Negotiation Analysis: Successful, Difficult Experiences, and Skills

This case study examines the art of negotiation through the lens of personal experiences and an ALP (Alps) case study. The assignment begins with the author's account of a successful negotiation, detailing the sale of a restaurant, and contrasts it with a difficult negotiation encountered while working at a bank, highlighting the challenges of dealing with an irate customer. The study then delves into the personality traits and abilities of a skilled negotiator, emphasizing empathy, respect, integrity, fairness, patience, responsibility, self-discipline, and a good sense of humor. It also addresses the challenges faced by negotiators, such as economic and social hurdles. The ALP case study presents three scenarios involving the resale of ski lift tickets, prompting an analysis of price levels and the elements influencing negotiation outcomes. The assignment concludes with a discussion of key factors that impact negotiation globally, drawing from the provided scenarios and references.

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Name:
Course
Professor’s name
University name
City, State
Date of submission

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Describe first a successful experience about a negotiation that you had.
I had opened a good restaurant that had grown overtime from a small well maintained company
to a medium sized restaurant that had a reputation for serving the best traditional African and
European cuisine. It had attracted so many loyal customers that expanding the business seemed
the next agenda in strategy. The restaurant had a sales turnover of over $14 million dollars and a
net cost of only $ 7 million. It ran throughout the day and night and was busy as a bar in the
night serving both food and drinks to patrons. It was a successful business. Many big franchises
had approached me for a partnership or a total buyout of the business. However, I was hesitant at
first fearing that I would lose something I had built from scratch. It was like a baby to me
(Aldhizer, 2015). Too much attachment had made me think otherwise. Last year, a good friend
of mine introduced me to a man who wanted to buy the company as he had interests in the hotel
and hospitality industry. The offer was too good to resist. The negotiations started in earnest and
he tabled an offer four times the initial money a previous buyer had tabled.
What had happened?
He was to pay the money in three installment, retain the name of the restaurant, plus all the
liabilities, assets and the workers that were working in the restaurant. In the negotiation,
conditions were that I would not open any competing restaurant either as myself or in proxy and
would only make the exit a secret. Nothing would change (Chapman and Maurer, 2017). It was
as smooth as that. Only witnesses and the legal teams representing the negotiations were in. all
the money requested in first batch, the signing of the contracts and everything else was done in
order.

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Describe a frustrating or difficult experience about a negotiation that you had
I had to be a negotiator in one of the most difficult trades in business I have ever witnessed. This
was a time when I was working at a bank. It was really a situation where a customer walks in the
banking hall, yelling and screaming on top of her voice as to how she had been swindled by one
of the bank tellers. I knew as one of the managers in operations it would be difficult to handle her
(Fernandez and Roberts, 2015). This was my first time handling such a case as a young manager
in operations.
Explain briefly the situation and what happened
She started by saying do I know who she is and by her tone she seemed to have a lot of self-
importance. She had lost $2 million in a transaction done earlier as the person she sent money
never received it. I wanted to show her first that I had the situation under control and that we
would have a solution at the end. She calmed down and the attention was taken off from her. I
listened carefully and apologized. We verified the details of the transaction with the teller and the
customer (Hughes and Byrd, 2015). The details had were different and the bank accounts
differed in end digits. The teller had deposited money in another person’s account who had
unfortunately withdrawn the money. Nobody owned the mistake as there was a back and forth.
The customer is always right even when she is wrong. However, due to the amount nobody could
pay and the police had to be involved in tracking down the person who had withdrawn. The
customer was adamant that the bank had to own it. Unfortunately, it is the rule that before a

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customer leaves the hall, they must verify the details of the transaction. She did not do that. It
was difficult negotiating with her (Johns, Crowley and Guetzloe, 2017).
Personality, challenges and abilities of a negotiator
There are several attributes of a top negotiator that must be there. A handful of social attributes
and personal characteristics must be there as a negotiator. The characteristics include;
Empathy- a negotiator must put himself in another person’s shoe and carry his feeling. Being
emphatic is the bedrock of a successful negotiator.
Respect- in order to respect other people, a negotiator must respect himself first.
Integrity- he must be trustworthy and an honest person.
Fairness- in negotiating, there is no taking sides. One should identify areas of agreement and
should not compromise in any given place (Price, 2015).
Patience- this is tolerating adversity and frustrations as a way of reaching ones goals. Success in
negotiation should be steadfast and patient.
Responsible- a negotiator should demonstrate utmost responsibility and reliability in accepting
consequences. However, being responsible means you don’t make any mistake in execution.
Self-disciplined, flexible and a good sense of humor should also be key characteristics of a good
negotiator.
Challenges and abilities

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There are several challenges which include economic and social challenges. It may be hard for a
negotiator in an economically challenging time. Also lack of full training in negotiation skills is
also a key hindrance and challenge (Moore, 2014). Half-baked negotiators only bring contempt
to the process. A negotiator must put himself in another person’s shoe and carry his feeling.
Being emphatic is the bedrock of a successful negotiator. This is one of the challenges of the
negotiator (Singer, 2018).
Abilities
A good negotiator should exhibit an ability to:
1. Exude confidence in effectively negotiating with members.
2. Commitment and willingness to carefully plan and know the project and the rules
3. Good judgment in business
4. Ability to be patient and commitment.
5. Ability to involve himself with other organizations and parties
6. Listen with an open mind
7. Be a stable person.
8. Have an insight on negotiations and ability to plan the business.
Answer to 3 Alp case
Question 1
Prices

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Transaction Price in
€ 0/2 3/4 5/6 7/8
9/1
0
11/12
>1
2
Situation # 1 15 9 8 3 2 8 7
Situation # 2 15 9 8 5 8 9 0
Situation # 3 7 9 7 6 7 3 6
Explanation
Situation # 1
In this column we collect for you the best examples of people's lives, those who should be
leveled and look like a beacon in their lives, those who devote their lives to truly great things, no
matter what.
Situation #2
In the second column are published examples of successful people whose life activity was almost
in all respects literate and healthy, humane and great. Before the store opened, the guy attached
all the goods to pieces of paper with minimum prices. It was the first prototype of today's price
tag.
Situation #3

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It was as smooth as that. Only witnesses and the legal teams representing the negotiations were
in. all the money requested in first batch, the signing of the contracts and everything else was
done in order.
Question 2: List below 3 to 4 main elements that, according to you, have influenced the
negotiation and its outcome globally for the three situations? Be specific. Explain why.
There are several attributes of a top negotiator that must be there. A handful of social attributes
and personal characteristics must be there as a negotiator. The characteristics include;
Empathy- a negotiator must put himself in another person’s shoe and carry his feeling. Being
emphatic is the bedrock of a successful negotiator.
Respect- in order to respect other people, a negotiator must respect himself first.
Integrity- he must be trustworthy and an honest person.
Fairness- in negotiating, there is no taking sides. One should identify areas of agreement and
should not compromise in any given place.
Patience- this is tolerating adversity and frustrations as a way of reaching ones goals. Success in
negotiation should be steadfast and patient (Scott, Rosenthal, and Darko, 2016).
Responsible- a negotiator should demonstrate utmost responsibility and reliability in accepting
consequences. However, being responsible means you don’t make any mistake in execution.

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References
Aldhizer III, G.R., 2015. Small firm audit partner hiring crisis: A role play for critical thinking
and negotiation skills. Issues in Accounting Education Teaching Notes, 30(4), pp.1-34.
Chapman, E., Miles, E.W. and Maurer, T., 2017. A proposed model for effective negotiation
skill development. Journal of Management Development, 36(7), pp.940-958.
Fernandez, C.S. and Roberts, D., 2015. Strengthening Negotiation Skills, Part II: Moving
Beyond Sheer Knowledge With 4 Additional Key Strategies to Create Influence for Public
Health Leaders. Journal of Public Health Management and Practice, 21(3), pp.304-307.
Hughes, C. and Byrd, M.Y., 2015. Negotiation Skills and the HRD Professionals. In Managing
Human Resource Development Programs (pp. 131-140). Palgrave Macmillan, New York.
Johns, B.H., Crowley, E.P. and Guetzloe, E., 2017. The central role of teaching social
skills. Focus on Exceptional Children, 37(8).
Johnson, E., Gratch, J. and DeVault, D., 2017, May. Towards An Autonomous Agent that
Provides Automated Feedback on Students' Negotiation Skills. In Proceedings of the 16th
Conference on Autonomous Agents and MultiAgent Systems(pp. 410-418). International
Foundation for Autonomous Agents and Multiagent Systems.
Moore, C.W., 2014. The mediation process: Practical strategies for resolving conflict. John
Wiley & Sons.
Price, R., 2015. Job Offer Negotiation Process and the Effects on Job Satisfaction Levels.

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Singer, L., 2018. Settling disputes: Conflict resolution in business, families, and the legal system.
Routledge.
Scott, R.K., Friday, K., Rosenthal, E. and Darko, M., 2016. 15: Condom knowledge and
negotiation in women living with human immunodeficiency virus. American Journal of
Obstetrics & Gynecology, 215(6), pp.S833-S834.