1. Negotiation
Negotiation is discussion
between two or more parties to reach a common goal and agreement.
Negotiation should not take sides, but should consider both parties. It is a
process by which compromise or agreement is reached while avoiding argument and
dispute.
2. What are the negotiation style? Explain!
There is five negotiation style:
Competing
Competitors who are assertive but uncooperative
treat the negotiation as a competition. Competitors use their power as a means
of achieving victory, and are less concerned with maintaining the relationship
between the negotiators.
They may be individualists, narrowly focused on
achieving their own goals, but at their worst, competitors try to dominate
their opponents. When competitors stop focusing on themselves, they start
comparing their outcomes to the other side, attempting to maximize the
difference, rather than achieving their goals or claiming available value.
Accomodating
The Altruist is the opposite of the Competitor.
Rather than looking out for their own interests, the altruist is concerned with
how they can accommodate the other party. They are cooperative, but
unassertive, leading to generosity and self-sacrifice. While very good
effective in caring for relationships between parties, Altruists risk losing
track of their own interests in an effort to please people.
Collaborating
The Problem-Solver tackles negotiations like an
engineer. There are goals that both sides want to accomplish, and with the
right plan it should be possible. These negotiators are clear about what they
want, and not afraid to pursue it, but they also try to include the other party
in the final plan.
Avoiding
Dodgers are neither assertive enough to pursue
their own interests, nor cooperative enough to help others. The result is that
nothing gets done and the conflict is avoided altogether. This could be done
with a diplomatic sidestep, or by postponing an issue until a “better time”.
While there are times when delaying or avoiding
can be strategically sound, avoiding conflict repeatedly often leads to greater
conflict down the road. Left unchecked, avoidance can fester into
passive-aggressive behavior as parties seek unilateral solutions.
Compromising
Compromisers fall in the middle of both axes
and form a distinct style of their own. These Compromisers go into negotiations
trying to quickly agree on a deal that is acceptable to both sides, which
fosters ongoing trust between the parties. This mindset can balance amiability
and with expedience, allows business to carry on indefinitely and unremarkably.
3. Explain the negotiation Process !
·
A. Preparation and
Planning
Before the start of negations, one must be
aware of the conflict, the history leading to the negotiation the people
involved and their perception of the conflict expectations from the negotiations
etc.
B. Definition
of Ground Rules
Once the planning and strategy are developed,
one has to begin defining the ground rules and procedures with the other party
over the negotiation itself that will do the negotiation. Where will it take
place?
What time constraints, if any will apply? To
what issues will negotiations be limited? Will there be a specific procedure to
follow in an impasse is reached? During this phase, the parties will also
exchange their initial proposals or demands.
C.· Clarification
and Justification
When initial positions have been exchanged
both the parties will explain amplify, clarify, bolster and justify their
original demands. This need not be confrontational.
Rather it is an opportunity for educating and
informing each other on the issues why they are important and how each arrived
at their initial demands.
This is the point where one party might want
to provide the other party with any documentation that helps support its
position.
D. Bargaining
and Problem Solving
The essence of the negotiation process is the
actual give and take in trying to hash out an agreement, a proper bargain. It
is here where concessions will undoubtedly need to be made by both parties.
E. Closure
and Implementation
The final step in the negotiation process is
formalization the agreement that has been worked out and developing and
procedures that are necessary for implementation and monitoring.
For major negotiations – this will require
hammering out the specifics in a formal contract.
Negotiation Process has five stages. In all
steps of a negotiation process, the involved parties bargain at a systematic
way to decide how to allocate scarce resources and maintain each other’s
interest.
4. The Characteristic of negotiation !
There are certain characteristics of the
negotiation process. These are:
·
There
are a minimum of two parties present in any negotiation.
·
Both the
parties have pre-determined goals which they wish to achieve.
·
There is a
clash of pre-determined goals, that is, some of the pre-determined goals are
not shared by both the parties.
·
There is
an expectation of outcome by both the parties in any negotiation.
·
Both the
parties believe the outcome of the negotiation to be satisfactory.
·
Both
parties are willing to compromise, that is, modify their position.
·
The
incompatibility of goals may make the modification of positions difficult.
·
The
parties understand the purpose of negotiation
5. Possitive and Negative
Negotiation positive
effect has beneficial consequences as well. It increases satisfaction with
achieved outcome and influences one's desire for future interactions. Negotiation
can also preventing risk of misunderstanding between the parties. The positive
effect aroused by reaching an agreement, which result in affective commitment
that sets the stage for subsequent interactions.
Negotiation negative
effect cause emotions between the two or more parties, when do negotiation,
emotional control is very important if not done, negotiation will be fail.
