Negotiation Skills: A Critical Evaluation of Everyday Applications

This essay critically evaluates the statement that negotiation is not solely for skilled professionals but is a daily practice. It explores the stages of the negotiation process, including preparation, discussion, clarification of goals, and reaching a win-win outcome, emphasizing the importance of agreement and implementation. The essay analyzes negotiation skills, strategies, and the significance of preparation, psychology, and realistic goals. It discusses the best alternative to a negotiated agreement (BATNA) and its opposite, the worst alternative (WATNA). The essay highlights the benefits of negotiation, such as cost-effectiveness and flexibility, while also acknowledging its limitations, including power imbalances and uncertain outcomes. The paper concludes by emphasizing the broad applicability of negotiation across various fields and its role in resolving disputes effectively and speedily, providing different perspectives to reach agreements and decisions.

Running head: NEGOTIATION
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Name of the Student
Name of the University
Author Note

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Introduction
Negotiation is considered to be a method or a process through which an individual tries to
settle his or her differences. Through this process a compromise of an agreement is concluded
upon which would resolve the conflicts between the individuals and prevent any arguments or
disputes to take place (Lewicki, Barry and Saunders 2016). It can be understood that during an
argument the primary motive of an individual is considered to be to reach to an outcome which
would be best suited for such individual (Pruitt 2013). Therefore, the principles relating to
fairness along with the mutual benefit of maintaining a relationship would help in making the
process of negotiation successful (Kłusek-Wojciszke and Grodzicki 2018). There are certain
specific forms of negotiations which can be used and implemented for a better outcome
(Thompson, Wang and Gunia 2010.).
This paper discusses and critically evaluates the statement relating to negotiation not
being the process, which are reserved for the skilled diplomat, or any top salesperson or any
ardent advocate for any kind of organized lobby, as negotiation is something, which is done by
individuals daily. Furthermore, it discusses the skills of negotiation and what are its merits along
with the drawbacks. In conclusion, it summarizes the points that have been dealt with in the
paper.
Discussion
Stages of Negotiation Process
The process of negotiation has certain stages which are inclusive of:

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 Preparation Stage: Prior to any negotiation taking place a decision needs to be taken
which would determine the time and place for the meeting in order to discuss the problem
and carry forward the procedure of negotiation (Ting‐Toomey 2015). In this stage, setting
up of a limited time-scale would be beneficial in order to prevent the disagreement which
would be continuing. This particular stage is considered to involve ensuring of all the
relevant information of the circumstance in order to elucidate and signify one’s own
position (Rubin and Brown 2013).
 Discussion Stage: During this particular stage the individuals along with the members are
considered to put forward each of their side as they see it which would be in accordance
with their own situation (Goldberg et al., 2014). In many instances it is helpful as well as
beneficial to take notes during the discussion or record the discussion in case there is a
need of further clarification. Each of the sides in a negotiation process should have an
equal opportunity to present their case (Ehlich and Wagner, 2011).
 Clarifying the Goals: The goals along with the interests and perceptions of both the sides
are considered to be of equal importance and such needs to be clarified as it would
prevent the parties to a negotiation go into further disagreements (Pizer 2013). It is
advantageous and valuable to list these certain factors in order of priority. Through such
kind of a clarification it is possible to discover and identify some common ground and
such would be established Clarification is considered to be a vital part relating to a
negotiation process because without such there would be scope for misunderstandings
which might occur and cause difficulties and problems for reaching some kind of a
beneficial outcome (Kilgour and Eden 2010).

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 Negotiating towards a Win-Win Outcome: This particular stage concentrates on the term
‘win-win- outcome which provides that both the sides feel that they have acquired or
obtained something positive through the particular process of negotiation and the parties
to the negotiation process feels that their perceptions and views have been taken into
account (Rametsteiner et al., 2011). Therefore, a win-win outcome is considered to be the
best result as it might not always be possible but through the process of negotiation it
would be considered as an ultimate goal (Firth 2014).
 Agreement: This particular stage discusses that through an agreement and understanding
both the sides to the negotiation process would have certain perceptions and interests that
would be taken into consideration (Sim 2010). It is important for all the parties to keep an
open mind during the process of negotiation in order to achieve and accomplish some
kind of an acceptable solution. Any agreement that needs to be perfectly clear would
have both the parties to such negotiation process know what the other party have decided
(Craver 2012).
 Implementation of a course of action: From this stage and the agreement there needs to
be course of action implemented or executed in order to carry through the decision of the
process (Reeves 2010).
Critical Evaluation
According to the authors Gunia et al., (2011), it has been stated that Negotiation is a
process where two or more interdependent individuals or any group perceive that they have
certain common as well as conflicting goals and therefore, in order to resolve such they come
together to discuss the proposals as well as preferences for specific terms which would be
possible for reaching an agreement. However, it has also been stated that through out several

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years the world has changed with uncertainty, volatility, complexity and along with such
ambiguity which has led to higher demand (Brett and Thompson 2016). Subsequently, due to
such, negotiation has become more significant and along with such more complex and
complicated. Thus, the negotiators are expected to have well thought out preparation in order to
avoid certain risks with their strategies and process prior any negotiation (Cohen 2010).
According to the author Börzel (2010), it has been stated that negotiation is not only
considered to occur or take place in business and along with such any political circumstances but
it also happens in various day to day conversations and communications. However, it has been
stated that though these happen in day to day lives it is different from the negotiation relating to
professional or business life as such is critical to an individual’s success (Lewicki, Barry and
Saunders 2016). Poor negotiating skills can cripple some company and such can result in a quick
loss of their key customers. Although most of the strategies that are executed during a
negotiation process seems like common sense it is not considered to be unusual for the
individuals to get caught up in the negotiation process in the moment and ignore their basic
instincts (An et al., 2010). According to the author, emotion, magic and luck have no place in
successful negotiations. It is considered to take iron gut, street smarts, homework and along with
such unblinking discipline to carry out a successful process of negotiation (Aldhizer 2013).
These would help in getting the best possible outcome under any given circumstances. While the
negotiators who are considered to be experienced refer to their methods as negotiating game it is
really a contradiction for the process as the stakes in such are considered to be pretty high
(Giacomantonio et al., 2010). However, preparation is considered to be a key as this would help
the negotiator in capitalizing their strengths and the opposite party’s weaknesses (ElShenawy
2010).

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According to the authors Musa, (2012), it can be understood that psychology plays a
crucial role in the ability to make most regarding the other party’s lack of preparation where
there would be a clear anticipation of their next move. However, most of the negotiators are
considered to have a price target or some kind of a goal in their mind before beginning the
process of negotiation. These would be based on the expectations that would be realistic
considering all the constraints that are considered to undoubtedly surface (Johnson, Gratch and
DeVault 2017). It could include the constraints such as the price limit or the direction from the
management or the pressure that would be put on them to make sales goals and along with such,
there would be a myriad of various other external forces (Dygert and Van Rennes 2015). During
the courses, relating to the negotiation the goal or the objective may change which would be
based on the modifications or the changes in scope or any other unforeseen actions which are to
be faced by either of the parties (Sambuco et al., 2013). While the goal which is considered to be
ultimate needs to be realistic this should not constrain or refrain the first offer made by the
individual or the counteroffer. Prior to the commencement of the negotiation the other party
would be completely empowered to make binding commitments and after such there needs to be
a specific strategy that would help or assist in the negotiating process (Stevens et al., 2018).
According to the authors Monahan et al., (2018), it has been stated that a successful
negotiation would require two parties to come together and hammer out certain agreement that
would be acceptable by both the parties. These would take into account the Problem Analysis to
Identify certain interests and goals. It would also require a preparation that would be made prior
to the meeting. There needs to active listening skills, and the emotions should always be in
control during a negotiation process, the individuals who are considered to be negotiating needs
to be able to have clear and effective communication and they should have good collaboration

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and along with such teamwork (Patton and Balakrishnan 2010). However, in order to create an
impact in the minds of the other parties involved in a negotiation process the negotiators need to
be attentive and calm (McCarthy and Hay 2015).
Negotiation is not any kind of dispute or any confrontation and it is not about competing
well but it is about communicating well (Song et al., 2015). The goal of negotiation is not
considered to be to get what one party wants rather it is the process through which both the
parties to a negotiation would be able to settle their conflicts by striking a deal (Odell 2013).
According to the author Reynolds, (2014), in the negotiation theory thee is the best
alternative to a negotiated agreement or BATNA which is considered to be the most
advantageous alternative if the negotiations fail and an agreement cannot be reached (Saorín‐
Iborra, Redondo‐Cano and Revuelto‐Taboada 2013). The exact opposite of such would be the
worst alternative to a negotiated agreement also known as the WATNA (Sebenius 2017). The
BATNA would be considered to include all diverse situations for instance suspension of
negotiations which would be transition to another negotiating partner or appeal to any of the
court’s rulings (Marsden and Siedel 2017). However, it has also been stated by the author that
BATNA exists only when the parties to a negotiation process does not reach an agreement and
they always keep the lowest value in a deal if the parties are willing to accept it. General
negotiations are considered to be better and it provides with a quicker strategy (Pinkley et al.,
2017).
Negotiations are a process which helps in settling a dispute or an argument therefore, it is
considered to speed up and resolve the disputes (Fries 2013). It is convenient as well as cost
effective. It also lacks the formality and along with such flexibility and the process is private.
However, in spite of such, there is an imbalance of power and there is a lack of legal expertise.

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Negotiation also provides with an uncertain outcome. Therefore, it can be most sought after
process but there are certain restrictions and limitations to it too (Keizern et al.,2017).
The process of negotiation is more common in the business arena or the political
circumstances but in daily life, negotiation is considered to be a frequent occurrence. It is not
limited to specific fields but every individual needs to be able to negotiate based on their own
terms (Maaravi, Ganzach and Pazy 2011). This process helps in resolving any kind of disputes in
an effective and speedy manner as it would provide the partiers different ways and perceptions
which would help them in reaching an agreement or making a decision (Peng and Tomizuka
2018). Therefore, it is effective in all kinds of fields and therefore negotiation is considered to be
a skill which would be beneficial in all the sectors (Holmes et al., 2017).
According to the authors, Artinger, Vulkan and Shem-Tov (2015), it can be understood
that negotiation is considered to be a skill which are qualities that permit the parties to reach a
settlement or compromise. These are often considered as soft skills which includes abilities
relating to communication persuasion, strategizing, cooperation or planning. The active listening
skills are also considered to be crucial and vital for understanding and comprehending the
decisions made by the other party (Elliott 2011). At the core, negotiating skills encompass back
and forth the communication which have been designed in order to reach an agreement (Lai, Lin
and Kersten 2010). It is considered to be an intrinsic part which takes place between any kind of
joint action. These help in problem solving and dispute resolution (Dima and Vlăduţescu 2012).
It can be verbal or non-verbal, explicit or implicit, direct or through intermediaries. However, the
negotiators have the opportunity of improving their negotiating skills through various training
and practice or through confidence boosting or preparation (Goodwin 2014).

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Therefore, it can be stated that negotiation as a process is not considered to restricted to
certain limited arenas but it can be a skill for all as it is required in every level. Therefore, there
is no reservation relating to the process and such skill is crucial as well as essential for an
individual as it would assist in resolving disputes and try to settle or compromise on a certain
level (Nugus et al., 2017).
Conclusion
Therefore, it can be understood from the above discussion that negotiation is not
considered to be certain process or procedure which would only be reserved for any skilled
diplomat or for any top salesperson or an advocate for any organized lobby because it is
prevalent in every individual’s daily life. Therefore, the skill relating to negotiation are also
similar wherever such is implemented and used because it is considered to be dispute resolution
method which would help and assist the parties to the process to come to a conclusion or an
agreement. There are several ways or methods through which the process of negotiation takes
place and there are several strategies that needs to be implemented in order to obtain and acquire
the things that are needed by the party to a negotiation. Therefore, in order to have an effective
negotiation process the negotiator requires to be a good listener and along with such take risks
associated with the process. Thus, negotiation helps in saving costs as it is considered to be cost
effective and speedy. The balance of power is neutral and it needs to be maintained in an
effective manner. Both the parties in a negotiation process has the ability to listen to the other
and communication is considered to be a key aspect in this process. Thus, it can be concluded
that negotiation is a skill which is similar wherever such is practiced.

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