Negotiation Styles and Strategies in Business

This assignment delves into the crucial role of effective communication and decision-making procedures within organizations. It examines how mediators can utilize negotiation strategies to resolve conflicts between parties. The report analyzes different negotiation styles, emphasizing the importance of compromising for long-term business success and goodwill.

COMMUNICATION AND
NEGOTIATION SKILLS

Table of Contents
INTRODUCTION...........................................................................................................................1
SCENERIO 1...................................................................................................................................1
Negotiation process................................................................................................................1
Strategies to solve situation....................................................................................................2
SCENERIO 2...................................................................................................................................3
Negotiation style.....................................................................................................................3
CONCLUSION................................................................................................................................4
REFERENCES................................................................................................................................5

INTRODUCTION
Communication and negotiation skills have to be in manager in an adequate way.
Negotiation takes place amongst two parties so that they can resolve issues while communication
means transferring data and information from one person to another. Fundamental purpose of
this report is to determine negotiation process along with its various strategies. Along with this,
there is a identification of many negotiation styles. (Conrad and Newberry, 2012).
SCENERIO 1
Negotiation process
There are certain steps of negotiation which are mentioned as beneath:
(Source: Organisational Behaviour and Design: conflict and negotiation (Organisational
Behaviour and Design, 2017)
 Preparation and planning: It is the first phase of discussion process and as per this, it is
essential for both the parties to arrange required data, thus an appropriate discussion can
be begin. Being the mediator, before beginning of negotiation procedure, I have to be
aware with the dispute took place. It is essential for me to gather enough data and
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Illustration 1: Negotiation process

examine the same. In this, perception of individuals are also included which is connected
to dispute expectations from discussion.
 Definition of ground rules: When planning is done, it is necessary to discuss obligations
as well as process with another party which is associated with negotiation. Like, where
will it occur ? What problems will discussions be restricted ? Is it required to follow
process ? And along with, in which stage both parties can share their needs and wants ?
 Clarification and justification: After exchanging positions, it is essential for both the
parties that they have to clear each and every thing and along with this justify their actual
demands. It is like an opportunity for them that they can easily share things with each
other and reach to their demands. At this stage, one party can provide document to
another party which assist their position (Tolli, 2012).
 Bargaining and problem solving: Main purpose of negotiation procedure is that try to
solve conflicts in an effective and efficient way. Some required concessions can be given
by parties to each other.
 Closure and implementation: It is final phase of this process and in this as a mediator, I
have to implement process and along with this monitor it, thus effectiveness of it can be
identified. If discussion is major, then sometimes I have to create a formal contract.
Strategies to solve situation
There are several strategies which can be adopted by me being the mediator in
negotiation process to resolve conflicts. Some of these are discussed as below:
 Yielding: An individual who yields always take first offer. There is a common
explanation of it that people want to avoid their intrinsic discomfortness from thought of
granting benefits of anyone. Along with this, it is required for people to accept the truth.
Individuals who are utilizing this method always take other persons important as well as
powerful than them. In addition, they acquire approval from others.
 Compromising: As indicated by this, both gatherings want to deal in an equal manner.
Person who want to do compromise see that, is it worthy or not. Along with this, they
will think that nobody can get entire things as per their needs and wants.
 Competing: It is the foremost aggressive methodology which is associated with
negotiation. As per this, purpose of one party is that they always want everything as per
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their demand at any value. They do not take care of other people and take own as per
priority (Øien and et. al., 2011).
 Problem solving: This method is much related to compromising as well as competing.
As per this, person always want solution of their issue. For this, sometimes, they
compromise and occasionally, they get what they actually want. It is the most appropriate
and adequate approach in relation to other strategies (Four negotiation strategies, 2016).
SCENERIO 2
Negotiation style
Negotiation style comprises of:
Avoiding:
 It is initially obsessed with avoiding disputes which is related with intra personal.
 This style is useful when there is no need of any kind of investment to resolve the issue.
 Then it can be ignored or postponed by individuals because many time it is not much
important.
 It is effective, if that problem do not much affect organisation in any manner, i.e. directly
or indirectly.
Accommodating:
 It is fundamentally related with relationship amongst parties.
 As per this, people can provide some kind of concessions to others so that they can
maintain their relationship effectively (Stokoe, 2014).
 Individual can ignore their own wants and thus, they can assist others in an appropriate
manner.
 It is very adequate if there is more importance of long term relationship.
Compromising:
 This style is related to accommodating as well as competing.
 It is helpful when there is too much strong relationship amongst parties.
 Both of them compromise something so that they can effectively develop an effective
contract.
 By using this style, they basically never concentrate on any rules and regulations to
resolve the dispute.
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Collaborating:
 As per this, people generally utilize problem solving methodology so that they can
develop some value and formulate mutually capable contracts.
 They use new methods of both the gatherings and thus, they can identify the best solution
which will related to interest of both parties.
 They both are much co – operative with each other.
 Task which is associated with short term and along with this long term relationship are
essential.
Competing:
 As indicated by this style, people want to attain their self targets without influencing
others.
 It is not like a problem solving exercise, instead, it depends on win or lose strategy.
 People use manipulative actions like attacks, threats and so on.
 It is appropriate when there is no need of long term relationship with others (Five
negotiation styles, 2017).
Organisations which are set up in UAE can use compromising style of negotiation in their
business because it is essential for companies to maintain long term relationship with their
parties as it will assist them to improve their profits and goodwill in the marketplace (Kurtz,
Silverman and Draper, 2016).
CONCLUSION
As per the above mentioned report, it has been concluded that an effective
communication as well as decision procedures are essential for the organisation. Being the
mediator, to solve conflicts amongst parties, I can use many strategies which is related to
negotiation.
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REFERENCES
Books and Journals
Conrad, D. and Newberry, R., 2012. Identification and instruction of important business
communication skills for graduate business education. Journal of Education for Business.
87(2). pp.112-120.
Kurtz, S., Silverman, J. and Draper, J., 2016. Teaching and learning communication skills in
medicine. CRC press.
Øien, A. M. and et. al., 2011. Communication as negotiation processes in long‐term
physiotherapy: a qualitative study. Scandinavian journal of caring sciences. 25(1). pp.53-
61.
Stokoe, E., 2014. The Conversation Analytic Role-play Method (CARM): A method for training
communication skills as an alternative to simulated role-play. Research on Language and
Social Interaction. 47(3). pp.255-265.
Tolli, M. V., 2012. Effectiveness of peer education interventions for HIV prevention, adolescent
pregnancy prevention and sexual health promotion for young people: a systematic review
of European studies. Health education research. 27(5). pp.904-913.
Online
Five negotiation styles. 2017. [Online]. Available through:
<https://webcache.googleusercontent.com/search?q=cache:lpLAT3QhSpoJ:https://
viaconflict.wordpress.com/2012/12/16/five-negotiation-styles/
+&cd=15&hl=en&ct=clnk&gl=in>. [Accessed on 19th August 2017].
Four negotiation strategies. 2016. Available through:
<http://changingminds.org/disciplines/negotiation/articles/four_strategies.htm>.
[Accessed on 19th August 2017].
Organisational Behaviour and Design: conflict and negotiation (Organisational Behaviour and
Design). 2017. [Online]. Available through:
<https://www.civilserviceindia.com/subject/Management/notes/organisational-
behaviourand-design-conflict-and-negotiation.html>. [Accessed on 19th August 2017].
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