Assignment on Negotiation PDF
Added on 2021-06-14
11 Pages3646 Words109 Views
NEGOTIATIONStudent’s NameProfessor’s NameCourseCity/StateDate
NegotiationIntroductionNegotiation refers to a technique through which individuals settle differences. It is a process by which agreement or compromise is reached while avoiding conflict and argument (Zohar, 2015, p.540). In any given conflict, people usually aim at attaining the best possible result for their position. However, the principles of fairness, maintaining a relationship, and seeking common advantage are the keys to a victorious result. The process of negotiation incorporates a number of stages, namely preparation, discussion, clarification of goals, negotiation towards a win-win outcome, agreement and implementation of a course of action (Ademi, 2016, p.323). In business, negotiation is part of daily life and thus it is of utmost importance to an organization’s success. Poor negotiation can ultimately cripple an organization just as fast as losing important customers. Notably, in any given negotiation, the main elements that are significant and likely to affect the final outcome of the negotiation are knowledge, interpersonal skills, and attitudes (Yoshida, Dolan & Friston, 2008, e1000254). As a team leader, I recently got into a negotiation with one of my followers regarding team members’ roles and workload of a project assigned to us. Mr. X felt that he was being assigned simple tasks compared to his other teammates, and wanted an exchange of the technicaltask with Ms. W. The latter, on the other hand, felt that she was well-suited for the job and therefore no switching would take place. Mr. X argued that since he was more qualified than Ms.W, he deserved the specific task assigned to her. At the heat of the argument, Ms. W cited that she would not be bullied or discriminated upon by Mr. X, simply because he did not believe Ms. W to be competent enough as a female. Furthermore, Mr. X complained of being overwhelmed
with simpler tasks; he was assigned two tasks, while the rest of the team members were assigned one. These two individuals had approached me in an effort to try and come to a fair solution.This case is quite normal and an illustration of how easily interactions degenerate when individuals lack awareness on what is happening behind the scenes in human influence, negotiation, and interaction (Chuah, Hoffmann & Larner, 2014, p.1203). Moreover, there are numerous situations where people negotiate, for instance teams seeking to deal with differences and work effectively, two individuals seeking to establish or repair a romantic relationship, or even a presidential candidate influencing public opinion (Curhan, Elfenbein & Eisenkraft, 2010, p.691 ). The reason why people negotiate is because they want to make the other party lose, solve an issue, to win, create additional problems, test boundaries, create more issues, or get what they want. Others negotiate as a way of stalling for time or because they believe it to be a ritual. In the case presented, Mr. X and Ms. W were negotiating to get what they wanted.DiscussionAnalytical framework or application of a theory explaining some elements of negotiationThere is no right way to organization of ideas, but some approaches seem to work better than others for particular purposes. Frameworks are useful in negotiations because they help individuals define their goals, prepare efficiently to reduce surprises, and identify and optimize on opportunities (Andrea, 2013, p.376). Such frameworks should function at a basic human levelunderneath gender or cultural distinctions, so that similar framework can be applied in different contexts. The framework commonly used in negotiations is a 7-step framework constituting Communication, Relationship, Interests, Options, Legitimacy, Commitment, and Alternatives (Adam & Shirako, 2013, p.787). These elements were developed at the Harvard Negotiation Project with the aim of meeting these criteria.
The parties’ basic needs, motivations, and wants are usually referred to as their Interests.Individuals such as Mr. X and Ms. W negotiate because they are hoping to satisfy their individual interests better through an agreement than they could otherwise (Cheng, Huang & Su, 2017, p.297). Success in negotiation is measured by how well a party’s interests are met. The parties represented in the case scenario should understand that interests are not similar to demands or positions that individuals normally argue for or stake out in negotiation. Between theparties, interests can be differing, conflicting, or shared. In Mr. X’s and Ms. W’s case, their interests were conflicting in that both parties wanted to feel justly treated (McClendon, 2010, p.281). Most negotiators are usually shocked to realize this, resulting in them exploring why their perceptions of justice differ.Legitimacy or fairness is perhaps one of the most powerful of human motivations, constituting of a special group of interests. In the case presented, Mr. X may be told that he has the tasks to delegate to the rest of the team members, and that he has the authority to specify whogets how much of the tasks. However, Mr. X is told that he will only get the tasks if he the other team members are willing to accept the delegation (McClendon, 2009, p.55). Logically, a secondindividual, in this case Ms. W, should be willing to accept any task, but for most individuals, they would rather get nothing than approve a delegation that feels too unjust. The two parties in the case scenario need to realize that the issues at stake in any given conflict are actually less significant than the precedent set of future associations (Zohar, 2015, p.542).The Relationship that a negotiator desires or has with other parties is considered to be a third most significant variable in negotiation. Looking at the negotiation between Mr. X and Ms. W, I felt that I had to weigh the impact on the result of this particular negotiation of the working relationship between the two, in the course of the negotiation. The negotiation that was taking
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