Reflective Journal on Negotiation and Influencing

This reflective journal is based on Gibb’s model and discusses the author's understanding of negotiation and influencing. It covers different aspects such as negotiation overview, famous negotiations, negotiation stages, negotiation style, and additional resources on negotiation and influencing.

Running head: REFLECTIVE JOURNAL
Reflective Journal

REFLECTIVE JOURNAL 2
Reflection journal essay
Gibb’s model
Description
Throughout the module 2, I have developed an understanding regarding negotiation and
influencing. In this module, different aspects were taught to me such as an overview of
negotiation and influencing, examples of famous negotiations, stages for negotiation, negotiation
style, and additional resources on negotiation and influencing as well as, tips for influencing and
negotiating (Wessler, Lück, and Wozniak, 2017).
Feelings
Before attending the module, I have a lack of understanding of negotiation but after attending the
class, I have improved my learning on negotiation. After attending the module, I was able to
negotiate with others and it was supportive for me to avoid conflicts at a personal and
professional career. My personality is moderately aggressive hence, sometimes, I shouted on my
team members in case of delay (Brett, and Thompson, 2016).
Evaluation
Throughout the module 2, it is evaluated that negotiation is a discussion that has the aim to reach
an agreement. It is also an act or procedure for transferring the legal ownership regarding the
document. I have also increased my experience that there are some examples of negotiations
such as, The RJR Nabisco leveraged buyout, Retro browser War: IE6 vs. Netscape in 2011, and
Netflix: Pay equality in the year of 2016 (Hartman, 2015). It is evaluated that there are five
stages of negotiation such as preparation and planning, the definition of ground rules,
clarification and justification, bargaining and problem solving, as well as, closure and

REFLECTIVE JOURNAL 3
implementation. It would be applied by me in terms of making a negotiation. However, due to
lack of communication skill, I was unable to negotiate with others (Zhang, et. al., 2016).
Analysis
It is analyzed that different kinds of negation styles could be used by me at the workplace. These
are competitive, compromising, accommodating, collaborative as well as, avoiding. It would be
applied by me to make negotiation within an organization. There are some strategies that could
be used for negotiating and influencing others. The first strategy that I analyzed is the application
of BATNA in negotiation; connect on an individual level, project confidence, use nouns rather
than verbs, as well as, involves more items to negotiate, not less (Hartman, 2015).
I also assessed that individual should be aware of different cultures while negotiating and using
the immediacy for gaining more. I have also developed my understanding of additional resources
on negotiation and influencing such as a daily blog, and textbooks. However, it is analyzed that I
have lack of coordination skill that unable me to coordinate each team member (Brett, and
Thompson, 2016).
Conclusion
From the above interpretation, it can be concluded that module 2 was beneficial for me to gain
my understanding of negotiation styles and also helps to increase the awareness about the
strategies to make negotiations. But, at the same time, it is found that due to lack of
communication skills and moderately aggressive personality, I have faced difficulty in
negotiation.
Action Plan
The following action plan could be used to make an improvement in my weaknesses and
effectively make negotiation:

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S. No. Weakness Activities that
would be
performed for
overcoming the
issues
Time Duration
1 Lack of communication
skill
Attending seminars
and events
3 months
2 Aggressive personality Attending
therapeutic classes
5 months
3 Lack of co-ordination
skills
Involving members
in a team and gives
the right to them to
share their ideas and
implement it in
decision making.
4 months

REFLECTIVE JOURNAL 5
References
Brett, J. and Thompson, L., 2016. Negotiation. Organizational Behavior and Human Decision
Processes, 136, pp.68-79.
Hartman, K.B., 2015. Negotiation and Influence Communications: a Critical Review Based
Upon a Contingency Approach. In Proceedings of the 2002 Academy of Marketing Science
(AMS) Annual Conference (pp. 57-57). Springer, Cham.
Wessler, H., Lück, J., and Wozniak, A., 2017. Communication, negotiation, and influence at
international climate change meetings and summits. Oxford University Press.
Zhang, S.B., Fu, Y.F., Gao, Y. and Zheng, X.D., 2016. Influence of trust and contract on dispute
negotiation behavioral strategy in construction subcontracting. Journal of Management in
Engineering, 32(4), p.04016001.