Negotiation in Business Communication
1.What
is negotiation?
Negotiation is a dialogue between
two or more people or parties intended to reach a beneficial outcome over one
or more issues where a conflict exists with respect to at least one of these
issues.It is aimed to resolve points of difference, to gain advantage for an
individual or collective, or to craft outcomes to satisfy various interests.
It is often conducted by putting forward a position and making small
concessions to achieve an agreement.
2. What are
the negotiation styles? Explain
Five negotiation styles:
1.Avoiding
·
Primarily concerned with avoiding intra-personal conflict
·
Is useful when the the stakes of a negotiated outcome are not
worth the investment of time or the
potential for igniting conflict
·
Characterized by sidestepping, postponing, and ignoring the
issue or situation
·
Effective when avoidance of the situation or issue does not
greatly affect the relationship and short term task is not important to either
party
2. Accommodating
·
Primarily
concerned with the relationship between the parties
·
Easily
gives the other side concessions in hopes of strengthening the relationship,
but often gives away too much too soon
·
Tend
to neglect their own needs in favor of helping the other side get what they
want
·
Effective
when long term relationship is important and short term task is not important
3. Compromising
·
The style falling between accommodating and competing
·
Useful when time is a concern or there is a strong relationship
between the parties
·
Requires concessions from both sides to find agreement
·
Does not focus on legitimate or fair standards for settlement
and instead utilizes “Meet in the middle,” or “Split the difference” solutions
4. Collaborating
·
Focuses on using problem solving methods to create value and
discover mutually satisfactory agreements
·
Utilizes the creativity of both parties to find solutions to
both sides’ interests
·
Tend to be assertive about their needs and cooperative with the
other side
·
Effective when long term relationship is important and short
term task is important
5. Competing
·
Primarily concerned with achieving their own goals regardless of
the impact on others
·
Views negotiation as a win/lose rather than a problem solving
activity
·
Often utilize manipulative tactics such as attacks, threats, and
other aggressive behavior to achieve their objectives.
3. Explain are the negotiation process!
1. Preparation
Before any
negotiation takes place, a decision needs to be taken as to when and where a
meeting will take place to discuss the problem and who will attend. Setting
a limited time-scale can also be helpful to prevent the disagreement continuing.This stage involves ensuring all the
pertinent facts of the situation are known in order to clarify your own
position. In the work example above, this would include knowing the
‘rules’ of your organization, to who help is given, when help is not felt
appropriate and the grounds for such refusals. Your organization may well
have policies to which you can refer in preparation for the
negotiation.Undertaking preparation before discussing the disagreement will
help to avoid further conflict and unnecessarily wasting time during the
meeting.
2. Discussion
During this
stage, individuals or members of each side put forward the case as they see it,
i.e. their understanding of the situation.Key skills
during this stage include questioning, listening and clarifying.Sometimes it is helpful to take notes during the discussion stage to
record all points put forward in case there is need for further
clarification. It is extremely important to listen, as when disagreement
takes place it is easy to make the mistake of saying too much and listening too
little. Each side should have an equal opportunity to present their case.
3. Clarifying Goals
From the
discussion, the goals, interests and viewpoints of both sides of the
disagreement need to be clarified. It is helpful to list these factors in order of priority. Through
this clarification it is often possible to identify or establish some common
ground. Clarification is an essential part of the negotiation process, without
it misunderstandings are likely to occur which may cause problems and barriers
to reaching a beneficial outcome.
4. Negotiate Towards a Win-Win Outcome
This stage
focuses on what is termed a 'win-win' outcome where both sides feel they have
gained something positive through the process of negotiation and both sides
feel their point of view has been taken into consideration. A win-win outcome is usually the best
result. Although this may not always be possible, through negotiation, it
should be the ultimate goal.Suggestions of alternative strategies and
compromises need to be considered at this point. Compromises are often
positive alternatives which can often achieve greater benefit for all concerned
compared to holding to the original positions.
5. Agreement
Agreement can
be achieved once understanding of both sides’ viewpoints and interests have
been considered. It is essential to for everybody involved to keep an open mind in order to
achieve an acceptable solution. Any agreement needs to be made perfectly
clear so that both sides know what has been decided.
6. Implementing
Implementing a Course of Action, from the agreement, a course of action has to be implemented tocarry through the decision.
4.What are the characteristics of negotiation?
1.There are a minimum of two
parties present in any negotiation.
2. Both the parties have pre-determined goals which they wish to achieve.
3.There is a clash of pre-determined goals, that is, some of the pre-determined
goals are not shared by both the parties.
4. There is an expectation of outcome by both the parties in any negotiation.
5. Both the parties believe the outcome of the negotiation to be satisfactory.
6. Both parties are willing to compromise, that is, modify their position.
7.The incompatibility of goals may make the modification of positions
difficult.
5. Explain the
positive and negative affects in negotiation!
Positive affect in Negotiation :
Even before the
negotiation process starts, people in a positive mood have more confidence and
higher tendencies to plan to use a cooperative strategy. During the
negotiation, negotiators who are in a positive mood tend to enjoy the
interaction more, show less contentious behavior, use less aggressive tactics
and more cooperative strategies. This in turn increases the likelihood that
parties will reach their instrumental goals and enhance the ability to find
integrative gains. Indeed, compared with negotiators with negative or natural
affectivity, negotiators with positive affectivity reached more agreements and
tended to honor those agreements more.
Negative Affect in Negotiation :
Negative affects on various stages in
the negotiation process. Although various negative emotions affect negotiation
outcomes, by far the most researched is anger. Angry negotiators plan to use
more competitive strategies and to cooperate less, even before the negotiation
starts. These competitive strategies are related to reduced joint outcomes.
During negotiations, anger disrupts the process by reducing the level of trust,
clouding parties' judgment, narrowing parties' focus of attention and changing
their central goal from reaching agreement to retaliating against the other
side. Angry negotiators pay less attention to opponent's interests and are less
accurate in judging their interests, thus achieve lower joint gains. Moreover,
because anger makes negotiators more self-centered in their preferences, it
increases the likelihood that they will reject profitable offers. Anger does
not help in achieving negotiation goals either: it reduces joint gains and does
not help to boost personal gains, as angry negotiators do not succeed in
claiming more for themselves.
source: https://www.google.co.id/search?q=negative+and+positive+negotiation&oq=negative+and+positive+negotiation&aqs=chrome..69i57j0.21437j0j7&sourceid=chrome&ie=UTF-8
