The Art of Negotiation

This article discusses the concept of the art of negotiation in project management. It explores different types of negotiation skills and provides examples of how negotiation is used in various scenarios.

Running Head: PROJECT MANAGEMENT 0
Project Management Concepts
THE ART OF NEGOTIATION
(Student Details :)
12/18/2018

Project Management 1
Contents
The Art of Negotiation...............................................................................................................3
Introduction................................................................................................................................3
Types of Negotiation skills........................................................................................................3
Distributive negotiation (DN)................................................................................................3
Integrated negotiation.............................................................................................................4
Integrative negotiation (IN)....................................................................................................4
Example of Art of Negotiation...................................................................................................4
Conclusion..................................................................................................................................5
References..................................................................................................................................6

Project Management 2
The Art of Negotiation
Introduction
This discussion is about an important concept of project management known as the art of
negotiation. For instance if everyone thought in the same way you think and if everyone will
be spontaneously obeyed to our each and every wish, our each thought, our each feeling then
the world would have been so different but it is not the case. Since our life does not go that
way hence we more often effort well for becoming the expert of the art of negotiation. In
negotiation, neither party embraces all their aces as it is a blend of two desired decisions or
outcomes. As we know that in negotiation both the parties want victory so for finding out
what is the top way to have this art, there are 5 steps which can be followed: establish a
relationship, choose an optimized choice, emphasize on the win-win, and personify the
internal adult, respect the rhythm of the relations ( CURTIS, 2018).
Types of Negotiation skills
This art of negotiation can be of a wide variety from a meeting of revelries on a conflict to
ending violence or resolving the basic issues such as constitutional negotiations in the South
Africa in the year of 1990-1994. Moreover, mediation is also a form of negotiation through a
third-party catalyst element that assists the conflicting parties for negotiate when the parties
cannot do by themselves. Additionally, negotiation can also be analogised with arbitration, in
which the decision deceit with a third party that is accepted by those conflicting parties
( CURTIS, 2018).
Moreover, negotiation philosophers usually distinguish amid two types of negotiation. The
major difference between the two types of negotiation is the usage of them. Although it
depends upon the mind-set of the mediator yet the situation is matters. Hence, various
philosophers utilise distinct labels for the 2 general kinds as well as distinguish them in
distinct ways (De Dreu, 2010). Here, the key types of negotiations are listed below:
Distributive negotiation (DN)
Distributive negotiation (DN) is also known as positional as well as hard-bargaining
negotiation. DN functions under zero-sum situations and infers that the gain which is made
by one party is at the cost of the other party. Therefore, DN is sometimes called the win-
lose as the one person's profit is another person's defeat (Eco, 2013).

Project Management 3
In a DN, distributive bar-gainers take the negotiation as a way of allocating a stable amount
of value. DN does not involve those people who have never experienced a past interactive
relationship, although every negotiation event typically has a distributive element (Lewicki,
et al., 2011).
Thus, in this type of negotiation approach every negotiator contests for the best possible part
of the pie, so that parties can be satisfied for what they have received post the negotiation.
Integrated negotiation
Integrated negotiation is a strategic way to influence both of the ends in a way that results
will maximize in a single attempt through the decisions as well as operating activities. It is all
different from IN approach of negotiation in order to integrate healthy connections among the
conflicting parties along with minimizing potentially harmful relationships (Pizer, 2013).
Integrative negotiation (IN)
This type is also known as Non-zero sum game as well as win-win game because negotiated
agreement is usually in favour of both of the parties equally. This technique attempts to build
value in the process of the negotiation through either compensating loss of one party by
gaining from the other one, or through reframing the problems of the conflicts in a way that
both of the parties will get benefitted (Pruitt, 2013).
However, even IN is probably to have few distributive elements whenever it is a need of the
situation. Thus, IN often contains a higher extent of trust as well as formation of a relation
and for that reason it is also known as creative problem-solving negotiation technique of
achieving mutual benefits (Rubin & Brown, 2013).
Example of Art of Negotiation
Examples of DN include negotiating rates on an open market, as we all negotiate the price of
a home or a car, scooter in our daily life.
More examples of negotiation are as follows:
 Usually in sports, athletes during the last year of their contracts will be needed to hit
their best performance so that a robust negotiation for their long-term contracts can be
executed in their favour through the art of negotiation (Babcock & Sara, 2009).

Project Management 4
 Likewise, a union always requires negotiating as well as resolving significant inner
conflicts for maximizing their collective power prior to representing a brand new
contract in front of the management.
 Two countries who are having conflicts with each other and at the same time they
both are having major mutual benefits from each other still because of the conflicts
reasons they are not able to avail them. In this context, art of negotiation will work in
an effective and efficient way of executed effectively in the favour of both of the
countries.
 In start-up business, when key partners need investment for starting their project then
they all need to negotiate and sometimes manipulate the investors to get the attention
and interest of them for their start-up idea. Thus, it is an art which enables
entrepreneurs to build up their business into the market.
 Similarly, for the sake of organizational benefits and business sustainability,
Facebook merged Whatsapp Co. into them by negotiating over key mutual benefits;
hence that business deal is also a major example of art of negotiation ( SHONK,
2018).
Conclusion
In conclusion, it is been observed that negotiation is an essential part of our everyday life,
while in case of business it is definitely critical to success. Besides, poor negotiation can
cause major disadvantages to the company in the form of quickly losing valuable customers.
Hence, this discussion is providing a guideline for the all business stakeholders, project
management people and others for the implementation of this skill effectively. Types of
negotiation have been discussed and with the help of illustrated examples an understanding
has been evolved for the art of negotiation.

Project Management 5
References
CURTIS, G., 2018. How to Master the Art of Negotiation. [Online]
Available at: https://www.investopedia.com/articles/pf/07/negotiation_tips.asp
[Accessed 18 December 2018].
SHONK, K., 2018. Emotion and the Art of Business Negotiations. [Online]
Available at: https://www.pon.harvard.edu/daily/business-negotiations/emotion-and-the-art-
of-business-negotiations/
[Accessed 18 December 2018].
Babcock, L. & Sara, L., 2009. Women don't ask: Negotiation and the gender divide. 2nd ed.
New York: Princeton University Press.
De Dreu, C., 2010. Social conflict: The emergence and consequences of struggle and
negotiation.. 1st ed. London: Handbook of social psychology..
Eco, U., 2013. Mouse or rat?. 2nd ed. Hachette UK: Translation as negotiation.
Lewicki, R. J. et al., 2011. Essentials of negotiation.. 2nd ed. Boston, MA:
McGraw-Hill/Irwin..
Pizer, S. A., 2013. Building bridges: The negotiation of paradox in psychoanalysis.. 6th ed.
London: Routledge.
Pruitt, D. G., 2013. Negotiation behavior.. 2nd ed. London: Academic Press.
Rubin, J. Z. & Brown, B. R., 2013. The social psychology of bargaining and negotiation. 3rd
ed. London: Elsevier.