Negotiation: Method, Context, and Cultural Dimensions

This study material explores the concept of negotiation, including methods, the influence of context, and cultural dimensions. It also discusses the importance of effective communication and active listening in negotiation.

NEGOTIATION

TABLE OF CONTENTS
MAIN BODY...................................................................................................................................3
Question 1...................................................................................................................................3
Question 2...................................................................................................................................4

MAIN BODY
Question 1
Negotiation is basically the method and discussion within which the people tries to
resolve an issue and comes to the common consensus which is acceptable by both parties.
Personal negotiation is basically the negotiation where the individual negotiate for their own
good and for achieving the best outcome which will benefit that single individual.
Context
The environment in which the negotiation took place was highly complex. There was the
environment in which the employees were assigned to negotiate with the customers and clients
of organization to purchase the specific product at given price. The organizational behaviour was
the internal factor which influenced this negotiation as all the employees were highly committed
to negotiate with the customers at best price. The price charged by competitors was the external
factors wherein the price of product was compared with higher prices charged by competitors
dealing in similar products.
Method
The strategy of active listening was used at the time of negotiation where main focus was
given to understanding the perception of customers regarding product and its price. Main
emphasis was given on listening as what price they expect from the product and why. The
strategy of active listening was prove to the most appropriate method as through this the
employee came to know the needs and demands of the customer and what are their price
expectation from the product.
Cultural & gender dimension
When the female employee of the organization tried to negotiate with the customers them
merely 5% of the customers get persuaded to buy the product whereas when the male employee
negotiated over the price and terms of sale for the same product then nearly 10% of the
customers got convinced. The main reason behind this was that it was complex for female
employees to self-advocate while negotiating. Besides this, while negotiating with the US
customers, it was somewhat difficult due to cultural differences. Like during negotiation,
avoiding the use of jargon was kept in mind as well as the tone of voice was also considered.

Question 2
The whole scenario of negotiating with the customers over the prices of product has
eventually influenced my negotiation style as well as skills. The most predominate skill which I
learned after analysing the whole situation is that I understood the role of communication in
negotiating. Talking with the customers is not the only aspect but effectively communicating
with them verbally is highly important. I came to know how to effectively communicate with the
customer in order to persuade them and also understood the importance of listening. Actively
listening to customers without interrupting them to know their expectations is highly important. I
provided enough time to customers to speak which helped to understand that what price they are
willing to pay and why they think the product has high price.
Along with this, the whole scenario also helped me to understand the various cultural
differences that are essential to value and consider while negotiating with the customers. For
example- the Americans value time and are highly strict towards it thus while communicating
with US customers, I considered tie as an important factor and thus tried to negotiate within short
period of time.