A Deep Dive into Negotiation: Styles, Principles, and Experiences

This assignment is a reflective journal entry detailing the student's personal negotiation experiences and the application of various negotiation styles and principles. The student emphasizes the importance of compromise and accommodation, highlighting their use of BATNA (Best Alternative to a Negotiated Agreement) and ZOPA (Zone of Possible Agreement) in resolving conflicts and striking deals. They discuss real-world scenarios where they applied these strategies, such as negotiating prices with clients and securing funding for research projects. The reflection also underscores the significance of flexibility, respect, and relationship building in successful negotiations, ultimately advocating for a win-win or lose-lose approach that prioritizes long-term benefits and preserves relationships. The student concludes that negotiation is a valuable skill that can be acquired and honed through conscious effort and the application of appropriate tactics.

Running head: REFLECTION 1
Reflection
Name
Institution

REFLECTION 2
Reflection
Negotiation is a skill that everyone should possess because of the significant role that it
plays on everyday life. In my capacity, I value negotiation because it is a skill that, according to
my experience, I cannot live without. Negotiation has been 9of great help to me. Apart from
enabling me to resolve conflicts, it has made it possible for me to make important decisions that
have positive impacts on myself and other people with whom I interact. In this paper, I would
like to give a reflection on my negotiation pursuits. In all my negotiation efforts, I have had to
apply certain negotiation styles. These are avoiding and accommodation. The use of these styles
has made it possible for me to succeed in my negotiation in different settings.
One of the most outstanding negotiation styles that I do use whenever engaged in a
negotiation is compromise. Compromise is a style I which one gives in to the demands of the
opposing side. When negotiating with another person, each of us always comes with a position
and expectations to satisfy. For us to reach target point, I have to ensure that I apply the principle
of BATNA that, of course, advocates for the application of getting the best alternative to a
negotiation. BATNA has made it possible for me to solve many problems (Ahammad, Tarba,
Liu, Glaister & Cooper 2016). For example, when an argument arise, I have to compromise for
us to reach a consensus especially if I am on the offensive side. The other element that I do
incorporate in my negotiation is that I have to be flexible in my stand. For me to reach the
desired Zone of Possible Agreement (ZOPA), I have to log-roll. Meaning, I have to exchange
favors with the other party and ensure that he or she has something to gain from the negotiation
process. I had applied this tactic while negotiating with my friend with whom I had conflicted.
The same approach can also be applicable when deliberating over the Sumer Interns Program in
which the director had to resolve the matter by giving in to the personnel manager’s demands

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(Druckman & Wagner 2016). Apart from all these, I have to ensure that I expand the pie by
preserving the longevity of the relationship that exists between me and the other party. Whenever
a conflict arises, I consider it as an opportunity to resolve it and strengthen and lengthen our
relationship. This approach has enabled me to succeed in many negotiations by bringing peace,
resolving the stalemate, striking deals, and preserving the relationship I have with others in the
society.
In my negotiation efforts, I have been dedicating my time to apply the principle of
accommodation. Personally, I know that a negotiation is not only about myself, but others as
well. So, whenever negotiating, I have to ensure that reaching a target point is not about myself,
but about all the parties involved. My accommodation efforts are proven by the decision I have
been making to adopt the practice of fixed pie. Meaning, I do not have to win in all the
negotiations because I have to give in to the demands of the other party. Meaning, I have to give
the other party an opportunity to win whenever it is necessary to do so (Cao, Lazaridou, Lanctot,
Leibo, Tuyls & Clark 2018). The concept of fixed pie has enabled me to sell various
commodities in the market because giving my clients a chance to negotiate prices has made it
possible for me to win their trust and make them to buy my products. In addition, for me to reach
ZOPA, I have been making concessions. Meaning, I have to consider the feelings, views, and
demands of the other party and allow them to win the negotiation. Such concessions are suitable
for me because they enable me to amicably resolve conflicts (Schneider & Wilhelm Stanis
2017). An example when I made a concession is when I was negotiating about the funding of a
research project in which I was involved. For me to acquire the funding, I had to concede with
certain conditions that I was initially reluctant to accept. Last, but not least, I have had to expand

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the pie of negotiation by compromising and dedicating my time to satisfy both the parties
without compromising our relationship. These tactics have enabled me to be a good negotiator.
Compromise and accommodation are negotiation styles that require lots of calculation.
All the scenarios in the case studies can be resolved if the two negotiation tactics are applied.
BATNA is a good approach for reaching ZOPA because it provides the negotiators with a
platform to choose the best possible alternative when resolving a stalemate. I have had to apply
this concept because it is what guarantees me success whenever I have any case to negotiate. For
example, when making a decision, I have to come up with various remedies weight them, and
finally settle on the best alternative. The other important concept that I would like to highlight in
this reflection is the flexibility in the negotiation process (Hill 2019). Although I always go to a
negotiating table with predetermined demands, I do not necessarily have to win them. There are
many occasions when I have surrendered my gains for the sake of allowing my opponent to win.
To me, a target point must not be about me, but a compromise position that favors a win-win or
lose-lose situation (Su, Chen & Ro 2017). Finally, I have realized that I do incorporate the
element of respect and consideration in my negotiations. I do not prefer to sacrifice my
friendship for little gains. Rather, I do the contrary-allowing my opponent to win a negotiation as
long as it brings long-term benefits and retain the health of our relationship. This tactic has made
me to engage in mutually-beneficial negotiations that have made me to deliberate over
contentious business, relationship, and work-related negotiations.
In conclusion, negotiation is not innate. It is an important skill that everyone should try to
acquire. Personally, I acknowledge the significance of negotiation to me as an individual. I
always do my best to engage I fruitful negotiation processes. To succeed in resolving an issue at
hand, I do apply the use of accommodation and compromise. These tactics make it possible for

REFLECTION 5
me to reach a ZOPA by compromising my stance, log-rolling, expanding the pie, and making a
proper choice of the BATNA. This is what I should do because it will help me to be a good
negotiator in the future.

REFLECTION 6
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), pp.445-457.
Cao, K., Lazaridou, A., Lanctot, M., Leibo, J.Z., Tuyls, K. & Clark, S. (2018). Emergent
communication through negotiation. arXiv preprint arXiv:1804.03980.
Druckman, D. & Wagner, L.M., 2016. Justice and negotiation. Annual review of psychology, 67.
Hill, J.L. (2019). Borderland Narratives: Negotiation and Accommodation in North America's
Contested Spaces, 1500-1850 ed. by Andrew K. Frank and A. Glenn Crothers. Journal of
Southern History, 85(1), pp.139-141.
Su, H.C., Chen, Y.S. & Ro, Y.K. (2017). Perception differences between buyer and supplier: the
effect of agent negotiation styles. International Journal of Production Research, 55(20),
pp.6067-6083.
Schneider, I.E. & Wilhelm Stanis, S.A. (2007). Coping: An alternative conceptualization for
constraint negotiation and accommodation. Leisure Sciences, 29(4), pp.391-401.

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Appendices
Vacation Plan Case
Here, two people-Carson and Lyle were negotiating about a tourism trip they were
planning to go to. After much negotiation, the two agreed to go to a destination that would last
for 2 weeks, in a three star hotel, accessible via greyhound, during late summer.
Donova’s Liquors
This case involved a negotiation between the stakeholders in the liquor business. An
agreement was reached between e parties after a negotiation to engage in a business that is
located in a convenient location, and provides opportunities for individual hiring and
management process, but collective advertisement campaign.
Summer Interns Program
Sam Stocks was negotiating with the personnel manager regarding the hiring process for
the interns. After a negotiation, Sam compromised and allowed the personnel to have his way.
Les Flores Case
The case involved a negotiation between an investor and a buyer. The investor was
negotiating a price at which to sell a restaurant because the each of them had different prices that
they were proposing and willing to use to complete the transaction.
Kuku Nuts Case

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The case involved a negotiation between the buyer and seller of pharmaceutical products.
After thorough negotiations, a consensus was reached to buy the nuts at 2.5 million pounds. It
was a compromise price.