BADM 475: Negotiation - Reflective Analysis of Skill Development

This essay presents a personal reflection on the development of negotiation skills and styles throughout a semester, focusing on experiences from in-class exercises and case studies. It identifies the author as an analyst, collaborator, and accommodator, detailing how these traits influence their negotiation approach. The reflection also emphasizes the importance of striving for consistency and respecting individual differences in future negotiations. Case studies like Texoil and Star are used to illustrate the application of these skills and behaviors, highlighting the author's growth in understanding and applying effective negotiation strategies. The essay concludes that the semester was effective in understanding negotiation processes.

Running head: PERSONAL REFLECTION ON NEGOTIATION
PERSONAL REFLECTION ON NEGOTIATION
Name of the Student
Name of the University
Author Note

1PERSONAL REFLECTION ON NEGOTIATION
Introduction
The following is a personal reflective account about my thinking about what I have added
to my negotiation toolkit and the development of my personal negotiation styles. A negotiation
toolkit is used to enhance the prospects of business negotiations. It helps to undertake more
successful negotiations. Various forms of effective negotiation oriented elements can be added to
a negotiation toolkit to make it more effective. The development of my personal negotiation
styles throughout the semester is evaluated through the study. Negotiation processes are
important in almost all business scenarios. The semester has been very important in developing
effective understanding of business negotiations processes. The in-class exercises have
contributed the most to the development of my learning. They have introduced real life cases and
the negotiation processes that have affected the business scenarios. My personal negotiation
styles have been positively affected due to the activities that took place throughout the semester.
I evaluate my personality as a negotiator and the behaviours that I wish to use in the future.
Personal views as a negotiator
There are some important negotiation styles that I have been able to develop by being a
part of this semester. There are three important statements that I want to make about myself as a
negotiator.
The first statement that I would like to make about myself as a negotiator is that I am an
analyst. This means that I like to analyse a given situation before starting a negotiation process. I
believe that this is a much important trait that defines my proficiency as a negotiator. As an
analyst, I am realistic, smart and prepared. I want acquire facts and info before proceeding with
any negotiation process (Ahammad et al., 2016). Being part of the in-class activities has taught
me that all the situations need to be considered effectively before proceeding. This means that all
the factors that affect a negotiation are very important. The in-class activity concerning the
situation of Texoil can be taken as an example of how I can use my analytical ability in
negotiation situations. In this situation Texoil was in talks with one of the independent service
station owners to buy the station. Here, I would use my analytical abilities to understand that
prospects of a good negotiation process. I would also understand how the deal might improve the
business prospects of the Texoil organization. In this case the operation of the port 24X7 in the
vicinity of the service station can ensure great profitability for the organization. In this case the
owners of the service station do not earn much. Hence, even if Texoil buys the service station at
a higher cost, the profitability in the long run could be much more. Moreover, being in one of the
main routes that lead to the port it can help to boost profitability further.
The second statement that defines me as a negotiator is a collaborator. As a collaborator I
am always focused on creating a win win situation for all the parties. This means that the best
possible mutually agreeable negotiation value is to be selected. All the demands of the parties
would be considered by me to reach mutually agreeable terms. This is a personality that has been
developed by me through the assignments that were provided to me in the duration of the course.
It is important to understand this process through an example that has been provided in the class.
The case of the agent negotiation at Star can be selected as one of the scenarios where I could

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have effectively used this form of negotiation tactics. Here, STAR, is a previously popular rock
band that would like to make a comeback by releasing their new album. However, one of the
members named Robin is already associated with the Heffen records. In this scenario, the
conflict is between Star and Heffen. I would utilize collaborative negotiation to make sure that
both the parties can work together to get the conflict resolved. In this case I would focus on the
prospects of STAR working with the Heffen records to avoid any legal conflicts. I would focus
on building a collaborative setup between the two record houses. The collaborative negotiation
process has helped me to develop an all-encompassing negotiation outlook. I gained much
knowledge of this process as a result of being part of some of the group assignments.
The third statement that can be associated with my personality as a negotiator is that I am
an accommodator. This means that when there is no other options I try to sacrifice some of my
claims to give more preference to the needs of the other party. This is a relationship cantered
negotiation process that I learnt as I was part of the learning processes in the semester. One of
the main case studies that helped me to develop this form of leadership was the case of dispute
resolution, relationships role of terry. Here, the situation necessitated the development of a better
negotiation technique that could address all the major problems with Pat. Here, the negotiation
process would need to take place between me and the Spencers. An agreement would need to be
formed where I would be the sole payee of the rent to the Spencers. In this case accommodating
is the best process as Pat is playing a completely negligible part. He would need to be
accommodated. I believe that in this case it would be better if a more matured stance is taken and
a new flat-mate is sought. I learnt through my active engagement with the course that negotiation
processes cannot always be guided by mutually agreeable paths. This has helped me to gain
further insights into the negotiation processes. This has guided my learning of negotiation styles
and techniques throughout the duration of the semester. The personality of an accommodator is
required when the negotiation process can potentially fail as the one of the parties cannot be
managed.
Behaviours as a negotiator
There are two important behaviours that I would chose to employ in future negotiation
processes. The two selected negotiation behaviours are striving for consistency and
acknowledging individual differences.
In the first behaviour, striving for consistency is an important factor that can guide
effective negotiation processes. Although different negotiating parties tend to have different
needs and wants from the negotiation process, it is important to find if they converge at some
place. It can be found be actively studying the behavioural tends of the different parties that
engage in the process of negotiation (Vinichenko et al., 2019). Hence, I would identify this type
of behaviour by getting closer to the negotiating parties in the future negotiation processes. I
would strive to find a point that is common among all the negotiating parties. The entire
negotiation process can be positively enhanced if this converging point is found. Hence, striving
for consistency would be successful in discovering the mutually agreeable terms. I would strive
to understand the behavioural patterns of the different negotiating parties. Although the
knowledge of negotiation processes that I have acquired have made it clear that this is not always
possible, it is worth giving a try. The behavioural similarities between two or more negotiating
parties can be found and utilized to make negotiations more fruitful. Hence, I would always

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encourage myself to strive for consistency. This would help me to read people better which is
beneficial as a negotiator. Striking a balance is very important in all negotiation processes. It
helps to develop more mutually agreeable negotiation terms. This has been one of my essential
learnings from the semester.
The second behaviour that I seek to employ is respecting the individual differences. All
the negotiating parties are different in their outlook. This means that they all have significant
differences in what they want. However there can be cultural differences also. This is a
behaviour that helps in developing better negotiation processes. The communication strategies
can be developed in accordance of the differences in opinions of the parties. This behaviour
would help me to analyse the situation better. I like to analyse a given situation before starting a
negotiation process. I believe that this is a much important trait that defines my proficiency as a
negotiator. As an analyst, I am realistic, smart and prepared. I want acquire facts and info before
proceeding with any negotiation process. This type of behaviour can be identified by the ways in
which the different parties approach the given negotiation situation. Upon finding the differences
that exist between the various parties, I would like to use their differences towards improving the
negotiation processes. One party might be more concerned about the long term value of the
negotiation process. The other party might be more inclined towards forming mutually beneficial
relationships. In this case I would like to take a stance in the negotiation process that can ensure
the long term value of one party while not compromising on the development of the mutually
beneficial relationships. It is important that all forms of negotiation processes are undertaken
thorough essential analysis of the individual differences.
Conclusion
In conclusion, I want to say that the analytical, collaborative and accommodating
personalities that I have as a negotiator can help me to better understand negotiation situations. I
would be able to provide effective solutions to the identified problems subsequently. The
behavioural tendencies of striving for consistency and respecting the individual differences.
These behavioural tendencies can help me to be a better negotiator. My personalities can be
effectively aligned by my behaviours to develop myself as a better negotiator. I believe that the
semester has been effective in terms of understanding more about all negotiation processes.

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References
Ahammad, M. F., Tarba, S. Y., Liu, Y., Glaister, K. W., & Cooper, C. L. (2016). Exploring the
factors influencing the negotiation process in cross-border M&A. International Business
Review, 25(2), 445-457.
How to Write a Reflective Essay: Outline, Writing Tips, and Sample. (2020). Retrieved 31
March 2020, from https://answershark.com/writing/essay-writing/how-to-write-
reflective-essay.html
Solution on How to Write a Reflective Essay - A Research Guide. (2018). Retrieved 31 March
2020, from https://www.aresearchguide.com/write-reflective-essay.html
Vinichenko, M. V., Klementyev, D. S., Rybakova, M. V., Malyshev, M. A., Bondaletova, N. F.,
& Сhizhankova, I. V. (2019). Improving the efficiency of the negotiation process in the
social partnership system. Entrepreneurship and Sustainability Issues, 7(1), 92-104.

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Appendix
In-class activities
Negotiation skills texoil
In this situation Texoil was in talks with one of the independent service station owners to buy the
stationIn this case the operation of the port 24X7 in the vicinity of the service station can ensure
great profitability for the organization. In this case the owners of the service station do not earn
much. The station owners were low earning husband and wife hence, even if Texoil buys the
service station at a higher cost, the profitability in the long run could be much more. Moreover,
being in one of the main routes that lead to the port it can help to boost profitability further.
Negotiation skills star
A rock band re-unite after many years. There are 4 members of the band called STAR. The band
members want to release their new album as part of their comeback stunt. They want to release
their own album under their own label. However, one of the members are in contract with
another record producers. The record producer would not let any other company release the
album.
Negotiation skills agent negotiation- Star
The rock band Star has decided to work with pacific records. However, pacific records would
need to negotiate to share a part of the profits with a company name Heffen with whom a
member of the bandd shares a contract. The profit prospects are good. The Heffen Company is
almost sure to strike a deal that would need the other members of star to appear on the Heffen
label. Pacific records does not trust Heffen with any label.
Dispute resolution- relationships role of Terry
College town apartments is a large apartment complex where a person and his friend Pat moves
in. Pat and the person are both in the fourth year of college. An agreement to split the rent is
created between the person and Pat. Pat proves to be incompetent and provides his share late
resulting in the person paying extra rent due to delay. Pat does not provide the rent on time
which is his responsibility. In the end Pat and the person get into a quarrel and no solution to the
problem can be reached through mutual agreement.