Article analysis Negotiation Without a Net - Essay Example

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In the article Negotiating without a Net published in the Harvard Business Review (October 2002), unique insights into business negotiation are offered by analyzing the negotiation strategies followed by police negotiation teams. The findings reflect many similarities between…
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Article analysis Negotiation Without a Net
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of 20 December Article Analysis In the article Negotiating without a Net published in the Harvard Business Review (October 2002), unique insights into business negotiation are offered by analyzing the negotiation strategies followed by police negotiation teams. The findings reflect many similarities between police negotiation and business negotiation along with a unique difference.
Main Finding
The main finding of the article is that negotiation is a skill that can be learnt (p. 4) by any person. Similar approaches are used to teach business negotiation as a skill. The article also emphasizes the importance of human skills in general such as being respectful and polite (p. 4) as well as special communication skill such as empathic listening and active listening (p. 5).
Strategic Similarities between Police and Business Negotiations
The strategic considerations of the negotiation process described in the article bear much similarity to business negotiations. For instance, police negotiations are goal-directed (p. 4). The negotiator has to remember the goal in order to modify tactics and strategies. Secondly, as suggested in the case of suicide negotiations (p. 7), it is essential that both sides feel that not negotiating is the worst option. This reflects the importance of a win-win approach to negotiation. An interesting insight provided into the structure of the negotiation process is that negotiation can be conducted as “a series of small agreements (p. 4).” This helps to set milestones to what might be a tedious process. It also helps to build trust and commitment to build the relationship. Another important strategic insight into the techniques of negotiation is that by engaging with one another, the negotiators can extract useful information about one another and use it to their strategic advantage. This has been referred to as mirroring (p. 5). Finally, the importance of teamwork is highlighted in the article as a vital means of ensuring the success of the negotiation. Negotiating can be a tiring and stressful process; hence, the presence of a team with specialized roles can help to make the process efficient (p. 6).
Role of Personal Characteristics and Behaviours
Personal characteristics and behaviours of the negotiators are also analyzed in this article. For instance, it is suggested that the negotiator should have maximum control over emotions while not ignoring their existence (p. 6). This holds similarity with the theory of emotional intelligence where self-awareness and control are emphasized for successful communication. Secondly, it is important for the negotiators to detach their personal self from the situation. This helps them to avoid taking rejection of the proposal as a personal rejection (p. 6). At the same time, it is also important to help the other party save face and be able to sell a positive outcome to their constituency.
Major Difference
Despite the similarities between police and business negotiations, there is a significant difference in that face-to—face communication is regarded as an obstacle to police negotiations whereas it is regarded highly in business negotiations. The reasons given in the article (p. 7) are that face-to-face communication can lead to violence and can make the other party feel vulnerable. Since violence is highly unlikely in business negotiations, face-to-face communication remains the primary approach for negotiators.
Works Cited
Harvard Business Review. Negotiating without a Net: A Conversation with the NYPD’s Dominick J. Misino.2002. Read More
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