Negotiation Skills: Importance, Team Structure, Training, Evaluation and Case Study

Negotiation Skills
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Table of Contents
Introduction.................................................................................................................................................2
Answer 1.....................................................................................................................................................2
Answer 2.....................................................................................................................................................3
Answer 3.....................................................................................................................................................5
Answer 4.....................................................................................................................................................6
Conclusion...................................................................................................................................................8
References...................................................................................................................................................9

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Introduction
Negotiation is the process by which the people or companies settle their differences
between them. It is the method by which a deal is reached by avoiding any argument or dispute.
In business, negotiation skills are vital in both informal everyday communications and formal
agreements like sales, rent, delivery of services, and other legal agreements. Good negotiations
are essential for successful business as it helps to form better relations. The aim of negotiation is
to reach a deal in order to take part in activities that would have mutual advantages. Each people
or company tries to come to a deal which would useful for their benefits.
Answer 1
While choosing the negotiators by the company, they have looked for a proper structure
of the team. They have understood the importance of the agreement. The structure of the team
has been arranged according to the seniority level, those who are specialists in their departments
and has the power of decision making (Marocco et al., 2015). The total number of participants in
the negotiations has also been decided.
Chairman – The Chairman might not be the chief negotiator but controls the team.
Summarizer – This is an important role, as their job is to summarize the main
components of the agreement. The aim is to ignore confusions and make sure that both the
parties have the same understanding of their deal (Groves et al., 2015).
Specialist – This is the role of the agreement and could be an advocate or a technical
expert. It is vital to keep in mind the aspects of other company while selecting the right person
for this role.
Observer – This role is generally removed from the team, but is significant for realizing
the interests that are motivating the other company.
The processes adopted to train the negotiators by the company are as follows:

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 Prepare To Make Mistake – The training of negotiation is a humbling
experience. By realizing in training the areas needed for improvement, the
individual has become a better negotiator.
 Proactive Approach – Besides taking notes, the negotiator has thought about the
ideas of negotiation that could be implemented for negotiations
 Practice New Skills –Perfection is attained by practice. The individuals would be
wrong if they thinks that whatever is learned in book, would become a part of
negotiation skills (Gelfand and McCusker, 2017). By implementing the new
techniques, the negotiator has been able to put the new skills in work when it is
most needed.
 Cooperative – Purchasing and selling are competitive, but being cooperative is
essential for fruitful negotiation. The problem is that most negotiators are employed to be
competitive people (Ting‐Toomey, 2017). The negotiators have the practical skill of
deciding when to drop the competitive mentality which is beneficial for purchasing or selling
and rather adopt the cooperative negotiation skill. This has helped to get more negotiated
agreements.
Recommendations
 While the company takes preparation for the negotiation, they have to analyze the
team members of other company to find them as a person.
 The company has to remember that they would negotiate with the employees of
the other company and not with the company. So, they have to gather information about them
as much as possible, to gain knowledge about their likely behavior.
Answer 2
The most common mistakes occur even before the bargaining ever starts. The issue is not
in poor preparation but no development. Most of the companies assume that negotiation cannot
be learned and so does not prepare sufficiently for negotiation. They believe that real action
would be at the time of the talks, but they might be wrong (Gascón et al., 2016). Even smart and
motivated persons come for negotiations with poor preparations. It is essential to implement a
systematic process which would help the company to prepare for a negotiation.