Negotiation Planning 5

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.

At the same time, I also realized that the negotiation partners are not always having the conflict interests during the negotiation. In this case, for some of the issues, we actually have the same goals. So baring this in mind, in the future negotiation case, I would first seek the common goals for both of us first to create a win-win situation.

Negotiations are a part of daily life whether we are aware of them occurring or not. In everything that we do there are preferred end results and the end results are likely to affect more than one person. The goal in this however, is to ensure that all parties are equally benefited from the actions and reactions that occur to create that end result. While some dealings are done in a more subtle manner without a great deal of negotiation per say there are other situations that would warrant more vocalized mutually acceptable compromises. The purpose of this paper will be to effectively explain a situation of which required negotiation on the part of both parties that almost all of us have endured and that would be the process of buying a

1. Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.

We would prepare a few things before meeting with Dr. Aplin and his consultant. First, study the business plan of AFC carefully to see if the proposal is feasible and reliable. Look at all the components with the current and future economic condition, trend of the industry and related news to see if everything is reasonable. When everything looks good from the surface, the next step is to conduct a detail research on Dr. Aplin and his company and the industry. Dr. Aplin’s personal information such as reputation, education and achievements can tell us the ability of him to support his new firm and to conduct the business. Studying about his company’s details like financial statements and how the operation goes can get us close to the most important part—compare the firm with some established companies within its area of industry. From that we can estimate the risk of the business, the return, cash flow, payback period, competitiveness

1. How did you plan for the negotiation? Explain how you decided on a strategy?

Prepare responses to the questions below after viewing the Negotiation Strategy and Tactics Tutorial in this week's lecture. In drafting your answers to the questions, make sure that you apply course concepts in your answers.

To materialize the negotiation with the Sakari, we (Nora) will accept the Sakari’s proposal about the technology and salaries and perks of the Finnish expertise. Beside this, we will propose different place either in Asia or in Europe for future conflict resolution. Not only this but also a third country will be chosen as a venue for the possible future conflict. Beside this, 40 to 60 percent of equity ownership will be proposed to ensure the relative control of the both parties in JV Company.

In any negotiation, preparation is crucial; and having a set, outlined process to follow when preparing helps mitigate a potential oversight of any significant issues within the negotiation. Following a set process also helps one stay on task and in-line with what the important issues and factors are in a negotiation. In Bargaining for Advantage, G. Richard Shell provides a well-structured framework to follow in planning for a negotiation. For this reason, I used Shell’s negotiation preparation framework to plan for the negotiation between Rapid Printing Company (Rapid) and Scott Computers, Inc (Scott).

It is a complex social process which already becomes part and parcel of our society.

From the given situation, I believe that purchase contract negotiation involves clarification and mutual agreement on the structure and requirements of the contract and I acknowledge the positions of both parties to gain the first step of forming the contract. I utilize active listening and collaborative communication techniques at the first stage of forming a contract. These techniques allow me to focus on both sides must recognize basic areas of contract agreement and the importance of other terms and conditions.

Getting to YES, Negotiating Agreement Without Giving In is an excellent book that discusses the best methods of negotiation. The book is divided into three sections that include defining the problem, the method to solve it, and possible scenarios that may arise when using these methods. Each section is broken down into a series of chapters that is simple to navigate and outlines each of the ideas in a way that is easy for any reader to comprehend. There are also several real life explanations for each issue that make the concepts easier to apply and understand. These ideas are reflective of a method developed by the Harvard Negotiation Project called “principled negotiation”. This method combines the two ideas of soft and hard negotiation

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.”

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

Negotiation is all about a strategy. The end result is usually to end a problem that someone is having, whether it is personally or