Relating Phases of Negotiation to Positions - Assignment Example

The planning phase of negotiation, relationship building, and information gathering determine the most effective stakeholders that will be involved in the negotiation process. It is imperative for determining the most effective opening offer as information identified in field analysis will determine what forces are most likely to impact successful negotiation tactics. The information identified will determine the most effective opening offer, based on the identified personality constructs of the opposing party and the likelihood of cooperation in the process. The data uncovered through this preliminary negotiation process will help to establish a more effective stance and the most consistent message that will provide the best, supposed results. Field analysis and effective use of the information will determine potential contingencies based on what counteroffer the negotiator believes will be offered after the initial offer has been proposed.

Cost analysis occurs in the preparation stage that will determine the most effective bidding process, thus impacting the offers proposed. Closing the deal involves an agreement of the bid, and determining what the final offer should be in the process based on cost analyses. Further, these phases and positions do not apply equally, as distributive negotiation is concerned with maximizing gains while integrative seeks more mutual party gains. For instance, cost analysis in the planning process may have identified that mutual gains would deplete the value-added benefit of a chosen bid. Thus, seeking cooperative (integrative) strategies could create the need to firm up a final offer early in the negotiation process. The depth of each step in the negotiation phases will determine whether concessions are made or more aggressive tactics common in distributive negotiation processes.