INTRODUCTION Cahn and Abigail (2014) define negotiation as “a particular type of conflict management—one characterized by an exchange of proposals and counter proposals as a means of reaching a satisfactory settlement” (p. 229). Negotiation is a fact of life. Subsequently, we spend a substantial amount of time negotiating for something every day. The fact of the matter is that life is full of conflict situations. Whether in our personal or professional lives and whether or not we are aware of it, we are often engaged in conflict situations that require tapping into our conflict negotiation skills. From deciding what movie to see, where to eat, to asking one’s boss for a raise, we are all engaged in some type of negotiation. These real-life …show more content…
These were all minor conflicts and as naïve as it may sound I never considered that I was actually engaged in negotiations. In my professional life, the negotiations involved requesting for vacation time, asking for a raise, and asking for time off. In my previous negotiations, I was more successful with the negotiations that involved my personal life as opposed to my professional life. It was easier to negotiate with others that I had close personal relationships with. Negotiating with my boss was much harder given that he had power, given that he had influence over me and being dependent on him only increased this power (Module 2.1 Lecture). When others initiated negotiations with me I found that I tended to agree and compromise too soon, and the other party getting the better end of the deal. NEGOTIATION SIMULATIONS The Stitt Feld Handy negotiation simulations were fairly easy for the most part. They challenge your thinking, at times a little frustrating, and some aspects were more challenging than others. Case in point, Module 1: The Print Shop proved to be a bit challenging, given that it was the first module and I wasn’t as versed in negotiations as I would have liked. This simulation required that I sell off 30 antique prints by negotiating the best deal. It was a bit frustrating and it took quite a few tries to negotiate the best possible deal.
The presence of alternatives impacted the negotiation to a great degree. When I announced I received a job offer from a competitor the intensity of the negotiation changed. Ms. Bultema instantly realized she needed to compromise if she wanted me to sign on with her
This paper presents my reflections on the Negotiations: Strategy and practice coursework in the MBA program at Said Business School, University of Oxford. My paper will present various reflections on different themes of negotiation simulation undertaken by me during the course. This course has allowed investigating and reflecting on key drivers of negotiation techniques for me. I have learned that transparency and coalition are the core tenet of negotiation for me. For the purpose of this reflective exercise, I will conduct a comparative analysis of the process, dynamics and outcomes based on the themes such as negotiation styles, bargaining zones, power, emotion, coalitions, value claiming vs value creation etc. for the below-mentioned simulations:
Negotiation is one important part of both the professional and personal life in our everyday situations. It is critical for people to resolve disputes, distribute limited resources, and/or create something new that neither party could achieve on his or her own. Negotiations can range from coordinating project timelines with clients to asking for a raise to discussing holiday plans with family members.
Kurtzberg, T. R., & Naquin, C. E. (2011). The essentials of job negotiations: Proven strategies
The first thing that I learned from completing the Stitt Feld Handy negotiation simulations is that taking positions—focusing on the goal, what one wants, in the early stages of the negotiation process can sometimes result in unfavorable outcomes (Cahn & Abigail, 2014, p.233). Sometimes the best course of action to take is to focus on interests—those underlying needs that are fulfilled by taking various positions, as opposed to focusing on positions (Cahn & Abigail, 2014, p.233). By focusing on interests, it is possible to find common ground and the likelihood of reaching mutually satisfying outcomes is greater.
In this course, I have learned that it is possible to dramatically improve my ability to negotiate. I can improve my monetary returns and feel better about myself and the people with whom I deal. I also learned that there are several ways to test my intuition and approach. The course provided me with an opportunity to assess my “instinctive” bargaining style and provides suggestions for how to further develop my bargaining abilities. The negotiation exercises were a good way to cement several of the concepts from the book and lecture and gave me several opportunities to get to know my classmate more and test some new insights with them.
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.
Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of
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.
The Harvard daily blog an online journal, define negotiation skills as “the process of discussion between two or more disputants, who seek to find a solution to a common problem, a solution that meets their needs and interests acceptably”. In a business environment an example of negotiation could be a relation between a customer and a contractor, the customer request a service from the contractor and both need to sit down and discuss on how the work should be done and to negotiate the final price. Developing negotiation skills implies the ability to reach a settlement and also developing our persuasion skills. Hence we need to practice the way we talk, discuss and always outline the interest and objectives of both parties.
In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at any given time. There two common characteristic of a negotiation or bargaining situation. Negotiating parties have separate but conflicting interest.
They add that competitive negotiation can be seen as a “fixed pie” which is distributed between the parties. Therefore each party gets a piece of the pie. Wilmot and Hocker (2011) also add that competitive negotiators usually have a “resistance point” or a “bargaining range”. This student thinks that the competitive style of negotiation can be useful when the stakes are extremely high and the need to maintain the relationship is low. Indicators, per Wilmot and Hocker (2011), that a person is using competitive negotiation tactics could
As a college student, employee, roommate, and daughter, I find myself negotiating and witnessing a wide variety of negotiations almost on a daily basis. Harvard University defines negotiation as the following: “Negotiation is a deliberative process between two or more actors that seek a solution to a common issue or who are bartering over an item of value. Negotiation skills include the range of negotiation techniques negotiators employ to create value and claim value in their deal making business negotiations and beyond” (Harvard.edu). The following two scenarios illustrate the use of techniques individuals, including myself, employ during the negotiation process to reach end solutions. Subsequently, I highlight the similarities and differences between the two scenarios: to encourage college students and young professionals to grow comfortable partaking in negotiations to further their personal and professional development.
As everyday people in both business and life we all have certain competences. These competencies matured throughout our lives and help foster our skills and create positive effective and or negative negotiation experiences. We have grown to recognize our own emotions, behaviors, changes in our moods, and certain actions we perform with impulse decisions. As we grow in life we learn how to best manage these emotions within various situations or negotiations.
According to Rubin and Brown (1975), negotiation refers to a process in which individuals work together to formulate agreements about the issues in dispute. Both parties should be interested to communicate each other and generate the offer. An agreement will occur once the both parties accept each other offers. There has to be several components that need to be matched between two parties during the negotiation like their interest, process, alternative and the outcome (Neale & Northcraft, 1991). Everyone is dealing with negotiation process in their life schedule in different forms like it may be asking help with colleague for new project or it may be with your family members to reschedule their off days so you can go out friends. It is very helpful to learn its tool and technique to get the outcome we wanted.