Negotiation Reflection

Negotiation Reflection
Negotiation is one of the most common approaches used to make decisions and manage disputes. It
is also the major building block for many other alternative dispute resolution procedures. According
to Christopher W (2012), negotiation is the principal way that people redefine an old relationship
that is not working to their satisfaction or establish a new relationship where none existed before.
Because negotiation is such a common problem–solving process, it is in everyone 's interest to
become familiar with negotiating dynamics and skills. This section is designed to identify what
worked well and not well in the negotiation. In addition, to present strategies that generally makes
the negotiation more efficient and improvement in the next ... Show more content on
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We should be prepared. Also, we need to hold firm to our principles. Do not forget we have
something the supplier wants; they need us as much as we need them. When something is important
to us, stick to our guns. Suppliers will respect us for it. Moreover, we do not be intimidated. We do
not automatically accept the contract terms a supplier suggests/offers us. Remember that it is their
job to get the best possible outcome for their company. However, that is our job too. Furthermore,
acknowledging the strengths in the supplier's proposal or positive past performances before
identifying weaknesses can make them more receptive to considering our point of view.
Additionally, we have to Control the Negotiations. We have to leading the agenda, tabling the
objectives, and control the pace of the meeting all help to assert our position in the negotiation
process. Consequently, negotiation is a process that can be approached in many ways. No matter
what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial
outcome is the negotiators' ability to consider all the elements of the situation carefully and to
identify and think through the options. At the same time, negotiators must be able to keep events in
perspective and be as fair and honest as circumstance allows. Because a common ground or interest
has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on
this common
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Negotiation Skill
Negotiation Skills Introduction Everybody negotiate in his or hers personal and professional lives
and it is an important part of the competitive modern life. Negotiations can occur over dealing with
people, business contracts, official matters, service, buying products and relationships. As James
Poon (1998, p. 41) expressed that negotiation is a basic human activity. The world is like a giant
negotiating table that person can negotiate many different things in different situation. Definitions
Kozicki (1993, pp. xiii – xiv) views negotiation is a simple procedure that basically a solution of
two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the
art of reaching an agreement by ... Show more content on Helpwriting.net ...
Dawson (1995) has highlighted three critical factors to every negotiation4: 1) understanding of
power, 2) information factor and 3) time element. But according to Brooks and Odiorne (1984, pp.
45 – 46), strategic planning, power skill and timing, constitute the agenda in successful
negotiations5; in which, strategic planning is the key factor in shapes the dimensions, form and
context of the negotiations. On the other hand, Mills (1990, pp. 177 – 179) and Scott (1981, pp. 89 –
90) has provides sixteen and eight different elements that contribute to negotiation success6 and
enable two parties to negotiate towards agreement to theirs joint advantage7. As a whole, these
conclude that in any negotiations, it is important to remember that both parties are working toward
mutual satisfaction. Overcoming Barriers to Negotiation Ury (1993, pp. 11 – 136) presents a
breakthrough strategy that to overcome the tactics used by the difficult negotiator and reach a
settlement on mutually acceptable terms. He argues that the key is to understand why the possibility
of reaching an interest–based outcome. The five steps of breakthrough negotiation8 are 1) Don't
React: Go to the Balcony, 2) Don't Argue: Step to Their Side, 3) Don't Reject: Reframe, 4) Don't
Push: Build Them a Golden Bridge, and 5) Don't Escalate: Use Power to Educate. In order to
concentrate that win–win

Ethics in Negotiation
Ethics in Negotiation: 1. Define Ethical Negotiation. Why do ethics matter? How would you apply
ethics within the context of your Negotiation Final Project for this course? Ethics are the social
principles or gauge whether some body is following the set social standards or not. The role of these
social or ethical standards is very important in any type of negotiation for both parties. This gives
the chance for both parties to know the tactics which are being used are deceptive, ethical or
unethical and then help them examining the ethical tones and aid them in decision making. This also
help both parties distinguish among different criteria, or standards, for judging and evaluating a
negotiator's actions, particularly when questions of ... Show more content on Helpwriting.net ...
Finding and Using Negotiation Power: 1. Relative to Negotiation, briefly define the 5 major types of
power as described by French and Raven. How are these sources of power grouped according to in
modern day thinking?  Expert power: This is having in–depth knowledge or expert knowledge. 
Reward power: Being able to reward others for doing what needs to be done  Coercive power:
being able to punish others for not doing what needs to be done  Legitimate power: Holding an
office or formal title in some organization and using the powers that are associated with that office.
 Referent power: This is the respect one enjoy because of attributes like personality, integrity,
interpersonal style.  How are these sources of power grouped according to in modern day
thinking? According to in modern day thinking, the sources of power are grouped as following: 
Informational sources of power  Personal sources of power  Power based on position in an
organization  Relationship–based sources of power  Contextual sources of power 2.What is
resource control and how is this type of control effectively employed by a negotiator in
negotiations? Resource control means how much power or authority the individual has to give or
take from other people. Resources can be many things like money, supplies, interpersonal skills etc.
Particular resources are more useful as instruments of power to the extent that they are highly valued
by

Diary of Negotiations
First of all, I would like to outline that this course was initiated to set up strong communication
skills and master personal negotiating skills. It was a good practice for our future business
opportunities. It was good to start a practice from everyday life examples and then move on to the
discussion of a business cases. During the lecture it was interesting to go through the test, which
made us understand what the strongest bargaining style inclinations are. In this diary the main focus
is based on selected cases and final solutions observed in each affair. Diary of negotiations for
Hamilton Real Estate: Negotiations started by introducing each company representatives and
explaining interests of both sides in selling and buying the ... Show more content on Helpwriting.net
...
So we offered them the price of $63M for Hamilton property explaining that this price is the best
one we can offer, this price is with a big discount, the real price for this property is about $88M.
Taking into account that the budget of Estate one is only $60M we reduced the price for them to
$60M on condition that additional $3M would be paid if the commercial development is allowed in
Hamilton. WAP for Pearl investment is $38M, WAP for Estate One is $60M, so ZOPA for this
negotiation is $12M. BATNA for Pearl investment is to sell this property for $38M to Quincy
Developments. Results of negotiations: The final negotiated price is $60M. Payment terms: advance
payment after signing the agreement. But if the commercial development of the Hamilton is allowed
the Estate One will pay Pearl Investments additional $3M during the next year ($1M per quarter).
Diary of negotiations for MOMS.COM case: Initial strategy of preparing for negotiation was based
on the following pillars: * Runs per episode have to be in between 6 to 8 during 5 years; * We have
budget $6,5M for the 5 year contract We have started negotiating with proposal to run the show 8
times with licensing fee $5M. Our arguments were the following: * The show isn't new, it had run as
a regular show on one of major networks=>it's familiar to majority of people and it won't
generate a high level of

Negotiation Approach In Negotiation Essay
1.3 Approaches managers can adopt during negotiations.
Approaches managers can adopt during negotiations depend on many factors for example training
and experience of negotiators, willingness of the different parties to accept change and willingness
of both parties to find a solution to their different areas of conflict.
There are many different negotiation approaches and they include the following;
Firstly managers can adopt a competitive style of negotiation also known as a win–lose approach,
whereby they push forward their own needs and make sure that they are met even when the other
party does not agree. In the competitive approach of negotiation managers use their position and
authority to get what they want, power and authority is used ... Show more content on
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Compromise as a negotiation approach is the best way to end the strike, where by workers
compromise on what they originally wanted and settle for a lesser wage.
Collaboration is another negotiation approach managers can use in a negotiation. Through
collaborating both negotiating parties get something out of negotiation. In this type approach of
negotiation both parties accept and recognize that they all have needs and work together to come to
a mutual agreement that satisfies both parties' needs.
In addition bargaining is another approach used by managers in negotiation. Bargaining is more like
collaboration because here the negotiating parties exchange their views and ideas and they come to
an agreement on the way forward to solve the issues at hand. Bargaining is used by negotiators
because it helps them maintain peace and create cooperation between the parties, it emphasizes
problem solving and joint decision making and the end result is satisfaction of both sides.
Logical reasoning as another negotiation approach is used often in business negotiations to persuade
the other party to compromise. Each party will prepare evidence to support their grievances and
needs so that the other will be persuaded to agree with

Negotiations Questions
Chapter 01 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the
time. ________________________________________ 2. The term ____________ is used to
describe the competitive, win–lose situations such as haggling over price that happens at yard sale,
flea market, or used car lot. ________________________________________ 3. Negotiating parties
always negotiate by __________. ________________________________________ 4. There are
times when you should _________ negotiate. ________________________________________ 5.
Successful negotiation involves the management of ____________ (e.g., the price or the terms of
agreement) and also the resolution of __________. ... Show more content on Helpwriting.net ...
True False 26. It is possible to ignore intangibles, because they affect our judgment about what is
fair, or right, or appropriate in the resolution of the tangibles. True False 27. A zero–sum situation is
a situation in which individuals are so linked together that there is a positive correlation between
their goal attainments. True False 28. When the goals of two or more people are interconnected so
that only one can achieve the goal–such as running a race in which there will be only one winner–
this is a competitive situation, also known as a non–zero–sum or distributive situation. True False
29. In any industry in which repeat business is done with the same parties, there is always a balance
between pushing the limit on any particular negotiation and making sure the other party–and your
relationship with him–survives intact. True False 30. Remember that every possible interdependency
has an alternative; negotiators can always say "no" and walk away. True False 31. The value of a
person's BATNA is always relative to the possible settlements available in the current negotiation,
and the possibilities within a given negotiation are heavily influenced by the nature of the
interdependence between the parties. True False 32. The effective negotiator needs to understand
how people will adjust and readjust, and how the negotiations might twist and turn, based on

Culture in Negotiation
This article was downloaded by: [UQ Library] On: 09 September 2011, At: 16:52 Publisher:
Psychology Press Informa Ltd Registered in England and Wales Registered Number: 1072954
Registered office: Mortimer House, 37–41 Mortimer Street, London W1T 3JH, UK
International Journal of Psychology
Publication details, including instructions for authors and subscription information:
http://www.tandfonline.com/loi/pijp20
Culture and Negotiation
Jeanne M. Brett Available online: 21 Sep 2010
To cite this article: Jeanne M. Brett (2000): Culture and Negotiation, International Journal of
Psychology, 35:2, 97–104 To link to this article: http://dx.doi.org/10.1080/002075900399385
PLEASE SCROLL DOWN FOR ARTICLE Full terms and conditions of ... Show more content on
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This article develops a conceptual model to explain how culture impacts negotiation . It draws on
previous research on culture and on negotiation to develop an understandin g of how culture affects
negotiation processes and outcomes. The article begins with a review of fundamental concepts in the
literature on negotiation and culture. These concepts provide a language for what we know and what
we do not know about culture and negotiation and allow us to build a model of factors affecting
inter–cultural negotiation process and outcome.
A MODEL OF INTER–CULTURAL NEGOTIATION Negotiation
Negotiation is a form of social interaction. It is the process by which two or more parties try to
resolve perceived incompatibl e goals (Carnevale & Pruitt, 1992). In order to understand the effect
of culture on
negotiation, it is useful to have a mental model of negotiation. What is it that people mean when
they say they negotiate? What is involved in negotiating? What is a good outcome in negotiation?
What does it take to get a good outcome? What goes wrong in a negotiation that has a poor
outcome? However, if culture has an effect on negotiation, the mental models of negotiators from
one culture may not map on to the mental models of negotiators from another culture, making the
speci® cation of a single mental model problematic. There are two ways to approach this problem of
specifying a mental

Negotiation Techniques
Nogotiation Negotiation skills Five basic principles Be hard on the problem and soft on the person
Focus on needs, not positions Emphasize common ground Be inventive about options Make clear
agreements Where possible prepare in advance. Consider what your needs are and what the other
person 's are. Consider outcomes that would address more of what you both want. Commit yourself
to a win/win approach, even if tactics used by the other person seem unfair. Be clear that your task
will be to steer the negotiation in a positive direction. To do so you may need to do some of the
following: Reframe Ask a question to reframe. (e.g. "If we succeed in resolving this problem,. what
differences would you notice?" Request ... Show more content on Helpwriting.net ...
Although you are not aiming to give out the maximum, it is worth knowing so that you will not go
out of your limits. Know what your opposition is trying to achieve by their negotiation. This is
useful information that could be used to your benefit and may well be used to reach a final
agreement. Consider what is valuable to your business, not the costs. You may end up losing
something in the negotiation that is more valuable to your business than money. It could be a
reliable client or your company reputation. Negotiating It is important that you approach the other
party directly to make an appointment to negotiate should it be in person, writing or by phone (not
through a phone operator, receptionist, assistant etc) as this will allow you to set the agenda in
advance, and improve the prospects of the other party preparing sufficiently enough to make a
decision on the day. Try to be fairly open about your reason for contact or they may lose interest
instantly and not follow up on the appointment. Save all your comments for the actual appointment–
don 't give away anything that will give them a chance to prepare too thoroughly: it 's not war, but it
is business! So, it 's time to negotiate and you 've prepared well. What else must you have? Two
things: confidence and power. Your power will come from your ability to influence. For example,
you may be the buyer (but not always a strong position), or have

Conflict and Negotiations
I. EXECUTIVE SUMMARY
Conflict is a process that begins when one party perceives that another party has negatively affected,
or is about to be negatively affect, something that the first party cares about. It also encompasses a
wide range of conflicts that people experience in organizations.
Conflicts are usually caused by poor communication, lack of openness and failure to respond to
employee needs. Human Relations View Conflict as the belief that conflict is a natural and
inevitable outcome in any group. While Interactionist View Conflict as the belief that conflict is not
only a positive force in a group but that it is absolutely necessary for a group to perform effectively.
There are at least ... Show more content on Helpwriting.net ...
Task Conflict
– Conflicts over content and goals of the work.
2. Relationship Conflict
– Conflict based on interpersonal relationships.
3. Process Conflict
– Conflict over how work gets done.
IV. THE CONFLICT PROCESS
[pic]
Stage I: Potential Opposition or Incompatibility
– Communication
– Semantic difficulties, misunderstandings, and "noise"
– Structure

– Size and specialization of jobs
– Jurisdictional clarity/ambiguity
– Member/goal incompatibility
– Leadership styles (close or participative)
– Reward systems (win–lose)
– Dependence/interdependence of groups
– Personal Variables
– Differing individual value systems
– Personality types
Stage II: Cognition and Personalization
Perceived Conflict
– Awareness by one or more parties of the existence of conditions that create opportunities for
conflict to arise.
Felt Conflict
– Emotional involvement in a conflict creating anxiety, tenseness, frustration, or hostility.
[pic]
Stage III: Intentions
Intentions
– Decisions to act in a given way.
Cooperativeness:
– Attempting to satisfy the other party's concerns.
Assertiveness:
– Attempting to satisfy one's own concerns.

Negotiation Notes On Negotiation Strategies
Final Term Paper
Seminar 6
Courtney Williams
PPM 321
Negotiation Strategies
Prof. Kurt Brandquist
August 6, 2014
Table of Contents
Introduction 3
Negotiation 4
Types of Negotiations 6
Historic Negotiators 10
President Kennedy & the Cuban Missile Crisis 11
BANTA 15
Conclusion 17
References 19
Introduction
Negotiating is something that has been around since the beginning of mankind. We all start off
negotiating as little kids, even for little things such as candy and toys. When we grow up,
negotiating becomes sort of the norm. We negotiate consciously and subconsciously every single
day. When you think about it, negotiation takes up most of our lives. We are always trying to see
what we can get as a benefit without giving up much. It always comes down to the pie, how big is
the pie and who can get the biggest slice. As we become adults with careers, there are ever some that
become flat our 'Negotiators'. This means that all they do for a living is negotiate. They are master
negotiators and are praised for being so. When it comes to negotiation, persuasion is also within that
talent. You have to be able to get what you want from people without them feeling like they are
being taken advantage of and that they are also getting just as big a piece of the pie as you are
getting, although in reality they are not. Negotiation Negotiation is all about a strategy. The end
result is usually to end a problem that someone is having, whether it is personally or

Examples Of Negotiation In Negotiation
INTRODUCTION Negotiation is something that everyone is familiar with and we all do every day.
Negotiation is an art or a way in which two or more than two parties reach a mutually benefitted
agreement; thereby there is win–win situation for both the parties involved. This skill is very
important for everyone, even if you own a small business; this is a necessary skill as many business
deals require negotiation. The golden rule for successful negotiation is to be fair and square with
everyone. An aggressive behavior will not give you a fair deal and you may end up losing your
customer/partner. Being a good negotiator helps you to reach agreements, achieve objectives, get
along better with people, and ultimately be more productive and successful. ... Show more content
on Helpwriting.net ...
Individuals decide what they want, then each side takes up an extreme position, such as asking the
other side for much more than they expect to get. A typical example of negotiation over the price of
a car: "What do you want for it?" "I couldn't let it go for under £2,000." "I'll give you £1,000." "You
must be joking." "Well, £1,100 and that's my limit." "£1,900" ... "£1,300" ... "£1,700" ... "£1,500" ...
"Done!" While this form of bargaining may be acceptable in the used car market, and even expected
in some cultures, for most situations it has drawbacks. These drawbacks can have serious
consequences if applied to social situations. THE WIN–WIN APPROACH TO NEGOTIATION
Many professional negotiators prefer to aim towards what is known as a Win–Win solution. This
involves looking for resolutions that allow both sides to gain. In other words, negotiators aim to
work together towards finding a solution to their differences that result in both sides being satisfied.
Key points when aiming for a Win–Win outcome include:  Focus on maintaining the relationship
 Focus on interests not positions.  Generate a variety of options.  Aim for result to be based on
a objective

Negotiation Analysis : An Effective Negotiation
Abstract Negotiation entails getting the best of any deal or opportunity presented to an individual.
An individual who has sufficiently studied the opponent's strengths and weaknesses is in a better
position to negotiate for a better deal than one who has not. This paper is a negotiation analysis
between an employer and an employee who has been offered a new job offer by a company which is
a new entrant into the market. The employee uses this new job offer as a BATNA in the negotiation
and has clearly demarcated the bottom line in which the employee cannot go below. The paper
critically looks on how to conduct an effective negotiation and when to present one's BATNA during
the negotiation process. Negotiation Analysis Introduction I have been working as a purchasing
officer in this company for two and half years. It was my first job fresh from college, and I have
learned a lot over that period. My employer is good and has always provided favorable working
conditions for the staff. My colleagues are easy to work with and very cooperative and have taught
me a lot, especially those who are senior to me. However, two weeks ago, I received a job offer
from another company, which is offering better terms of service, but it is a new company. I have
decided to use this leverage against my employer to seek better terms of service. Theme Statement
Negotiation is an effective tool for an individual in pursuing a better agreement from an opponent. I
intend to use this skill in securing

Negotiation Checklist
The Negotiation Checklist is a list that helps to prepare you for negotiation. The list consists of four
parts: you (the negotiator), the other party (them), the situation or environment, and the relationship
between the parties. According to Tripp, "The well prepared negotiator knows the playing field and
the players, is seldom surprised, and can promptly capitalize on opportunities." In the first part of
the negotiation checklist, self–assessment is necessary in order to determine what you want out of
the negotiation process. You must determine the goals that you have in this negotiation, so you can
determine what you want out of the deal or process. After the goals are set, each issue must be
determined then be assessed as to ... Show more content on Helpwriting.net ...
Now as a graduate student, I do the accelerated format while working full time as well as having an
online business. It is much easier to negotiate something that you experience firsthand. It is also
easier to build a relationship with someone that you have something in common with. The more that
you have in common with a prospective student, the more level the playing field and trust built.
When I talk to a student, I always want to build rapport with each interaction. I know that if student
is satisfied in their admissions process, they are more likely to refer other students to attend Indiana
Tech. When this happens, it makes the negation process easier because they know and trust you
because someone referred them to you. I feel that if you are a good negotiator, the other party or the
situation that you are negotiating with doesn't really matter. A good negotiator always has several
alternatives, so that they don't get stuck in negotiations or a situation. You have to know what you
are doing and if it will benefit you in a negotiation. I feel that the most important part of negotiation
is relationship building. When you build a solid relationship on trust, you are more likely to come to
agreements even if you have to come up with different alternatives. I know that when I buy or
negotiate things, I like to go to people I have a solid foundation with. If I don't know someone then I
ask

Summary of Negotiation
Summary of negotiation simulation In this negotiation simulation, my role is the buyer.The final
price the seller gave me is £7500, but my expected price is £7000. Even so I have not been able to
reach my expected price but I did not beyond my highest limit £8000.Before the negotiation I have
done some preparation work which is helpful for later negotiation. At first I checked the secondhand
car market online to know more about the price of another sellers so that I can give a competitive
price in the simulation. Then I have calculated the cost I have to pay, in order to buy this used car,
and then deduct it in expected price,so I know at what price I buy it that I will not loss. However,
what I did wrong may only focus on the price of ... Show more content on Helpwriting.net ...
Besides that, buyers can persuade sellers to reduce price again by immediate payment. At last, after
the price reduction of the seller for several times, there is almost little space to reduce it continually,
so it appeals to be better that both sides can seek the middle price between the range so that no
matter the buyer or the seller both are able to share the loss then achieve a win–win situation. As the
seller, first of all if the buyer offer 7500 at the beginning, actually the upper limit price he can accept
is 8000, so the seller at this moment should take the strategy that the scope of reduction should be
smaller than last time, at fist the scope can be larger but then at the latter reduction the scope should
be much smaller like 8500–8200–8050–8000.In this way the seller not only let the buyer realize it
has already reached the limit but also every reduction will cause huge loss to seller side.Therefore,
the buyer will feel it seems to benefit from the seller. Then, initiatively offer some alternatives such
as the car cover to increase the whole value of the used car, at the meantime, let the buyer know the
seller side has made concessions.At last, the seller should stick to the first price as far as possible,
and make the comparison with the configurations of this used car

Negotiation and Person
Negotiation is a basic generic human activity. The world is a giant negotiating table such that a
person can negotiate many different things in many different situations. Negotiations can occur over
labor relations, buying purchases, salaries, strikes, international affairs such as war and freeing
hostages as well as family issues such as divorce, child custody and even who gets the car keys.
There are two common characteristics of a negotiation or bargaining situation. The first
characteristic is that all negotiations have conflict inherently in them. Negotiating parties have
separate but conflicting interests. For example, a car salesman wants to sell a car at the highest price
possible. All while the buyer wants to pay as little as ... Show more content on Helpwriting.net ...
However, because of their private nature, they can be evasive and non–communicative in a
negotiation (Shoonmaker, Alan (1989).
Thirdly, "Big Daddies and Mammas" will make the other person in the negotiation feel important.
However, this is just a game to psych the other party out. In reality, a "Big Daddy or Mamma" wants
control. They want to dominate the negotiation. They try to control by means of love and approval
rather than by intimidation. A person with this style is often caring, supportive and nurturing.
However, they can be over–protective, threatening and manipulative when negotiation
(Shoonmaker, Alan (1989).
Negotiations can be broken down into two types. The first type is distributive negotiation. This is
defined as competitive win/lose bargaining. The goals of one party are seen to be in conflict with the
goals of the other party. This often occurs when resources are fixed and limited. Each party wants to
maximize their own resources. The second and more productive type of negotiation is integrative
bargaining. Both parties realize that their goals are not mutually exclusive and they help each other
achieve their objectives. There are a number of conditions that encourage integrative bargaining.
The first is to have both parties set goals. These can include common goals, shared goal or joint
goals. The next step is to have the motivation and commitment to work together. Studies indicate
that parties

Distributive Negotiation
Negotiating is a concept and practice that is a part of daily life. For parents, there is negotiating
involved in something as seemingly mundane as getting your child off to school on time and in good
spirits. At work, negotiation is at the core of employment. We have negotiated our job to offer our
skills and expertise in return for compensation. There are two main types of negotiation. Distributive
negotiation is based on the "fixed pie" solution. Each party receives a fixed share of the attributes,
solutions, and commodities to be attained. Conversely, the integrative approach to negotiation holds
that there is a solution that while there is a finite amount of attributes, solutions, and commodities, a
"win–win" approach that involves ... Show more content on Helpwriting.net ...
The research found that the number of options available as opposed to how they are applied to
finding a solution matters the most (Giebels, De Dreu & Van de Vliert, 2000). Promoting numerous
options when feasible in distributive negotiating does honor those involved and tend towards a
Christian perspective. Integrative negotiation requires a process that is more in depth, usually
involving more issues and outcomes. "The presence of many issues is beneficial because the
disputants can have interests targeting different issues. Consequently, each party concedes
something which is not valued by him while trying to obtain something important for him but
useless or not so important for the other" (www.negotiations.com/training/). Inherent in this
approach is the assumption that the parties involved will need to have a prior rapport built or work
towards building trust in the process. Research has found that "when negotiators have an egoistic
motivation, and not when they are motivated to take both one 's own and the opposing parties '
interests into consideration" (Giebels, et al., 2000, p.270). Biblically this is supported by "Blessed
are the peacemakers, for they shall be called sons of God" Matthew 5:9 (ESV). At the core of
integrative negotiation, "each side seeks to create an agreement beneficial to both parties" (Lutz,
2017, para. 3). Biblical guidance and research show that a

Management and negotiation
Fall 2014 MGT 832 Negotiation and Conflict Management Mondays 2:40pm – 5:30pm. N124 NBC
Dr. Jonelle Roth N421 Business College Complex Office Hours: Mon. 1pm – 2:30pm or by
appointment Phone: 429–3519 Email: rothjon@msu.edu Textbooks: Lewicki, R., Saunders, D., &
Barry, B. (2010). Negotiation: Readings, Exercises, and Cases (6th ed). Irwin/McGraw Hill.
Additional course material will be handed out by the instructor during the quarter or posted on
ANGEL (www.angel.msu.edu). Overview: This course is designed to explore the processes of
bargaining and negotiation as social and managerial activities. The course is designed to be relevant
to a broad spectrum of negotiation and conflict problems that are faced ... Show more content on
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So if you identify "lack of confidence" as a weakness, I want to part of your future papers to
examine your confidence levels in the past negotiations and what you've done to address that
weakness and how you will continue to work on that weakness. I would also like to see your overall
evaluation of how you have negotiated with regards to specific negotiations (where you discuss the
negotiation, what happened, and how you performed. You can discuss what tactics you used, how
they worked, how your opponent responded, etc. Or were you right in your choice of strategy, about
your strengths, and about your opposition? If not, why not? Also, how does what you did or learned
relate to your everyday, personal situations? How can this help you function better in the future?
You are not restricted to what we cover in class. You may (or perhaps should) write about any other
negotiations you are or have been involved in at work or in some other setting., Feel free to write
about relevant political issues, things happening on TV or in the movies that struck you,
conversations with your significant other, etc. Your analysis should deal with those issues similarly
to those just outlined above. Grading: The basic grading criterion is apparent effort to gain insight;
the best papers in the past have been those that exhibit some evidence of thought and creativity,
blending together anticipated and accomplished class

Constraints In Negotiations
Introduction
In any negotiation process, there are always constraints involved and decision making process
involves an analysis of the gains and tradeoffs one has to go through to reach the best optimal
solution Decision making process is not just a psychological process as perceived by many but more
of a game theory because both the bidder and the negotiator are faced by various constraints, which
both have to develop a model with both constraints and targets and later iterate to obtain an optimum
solution Here, again, BATNA (best alternative to a negotiated agreement) comes into play; both
parties must go for a sacrifice. None gets exactly what he wants but goes for a better alternative. The
opportunity cost of leaving the job must be ... Show more content on Helpwriting.net ...
This creates a dynamic whereby the party that supplies others with rewards obligates them to pay
back in some way,as failure to do so creates an incentive for such a party to withhold such rewards
and only supply them to individuals who will refund it for its troubles. Thus, we can observe that
increasing one's potential to supply rewards to an interaction (i.e., improving one's contribution) can
heighten an individual 's power through increasing his level of benefits that can be obtained from the
association.
With the objective to the attainment goal, negotiators here are motivated to maximize their utility
subject to constraints, which is accomplished through orienting instructions (e.g., "maximize the
points earned in the negotiated solution") and the rewards (e.g., "payment will be based on the
points earned in the negotiated solution."). As a consequence, the attainment goals, and the operators
generating outcomes that tend to move towards the goal, have an influence on the search for
solutions. However, this agreement goal may alter the search for solutions that occur within the
fundamental problem space. More specifically, as solutions tend to unfold, they must incorporate
aspects of search by the other parties––the duo mutually inform and also constrain one

negotiation
Negotiation is one of the instruments of Procurement Management.
Describe tactics that can be applied in a negotiational situation.
DEFINITION OF NEGOTIATION
Negotiation is one of the most common approaches used to make decisions and manage disputes. It
is also the major building block for many other alternative dispute resolution procedures.
Negotiation occurs between spouses, parents and children, managers and staff, employers and
employees, professionals and clients, within and between organizations and between agencies and
the public. Negotiation is a problem–solving process in which two or more people voluntarily
discuss their differences and attempt to reach a joint decision on their common concerns.
Negotiation ... Show more content on Helpwriting.net ...
Will to settle. For negotiations to succeed, participants have to want to settle. If continuing a conflict
is more important than settlement, then negotiations are doomed to failure. Often parties want to
keep conflicts going to preserve a relationship (a negative one may be better than no relationship at
all), to mobilize public opinion or support in their favor, or because the conflict relationship gives
meaning to their life. These factors promote continued division and work against settlement. The
negative consequences of not settling must be more significant and greater than those of settling for
an agreement to be reached.
Unpredictability of outcome. People negotiate because they need something from another person.
They also negotiate because the outcome of not negotiating is unpredictable. For example: If, by
going to court, a person has a 50/50 chance of winning, s/he may decide to negotiate rather than take
the risk of losing as a result of a judicial decision. Negotiation is more predictable than court
because if negotiation is successful, the party will at least win something. Chances for a decisive and
one–sided victory need to be unpredictable for parties to enter into negotiations.
A sense of urgency and deadline. Negotiations generally occur when there is pressure or it is urgent
to reach a decision. Urgency may be imposed by either external or internal time constraints or by
potential negative or positive

An Analysis of Negotiations
An Analysis of Negotiations Introduction The order in which things are said is almost as important
as what is said, and in some cases it is even more important. This has been a long–recognized fact in
the world of rhetoric and basic composition from time immemorial. It is only relatively recently,
however, that this fundamental truth has been explicitly and consciously explored in the realm of
negotiating and information strategy. The additional factor of who receives what information at what
time, and the order in which separate entities are approached with different pieces of information,
adds a similar but exponentially complicating factor to information exchanges during a negotiating
practice. This was made very clear during the Harborco negotiations, as our team was able to use
effective negotiation sequencing to our advantage. By striking certain deals first, supplying
information and signaling intentions and plans selectively and on a time– and order–specific basis,
the Harborco negotiations were handled more smoothly and more effectively than might otherwise
have been the case. Effective Sequencing Through a series of increasingly complex examples and a
sound explanation of what is ultimately relatively straightforward probability theory, Sebenius
makes the importance of sequencing in negotiations and deal–making quite clear. There are many
reasons that one party to negotiations might have their willingness to agree with certain deals or take
certain actions

Euromouse's Negotiation
he negotiation process for this simulation was an open discussion between the mayors of the
commune, one EuroMouse executive, and one representative of the national government. The issues
discussed were financial compensation, revenue sharing, expediting permits, instating a community
planner, and the press release. This negotiation took the form of an open discussion with the
exception of the discussion about revenue sharing, as this was discussed between the mayors only.
Before each point was discussed, the parties' agreed to relay their interests. Each party was given
time to describe their interests and what they would like to see happen from the negotiation. The
mayors of each commune had formed a coalition, and described their interests first. The EuroMouse
executive spoke next and the national government representative spoke third. Once each group ...
Show more content on Helpwriting.net ...
The negotiation was expressed through each party's communication skills, and this became a
valuable strategy throughout the negotiation. For the majority, each party wanted to leave the
discussion with a positive outcome and relationship. As a result, all parties were participating in
active listening and careful body language. These communication skills became a hindrance,
however, when it came time to discuss issues of more conflict, such as preserving the culture of the
communes. In times of higher conflict, many of the party members expressed their negative
emotions through their body language and words, adding to the tension of the conflict. The
EuroMouse executive's communication skills in particular were used to try and establish rapport
with the commune mayors. This was seen in how the Mouse executive referred to each mayor by
name and how relaxed the executive's body language and language overall were throughout the
discussion. This rapport establishment was instead interpreted as disrespect by the mayors and
backfired on the

Negotiation Essay
Negotiation
Point
"Effective negotiation is not about conflict. It is not about deviance or dishonesty. It is not
about posturing, or bullying, or threatening. Effective negotiation is about exhaustive preparation,
utter clarity, heartfelt communication, and a sincere, demonstrated desire to fully understand not just
your own needs, but the needs of the other party." Leigh Stienberg: Winning with Integrity.
Reason
Does every thing in life revolve around negotiating? Your relationship with family, friends,
significant other, school, church, work, does every thing have to be a negotiated? I feel the answer is
of course "Yes." I want to feel I get value for what I'm spending, whether it is time,
talent or money. As ... Show more content on Helpwriting.net ...
Go up you opponents ladder as high as you can reach.
The Second is setting your goals and limits. Set limits before you negotiate. Knowing what your
limits are will allow you to make more rapid decisions during the course of negotiations. BATNA?
"Your BATNA is your Best Alternative To a Negotiated Agreement" I first read this term
in Entrepreneurial Edge Magazine then I did some research and found it's source given to two
different parties one being The Harvard Negotiating Institute and the other being. William Ury and
Roger Fisher. Getting to Yes I believe the credit goes to both because Ury and Fisher were part of
the Harvard Negotiating Project. Anyway what does BATNA really mean; it is the best way to fulfill
your needs and interests without the other's agreement.
Knowing your limits gives you the strength and confidence to walk away when needed. Try and not
back yourself into a corner with no way out. Leave an alternative when ever possible. Having set
limits are good but don't make the bottom line so inflexible that you can't reexamine someone's offer
in a different light. Knowing when no deal is the best thing for you can be a hard decision at times.
What will happen if I can't reach an agreement? Letting go of the pressure for a deal may lead to
another deal down the road. Knowing when to fish or cut bait is important. "There's always
another Deal around the corner."

Negotiation by Lewicki
Book Summary of Negotiation by Roy J. Lewicki, David M. Saunders, and John W. Minton
Citation: Negotiation, 3rd edition, Roy J. Lewicki, David M. Saunders, and John W. Minton,
(Boston: Irwin McGraw–Hill, 1999). This Book Summary written by: Conflict Research
Consortium Staff Readers will find this textbook on negotiations to be broadly accessible and very
informative. The third edition has been substantially updated and revised to reflect current
negotiations research. Thirteen chapters are presented in four parts. The first chapters focus on the
basic elements of conflict and negotiation. Part Two examines the processes of communication,
persuasion, and ethical judgment. Part Three explores external influences on negotiations, ... Show
more content on Helpwriting.net ...
The likelihood of communication errors increases when parties are in conflict or dislike each other.
Parties are also prone to mistakes in perception. Misperceptions arise from stereotyping, projection,
and selective perception. The parties conflict frame also shapes their perceptions. Negotiators in
conflict regularly make a common set of cognitive errors. The text identifies eleven: "irrational
escalation of commitment, mythical fixed–pie beliefs, anchoring and adjustment, framing,
availability of information, the winner's curse, overconfidence, the law of small numbers, self–
serving biases, ignoring other's cognitions, and reactive devaluation."(p. 174) These errors can be
addressed by a variety of techniques including the use of clarifying questions, role reversal and
reframing. Leverage refers to the use of power to gain a temporary advantage over the other party.
Power in negotiations typically comes from having information and expertise, from having control
over resources, or from one's position within an organization. Leverage tools fall into four
categories: ways of enhancing the effectiveness of messages, ways of enhancing the sender's
credibility or attractiveness, ways that receivers can elicit or resist messages, and ways of arranging
the larger context to reinforce one's messages. The text describes a number of specific techniques for
exercising leverage. Sometimes negotiators may resort to ethically questionable tactics. Negotiators
resort to unethical

Negotiation : Team Exercise And Negotiation
MSL 665, Conflict Resolution Dr. Francis Trascritti, Phd. Team Exercise; Negotiation Heather
Bradley Belhaven University October 10, 2015 Team Exercise; Negotiation Whether it is at work,
church or in our private relationships, negotiations are a necessary tool for reaching an agreement.
They are made by discussing each parties point of view with the aim being to reach an agreement
that is mutually beneficial. For the most part, negotiation is the process by which those people
involved successfully adopt or abandon their respective position through the use of positional
bargaining. There are different types of approaches for the negotiation process – some hard and
others soft in their manner of approach. The desired outcome of ... Show more content on
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He realizes that in order to do so he needs to determine what Sunrise can afford and what
alternatives the competition are offering. Jim knows that he needs to appear keen to do the deal, but
not desperate. He apologizes for coming across somewhat aggressively and takes time to clarify to
Ann that he is a new salesperson at Helios and that Sunrise will be his first major account. Further
he goes on to let her know that should Sunrise decide to go with him, he will make the account a
personally priority. In an effort to assess Sunrise 's needs, Jim asks Ann what features or extras
Sunrise desires and what are their priorities – price, service or delivery? He knows that he needs to
identify what benefits his deal offers Sunrise, what problems it solves for them, what alternatives it
replaces. Jim also confides to her that he is under pressure from his home office to boost revenue in
the territory since he is new. He goes further to tell her that while he considers her counteroffer too
low, he would love to reach a compromise that is mutually beneficial. Jim realizes that at this point
he needs to concentrate on asking questions and listening as well as keep his negotiating position
hidden. He asks Ann pointedly whether they are any deal–breakers and what alternatives she would
feel comfortable with. As they are dealing, Jim is looking for reciprocation on any concessions like
an increased order size in exchange for a discount. Once an agreement has been reached and all

Negotiation Paper
Negotiation is viewed differently across various cultures. While many Americans view the process
of negotiation as competitive, the Asian community is more likely to view negotiation as a means of
information sharing (Lewicki, Barry, & Saunders, 2010). I have found that many Americans
generally view the negotiation process as being a distributive process and can be assertive when it
comes to negotiation. Some cultures view negotiation as either distributive or integrative. There are
several different managerial perspectives in how culture can influence negotiation. Negotiation
opportunity is when different cultures view the opportunity as either distributive or integrative.
Negotiators of different cultures can be influenced by the ... Show more content on Helpwriting.net
...
We are usually in a hurry to get from one place to the next. We often have meeting and meeting to
attend during the workday. Our schedules are set according to the clock. Other cultures are not as
time sensitive because they are more event based culture. They let the even drive their schedule
rather than the clock. Other cultures sometimes view Americans as always being busy rushing to and
fro and always on the move. Some Asian and Pacific cultures are a few of the events based cultures,
rather than time sensitive. Though both are important, it is conducive to respect each other's culture
and the importance that culture places on time, the event, or both. Risk taking is highly important in
the negotiation process. Americans are known to be more on the risk taking or the gambling side of
negotiation, whereas Europeans are more conservative and may require more information before
settling into a negotiation. Some Asian cultures, like Americans, are more willing to take risks.
Those who are more conservative may slow down the process while collecting additional

Negotiation Skills : Negotiation Strategies And...
In "Negotiation Skills: Negotiation Strategies and Negotiation Techniques To Help You Become A
Better Negotiator," we are given great insights of how to make the most of negotiations. It provided
some tactics of how to transform what is taught in the classroom into workable skills. The article in
turn provided different strategies and techniques for various sections, which we will explore
throughout. The article commenced by providing three steps that could be used to increase the
likelihood of absorbing and applying the newly learned skills. They were: 1) be ready to make
mistakes, 2) take a proactive approach, and 3) consciously practice your new skills. In this section,
we are given the notion that feeling uncomfortable and learning that we have made decision based
on faulty intuition is an important part to recognize and improve our negotiation skills. In addition,
it's vital to carefully listen during negotiations. We often find ourselves as having lost the
opportunity to identity our counterpart's interests. However, in to translate our skills, we need to
consciously practice them. This requires hard work and vigilance. In the next section, we are given
an overview of the impact resulting from setting high goals. While having, high aspirations is key to
negotiation success, it can also have unexpected consequences as stated in the article. As
documented, parties who set high goals are deemed less likable those their counterparts and thus are
less cooperative in the

Esssential of Negotiation
Helsinki School of Economics Advanced Negotiation Practices Course Book Summary Assignment
Essentials of Negotiation Lewicki, Roy J., David M. Saunders, and John W. Minton. 2001.
Essentials of Negotiation: 2nd Edition. New York: McGraw–Hill/Irwin Reviewed by Mohammad
Moshtari February 2008 Book Summary Assignment Essentials of Negotiation Book Introduction
This book represents authors' response to faculty who wanted a briefer version of the longer text,
Negotiation. The objective of this shorter volume is to provide the reader with the core concepts
negotiation in a more succinct version. The book is organized into 9 chapters. The first four chapters
introduce the reader to ¨ Negotiation Fundamentals¨. The first chapter ... Show more content on
Helpwriting.net ...
This situation of mutual dependency is called interdependence. Interdependent relationships are
characterized by interlocking goals; the parties need each other to accomplish their goals. The
structure of the interdependence (wind–lose or win–win), determines the range of possible outcomes
of the negotiation and suggests the appropriate strategies and tactics that the negotiators should use.
Interdependent relationships are complex. Both parties know that they can influence the other's
outcomes and their outcomes in turn be influenced by the other. This mutual adjustment continues
throughout the negotiation as both parties act to influence the other. Making and interpreting
concessions is no easy work, especially when there is little trust between negotiations. The search
for an optimal solution through the processes of giving information and making concessions is
greatly aided by trust and a belief that you are being treated honesty and fairly. Two efforts in
negotiation help to create such trust and belief: perceptions of outcomes that attempts to change a
party's estimation of the perceived importance of something and perception of the process may help
convey images of equity, fairness and reciprocity in proposals and

Negotiations
CORE NEGOTIATION CONCEPTS Rex Mitchell Opportunities and requirements for negotiation
(and persuasion) are everywhere, everyday Negotiation: * Conferring with another so as to arrive at
the settlement of some matter (dictionary) * Negotiation is a basic means of getting what you want
from others. It is back–and–forth communication designed to reach an agreement when you and the
other side have some interests that are ...opposed. (Fisher & Ury) Negotiation myths (first four from
Thompson 1998): 1. Good negotiators are born – they are self–made, requires study and practice 2.
Experience is a great teacher – experience can improve negotiation skills to some extent, but have to
learn from the experience – not unaided, ... Show more content on Helpwriting.net ...
* Two main approaches to negotiation: – Competitive – Collaborative – But can combine these in
"principled approach" (more later) * Key differences in the ways these two approaches deal with
CRIP goals: – Content: win–lose (in competitive) vs win–win (in collaborative) – Relationship:
unfriendly vs friendly – Identity/face–saving: rigid/confrontational vs flexible/supportive – Process:
positional bargaining vs interest–based bargaining (to build solutions) * I feel that it is desirable to
consider (at least partly) collaborative negotiations in a large majority of situations. However,
collaborative negotiations are not always possible, appropriate, or sufficient. For example,
sometimes you need to protect yourself. * Note that negotiations can and often do combine
competitive and collaborative approaches and tactics Competitive Negotiations: * Basic
assumptions: – Negotiating is controlled by egocentric self–interest – The underlying motivation is
competitive/antagonistic – Limited resources are available and are zero–sum – This negotiation does
not affect the future – The goal is to win as much as you can, especially more than the other side *
Communication patterns: – Make high opening demands and concede slowly – Try to maximize
tangible resource gains, within the limits of the current dispute – Exaggerate the value of
concessions that are

negotiation
Article one: The hidden aspects of International Negotiations
Nations have faced enormous increase in international negotiations from 20 years ago. In an
increasingly globalized world, more businesses are trying to go beyond the borders. It is obvious
that negotiations preceded all cosmopolitan commercial transactions such as a product sale,
formation of a joint venture, merger or acquisitions of companies, or the licensing of the business to
or from a foreign firm. Negotiations are unavoidable when an essential outcome is impossible to
achieve unilaterally without incurring undesirable political, authorized, or cost–effective
consequences. Hence, global negotiations play a crucial role to get a satisfactory multinational
business ... Show more content on Helpwriting.net ...
It indicates that those inhabitants are absolutely affected by their agrarian ideals. In order to survive
in that system, there should be a strong sense of faithfulness among them. Above all, the whole
system is holistic rather than individualistic.
In contrast, most of the US population is largely urban. Thus, their values will represent the urban
culture and beliefs. However, when one traces American culture, there is a large influence from the
cowboy culture and in this sort of culture and there was a tendency to jump into issues head on.
Ethics in Chinese and American systems: The Chinese culture is such that most of the members of
the population have a deep sense of morality. They also are concerned with finding 'the way '. That
is why most Chinese negotiators will be concerned with the process of negotiation rather than the
final result.
Conversely, Americans strongly believe in sticking to the truth. They do not have respect for the
process of reaching their objectives. Instead, most of them focus on the end. It is common to find
that some American negotiators will become angry when they realize that the reality is not getting
adhered to.
Chinese versus American writings: American children learn about letters and numbers when they
have few years. However, Chinese children learn all about symbols and pictures at a tender age.
This

Essay on Negotiation
The book that I have read is Successful Negotiation by, Ginny Pearson Barnes, Ed.D.. I really don't
read many books but I enjoyed reading this one. Ginny has many great points about negotiation.
Every aspect about communication is applied when discussing the negotiation process. Negotiation
can be very complex when looking in depth about it.
The definition of negotiation is the process of resolving a disagreement, giving and taking in a
relationship. When we negotiate we must try to get a win win outcome. A win win outcome is when
both parties are happy ... Show more content on Helpwriting.net ...
It's like understanding where the other person's feelings and thoughts are coming from. There are
three different relationships, which are dependence, independence and interdependence. One very
positive form of negotiation is empowerment. When you empower the other person you think in the
other person's perspective and know what right buttons to push. It's like saying that giving power is
better than taking it away form the other because it will just make the other person throw up their
guards. Body language is also another form of negotiation that can help it or hurt it. Non–verbal
communication is very powerful since it's 93% of communication (I thought I learned something in
class). Certain words will totally make negotiation bad for you. Using: you, but, can't, always or
never, should have or ought to have will make the negotiation process hard for you.
A negotiator has to be knowledgeable. You have to know things about you and the other person.
Know what you want out of the negotiation even if it is positive or negative. Knowing the other
person means that you should know their perception and their personality. It's sort of like mind
reading. You have to know a little of what you're up against. Also, "self–talk" works well too. This
prepares you in that you have a mental picture of what you are going to do. . After doing all this, you
may get into a negotiation and get a "yes". This is very good and positive. This means that the

Hostage Negotiation
Hostage and barricade incidents are amongst the most difficult, emotional, and sometimes
potentially lethal situations that a negotiator can be involved in. Often, the hostage taker shows signs
of mental illness, drug or alcohol intoxication, or personal disputes accompanied by a high level of
emotion. (Feldmann) These contributing factors lead to impulsive and often unpredictable behavior
on the part of the hostage taker. It is sometimes impossible for negotiators to anticipate possible
outcomes and complications that could arise from these incidents. Negotiators use a wide variety of
tools, information, and strategies to try and resolve whatever grievances and demands the
perpetrator is exhibiting. The main focus on the part of the ... Show more content on Helpwriting.net
...
The student expresses intense frustration with both the school and the oppressor. Revenge and
murder are his motivators and bystanders become the hostages.
What prompts a hostage taker? Many different situations can trigger an emotional outburst. For the
criminal, desperation is usually the motivator. Fear of going to jail either for the first time, or
returning, is the main reason for taking a hostage. (Fuselier) The situation itself is also a trigger. For
the person who takes either a family member or loved one, the motivation is different. Loss of a
family life and fear of change often take over emotionally. If a spouse is awarded custody of kids,
possessions, and sometimes money, the subject experiences an emotional breakdown, which leads to
irrational behavior. (Fuselier) Anger and jealousy are often the most common emotions felt by the
hostage taker. The risk to these hostages is much greater due to the emotions involved. Also, the
hostages have not bee taken as a mean to satisfy demands, but rather because the subject intends to
murder them. (Fuselier) The disgruntled worker and the student often feel oppressed in some way
either from peers or management. They are often looking to fill a void in their life, which ids usually
lack of respect. They believe that by resorting to violence, they can gain the respect that they lack.
(VanZandt) Also, many employees feel that they do not have a voice in the company and that
management does not care about their

The Art of Negotiation
The Art of Negotiation: Best Practices for Success April 2010 © 2010 Denali Group Introduction
This whitepaper closely examines techniques that are key to In–Flight Negotiations. Specifically, we
will address critical components of successful negotiations, including: 1. 2. 3. 4. 5. 6. The
Negotiation Process Key Principles Strategy and Tactics Best Practices Lessons Learned Conclusion
2. The Negotiation Process There are two distinct phases and four critical steps to a successful
negotiation process, as illustrated below. Preparation is key to the process to ensure that you are
negotiating from a position of strength. The old adage "knowledge is power" certainly holds true
when it comes to leveraging timely market intelligence ... Show more content on Helpwriting.net ...
Lessons Learned When the negotiation process is complete, it's time to revisit the process to
evaluate what worked and what can be improved upon in future negotiations. It is also important to
communicate the successes and lessons learned to other internal stakeholders. Promote successes
within the organization via internal newsletters and other forms of communication such as your
intranet; remember to "ring the bell" each and every time savings is generated and share credit with
the entire stakeholder team Initially, look for a couple of "quick wins" to gain support from internal
stakeholders Create a mix of large, complex projects with less complex, smaller projects Don't say
"no" to helping a business owner, especially early on in a program – building relationships and
helping the business owner achieve his or her goals is critical to gaining trust and access over the
longer term Top–down support is critical for this type of program to work, for example, a COO
mandate plus numerous presentations to/discussions with business owners at both the director and
VP level are recommended Top–down support is NOT enough – a "bull in a china" shop approach
will not work because front–line business managers will shut you out; it is critical to build
relationships at the manager level and to make sure that goals and objectives are aligned,

Negotiation Of A Cooperative Negotiation Style
Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout
their negotiation. A cooperative negotiation style is demonstrated as they combine their points of
view regarding their clients concerns with outcomes to effectively solve the issues raised. The main
focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the
conflicting objectives were resolved by compromises and solutions but forward by both Gina and
Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation
where both parties jointly attack the problems arising to achieve a compromise. Gina Blair
represented a competitive–cooperative negotiation strategy which represented a middle ground, both
combined in a style which was open minded but assertive. Gina had scheduled the telephone
meeting between herself and Daniel Trent; therefore she had more knowledge about what was going
to be discussed. As she had initiated the negotiation she had prepared well for the issues concerning
her clients. She presented her negotiation in a logical structure, showing that she had prepared all the
areas of concern which she intended to address. Her preparation allowed her to identify and
prioritise her client's concerns. She avoided small talk and was very direct, her approach was
assertive and she projected confidence. She had a clear understanding of the issues which were of
concern to her clients and had proposed

Negotiation : Timing, Framing, And Competitive Negotiation
II. Beginning the Negotiation: Timing, Framing, and Competitive Negotiation (Little Did I Know
How Important These All Were) The first mistake I made was the timing and the framing of the
negotiation. Margo and I are both night students so we work during the day and go to school at
night. When Friday comes around, we are excited to have an evening without school; however, we
are usually exhausted from work and the week's activities. First, I should have probably waited until
Saturday morning to discuss the renewal of the lease and invited Margo to have coffee with me
(since coffee is a requirement of law school attendance) so that we were rested, clear–headed, and
not as exhausted. Additionally, I should have started and framed the negotiation better since these
are important in the beginning of a negotiation. I remember being upset when I walked in the door
on Friday afternoon to find Kevin on the couch. I knocked firmly on Margo's door and told her that I
needed to talk to her right now. A negotiation involves both cognitive and behavioral skills. As such,
a good negotiator should have a plan that includes: (1) analyzing the problem; (2) planning ideas for
a good resolution; and (3) choosing behaviors that fit the situation in order to accomplish those
goals. I was emotional and exhausted and I should have been able to better analyze my own issues
before trying to attack the roommate issue. Furthermore, I didn't have a plan for a good resolution. I
just knew I didn't

Negotiation Skill
Negotiation Skills
Introduction
Everybody negotiate in his or hers personal and professional lives and it is an important part of the
competitive modern life. Negotiations can occur over dealing with people, business contracts,
official matters, service, buying products and relationships. As James Poon (1998, p. 41) expressed
that negotiation is a basic human activity. The world is like a giant negotiating table that person can
negotiate many different things in different situation.
Definitions
Kozicki (1993, pp. xiii – xiv) views negotiation is a simple procedure that basically a solution of
two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the
art of reaching an agreement by resolving ... Show more content on Helpwriting.net ...
3. De Janasz, Suzanne C., Dowd, Karen O. & Schneider, Beth Z., 2002, Interpersonal Skills in
Organizarions, McGraw–Hill, New York, USA
4. Fisher, Roger, Ury, William & Patton, Bruce, 1991, Getting to Yes: Negotiating Agreement
Without Giving In, 2nd edition, Penguin Books, New York
5. Ilich, John, 1980, Power Negotiating – Strategies for Winning in Life and Business, Addison–
Wesley Publishing Company, Inc, Philippines
6. James Poon, Tend Fatt, 1998, ‘Playing the Negotiation Game: Getting Down to the Basics',
Today's Manager, Feb – Mar, p. 41
7. Kozicki, Stephen, 1993, The Creative Negotiator, Boston Publishing, NSW, Australia
8. Lewicki, Roy J., Saunders, David M. & Minton, John W., 2003, Essential of Negotiation,
International Edition, McGraw–Hill /Irwin, New York, USA
9. Mills, Harry A., 1990, Negotiate – The Art of Winning, Mills Publications, New Zealand
10. Putnam, Linda L.. and Roloff Michael E., 1992, Communication and Negotiation, Sage
Publications, Inc, California, USA,

11. Scott, Bill, 1981, The Skill of Negotiation,Gower Publishing Company Limited, 1981
12. St. Louis Volunteer Lawyers and Accountants for the Arts (VLAA), Fall 2003, Arts Law Memo,
viewed August 14 2004,
13. Ury, William, 1991, Getting Past No : Negotiating Your Way from Confrontation to Cooperation,
Business Books Limited, London SW1V

Examples of Negotiations
1) This statement is neither wise nor unwise in and of itself, but depends entirely on context. There
are times when "tracking the moves" of the interested parties, which is one of the mediator's primary
tasks, would consist first and foremost of noting and handling personal conflicts between these
parties, but this is very much dependent on the dynamics around the table. In general, the advice
given to the mediator in this statement would have to be considered "unwise," as only when
personal conflicts actually become a problem should this become the central concern of the
mediator. The advice given to interested parties is likely to be more frequently applicable and
"wise," as there are numerous circumstances that can be imagined when keeping certain information
regarding one's interests would be beneficial to the negotiating process while cooperating with the
established process of negotiation is usually advantageous. Both of these general rules can and
should be violated in many circumstances, however, as it is quite often beneficial to be open and
direct about one's ends, one's willingness to compromise, and other aspects of one's interests.
Likewise it can be wise in some situations to purposefully resist or disrupt the mediator's attempt to
control negotiations, especially in instances where the mediator begins to show more willingness to
direct negotiations than is appropriate for a disinterested party. This occurred during the Rockville
negotiations in particular,

Negotiation
Negotiation Webster University PROC 5840 Negotiations 17 April 2015 In life there is always some
type of give and take amongst others. Some exchange may be beneficial and some can be regretful.
This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or
a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed
at any given time. There two common characteristic of a negotiation or bargaining situation.
Negotiating parties have separate but conflicting interest. For example, a homeowner may want to
sell their house at the highest price possible. While the buyer want to pay as little as possible for ...
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This siutation was a win–lose strategy that I've encounter. I had to scarafice more time and expend
more money for gas that I didn't planned for. I have yet to inspect or pay for this vehicle and have
already faced two type of negotiation strategy. Once I arrive at the buyer location, we greeted each
other and spoke about other issues prior to gettting directly to business. I believe this brief
conversation set the stage for our negotiation. I wanted to see what type of mind state he was in and
I'm sure if he doing the same with me. We hit it off real well, since we had similar hobbies of riding
motorcycles. Once we were done talking about our hobby, we started talking about the vehicle.
However during our hobby conversation, I was already checking the vehicle out and was already
preparing question to ask. I asked questions such as what was his reason for selling the vehicle and
if their was any major repairs needed. Their were a few minor issues with the vehicle that I was
willing to over look because I knew I could fix it. I pointed out a few concern I had and the seller
was quick to give me an explanation for every detail about the vehicle. I already had my mind set
that I was buying the vehicle for his asking price. Then the buyer decided to reduced the selling
price to $1,200.00 dollars to compensate for me having to drive the entire way to pick up the
vechile. He accommodated me by reducing the selling price of $300.00 dollars. His action

Integrative Negotiation
Integrative Negotiation By MGT 5193.E2 February 16, 2011 Definition of Integrative bargaining
states that; it is a negotiation between the parties when the parties are not experiencing a direct
conflict over an issue and they want to be benefitted from discussions(Negotiations betweena
union...,n.d.). Integrative negotiation is a process in which the party's goal is to develop a result
which is benefitted to both of them. Integrative bargaining is also known as win–win negotiation.
Integrative bargaining is an alternate strategy to the distributive negotiation. The main focus of
integrative negotiation is that both parties work together to find the best possible result (Integrative
negotiation is a ... Show more content on Helpwriting.net ...
It also allows the party to find out resolutions of a conflict by open communication. This integrative
style also helps to keep the team's positive relationships intact for future group interactions (In
today's world individuals in the..., n.d.). Distributive Negotiation Vs. Integrative Negotiation There
are two types of negotiations; distributive negotiation and integrative negotiation. The difference
between distribution negotiation and integrative negotiation are as follows: Distributive negotiation
a) Distributive negotiation is also known as, "win–lose" bargaining. b) Distributive bargaining is a
competitive negotiation strategy which is used to decide how to distribute a fixed resource for
example money between two negotiators (Negotiations come in two forms..., n.d.). c) According
toRoy J.L, David M.S, and John W. M, 1999; in distributive bargaining both parties try to get
benefit as much as possible without the concern of how much other party will get. d) For example:
when buyer buy a car at a price he feels is good price then he won and if he feels he paid too much
for the car he loose (Negotiations come in two forms..., n.d.). Integrative Negotiation a) Roy J.L,
David M.S, and John W. M, 1999 say that in integrative negotiation both parties try to find out
solution which is beneficial for both parties. b) Integrative bargaining is considered useful because it
produces more satisfactory results

Managerial Negotiations
Self Appraisal Paper (2500 words) The negotiations class was an insightful experience. It helped me
attain a better understanding of my strengths and weaknesses both personally and professionally. It
helped put into perspective a lot of my theoretical analysis conducted on group dynamics and, most
importantly, has helped me become a more effective negotiator. My goal with this paper is to
communicate the evolution of my negotiation skills during the progression of the course. As a
negotiator, a few of my strengths include being a good listener with a calm composure and positive
attitude. I have the ability to make my opponent feel at ease by being patient and attentive, and
breaking the ice when needed with the use of humor. ... Show more content on Helpwriting.net ...
However, seeking to know the lower limit of what is minimally acceptable to your counterpart
should be part of the negotiation discussion. Being extremely alert and using interpersonal skills
combined with the right questions will help in gauging an understanding of your counterpart's
bottom line. This gives us the liberty to anchor in on an offer and channel the negotiation around to
the reservation price of our opponent. Also, I learned that one must always have a complete
understanding of what is their Best Alternative to No Agreement (BATNA) before going into a
negotiation with an opponent. The BATNA is also known as the Consequences of No Deal (CONA).
The crucial point to be noted about understanding ones BATNA or CONA is that the negotiator is
now able to know at which point of the negotiation it would be better to walk away. This occurs
when the deal you have just agreed to is below your BATNA or CONA. Therefore, this leave you in
a worse of situation when compared to if you had walked away from the negotiation without coming
to an agreement. In the face of conflict one must look for objective criteria with which to resolve
conflict is essential. Always keep in mind the aspiration for long term relationship building. We
never know when we would meet our counterpart, another representative of his or her organization
or a common acquaintance

Negotiation Reflection

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