comes out of it (the agreement) feeling like a winner" does not necessarily mean that both parties need to compromise some of their interests in order to reach a win-win situation. We all negotiate with other people around us in almost daily basis, when buying services or products for example, and I am positive that in many of the occasions in which we were happy with the outcome of the deal we negotiated, we were in fact led to believe, by better negotiators, that we came out of the agreement as winners. If we look at this fact in the light of a labor relations ' negotiation agreement process, having skilled negotiators on the team provides a huge advantage for one party over another. In such a large scale
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