Essay on The Process of Negotiation

This paper presents my reflections on the Negotiations: Strategy and practice coursework in the MBA program at Said Business School, University of Oxford. My paper will present various reflections on different themes of negotiation simulation undertaken by me during the course. This course has allowed investigating and reflecting on key drivers of negotiation techniques for me. I have learned that transparency and coalition are the core tenet of negotiation for me. For the purpose of this reflective exercise, I will conduct a comparative analysis of the process, dynamics and outcomes based on the themes such as negotiation styles, bargaining zones, power, emotion, coalitions, value claiming vs value creation etc. for the below-mentioned simulations:

The negotiator “makes rules up along the way” (Taylor, 2013). This personality type will have trouble conforming to rules set by an organization because they change rules to what seems the easiest at the time.

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

When it comes to business, negotiation is treated as a process in which the participants bring their

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.

Once both sides have established a clear agenda and talking points now the can start the negotiation process. Each side will begin their arguments or persuasion points with each side taking turns listening before objecting the opposing side’s talking points. A good negotiator of any contract will or should poses one major important factor and that is confidence. Confidence is key to having a good chance of winning what you want in a negotiation. According to Oliver, D, How to Negotiate Effectively, (2011), Confidence is a key. “If you lose your own confidence, the counterpart will intuitively pick that up, and you will end the negotiation in a much weaker position than you need to. Tactics therefore need to be clear before you go into the negotiation. If

Negotiation is the process of making amicable decisions between individuals or groups.  In this assignment, I will discuss a negotiation that did not result in the best possible solution for all parties. This negotiation was related to my work experience where I was a realtor who was representing a buyer in negotiation of the property’s price, mortgage loan rate and terms. I am a real estate licensee and also a member of National Association of Realtors. I have been practicing my license for seven years now. Seven years of experiences in real estate industry

As discussed in the book, the second technique of negotiation is having parties of disputes focus on interests, not positions. Many people tend not to understand the difference between interest and positions. Interests are what define the problem. They are the subject matter that are motivating people to decided and carry out certain actions. Having individuals recognize their interests rather than dwell on their position allows for a development of a solution. The book touches on how important it is for individuals to understand that interests are constantly changing. Interests can always be negotiated, a position cannot. A position is a stand and can be extremely unmanageable for an opposing party. If a mediator was to allow their case to run off of the positions of the parties the problem would never be resolved. This happens when a party’s stand is non-negotiable. Interests have the power to posses multiple positions and are beneficial when parties can recognize their underlying interests and needs.

5. Often there are other parties to a negotiation that can add great complexity to the process. Define the following terms: Negotiating Dyad; Agent; Constituency; Bystander; Audience. What are some of the reasons that an individual might engage the services of an agent to represent him/her in a negotiation? (Discuss at least three) What are the three distinct relationships that an Agent has to maintain in the negotiation process?

In the current world, everybody is a negotiator. A person does not necessarily have to be purchased for them to negotiate. Even small children are negotiators when they are exchanging toys and cards, and the art has been extended in the current economic world where employees are allowed to negotiate for better wages with their employers. Negotiation does not stop there as people settle even in their private and personal lives of families, friends, siblings and other significant people. However, it has been observed that most people do not like the act of negotiating because they consider the process to be a hassle. Whichever way, even when people consciously think that they are avoiding the bargaining process, they are unconsciously engaging in the process without realizing that they are doing it (AMA, 2013).

From the commencement of the film, negotiating has always been the main goal. Hence, the film “The Negotiator”. From the first few minutes of the film, the lead character Danny Norman is using his negotiating tactics to prevent a man from raping a young woman. Strategic planning is always a must in negotiation, and this is shown throughout the entire film.

Negotiation is a form of communication.Effective negotiation is an important characteristic, and it consist of effectively communicating with people (Gomez-Mejia, Balkin, & Cardy, 2012).

The definition of negotiation from dictionary.com is mutual discussion and arrangement of the terms of a transaction or agreement. A person who can effectively negotiate helps to resolve situations where what you want conflicts with what someone else wants. The aim of

The book starts with identifying the problem associated with negotiation. The authors emphasize that the major challenge associated with negotiations is that people take positions, bargain over their opening position and then make small concessions to reach to a new position. Even if one of the participants decides to take a soft position in the negotiation, it does not result in an effective negotiation as the one who takes the hard position dominates the soft player. The authors have clearly highlighted that for a negotiation to be effective it should produce a wise agreement, be efficient and should not damage the existing relationship. A positional

Negotiators are usually part of a crisis team that takes care of dangerous situations. Within a crisis team, there are eight different positions one could have. The team commander or sergeant is the one who is in charge of the entire situation. Every action is ran-by the commander before it is done. Much like the commander, the team leader is in charge of other team members and makes the calls on what should be done. Team leaders oversee everything that happens within the team in a crisis situation. They commander other officers on the team. Every team has a primary negotiator that will handle most situations, but if they are unable to negotiate, the secondary negotiator will take over. Another member of the team is the intelligence officer who gathers information about those involved in the situation. So in a hostage situation the intelligence officer would search past criminal records, family records, and any other information about the hostage taker and the hostages. This also includes how the two are related and any connections they might have. The communications officer is the member of the team that instructs all other units and agencies that are involved such as the medical personnel, firefighters, local businesses, and most importantly the media. The media in times like this can be overpowering, so some teams have what is called a public information officer who deals with all the news reporters without compromising the operation. Lastly on the team, is the tactical team. They are basically a SWAT team that are ready or entry if things go bad (Miller,