Understanding and Experience of Negotiation - Assignment Example

Negotiation Introduction Organizations and collective s where individuals work are based on good interrelation interactions that foster good performance. However, there are myriad challenges that are attached to the poor relationships within the organizations. The most important ingredient for good performance in the organizations is good communication and proper negotiation process. (1-2 pages) Your initial understanding and experience of negotiating prior to this class In this case, the experience of negotiation process prior to this class involved the sale of a house in the state of New York. A deal was reached and the students from Dubai agreed to buy the house after long period of negotiation. Reaching the deal was not an easy process and some point seems to be headed for a collapse, however bearing the need of both the seller and the buyer, it became necessary to strike. It is important to note the existence of the agent played an important role in steering the deal to success. Apart from the existence of the sale agent with lots of experience in the real estate industry, it important to note the description of the house was real and nothing changed was good for trust and enabling negotiation to be based facts. In most buying or selling activities, negotiations have failed to lack facts, which make the buyer lose the much-needed trust in any selling procedure. Finally, it is important to note this negotiation process was steered by the commitment of both the buyer the seller. The business field recognizes the fact that no negotiation can be successful without the concentration or seriousness of both parties The outcome of the negotiation was satisfactory, this because the seller and the buyer managed to reach a common ground. Although the procedure was not that smooth, it is clear that purchase or selling process involve some points or incidences of disagreements. For this particular process, the agent came and played an important role in making sure that ant moments of disagreements were perfectly handled. During the negotiation, professional and ethical skills played a big role. For example at some point, the parties were forced to take some short withdrawal to cool the rising negotiation temperatures. It is important to note that any negotiation process must not allow temperatures or feelings to take control. The success of this negotiation was also measured from the point of following the due process. To start with, the negotiation was well prepared and planned. This implies that the agent and the seller of the house were ready with any prove of ownership and any other detail about the house which could cause doubts. Preparation and planning implies good organization in terms of the venue and meeting time. This negotiation recognized the fact that rules must exist to have some order. These rules were important in setting the necessary limits and boundaries of negotiation. It is clear that the seller and agent had more information about the house than the students who interested in buying the house. The negotiation created room for important clarifications and justification, which bore fruit. All these allowed the formation of an open bargaining ground for all the parties (Ask for 11, n.d.). The negotiation went on smoothly apart from a few instances of disagreements which well handled by both parties. The smooth running or management of the negotiation process is credited to the well-laid plans and preparation. It is important to note that students (buyers) had done enough research before settling on buying the house. This reduced the workload on the side of the seller and agent of finding more facts during the bargaining process. At the beginning the bargaining point upon supplying the buyer with important details about the house, the buyers presented their prices, which was $370,000. This sounded low according the seller and agent who that $ 420,000 was the best price for the house. After 2 hours of negotiation, an agreement of $390,000 was reached with both parties feeling comfortable. Most of the difficulties experienced during price bargaining were related to the fact that the buyer was students. In future or next negotiation, it will be important to consider class or situation of the buyer. (4-5 pages) Your experience with the Stitt Feld Handy Negotiation Simulations The Stitt Feld Handy Negotiation Simulations identifies two types of negotiations namely; interest based negotiation and positional negotiation. The positional negotiation is also known as competitive bargaining whereby the arguments emanates from the positions taken by the negotiators. Each negotiator then argues out the reasons why their position should be considered the solution to the problem. This kind of negotiation normally involves reaching a compromise between the positions held by the negotiators. Interest based negotiation, on the other hand involves the negotiators listening to the interests of each side, and coming up with options that meets the interests of both parties (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations also indicates negotiation in sales. It outlines the significance of cold calling in carrying out sales to an individual who may be in a hurry, disinterested, or busy. The Stitt Feld Handy Negotiation Simulations gives varius strategies of dealing with such kind of customer. It indicates that the seller should focus on the customer needs rather than what he or she sells. It also indicates that assumptions made on the customer needs should be well thought (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations indicate that it is significant for negotiators to be persuasive by frankly telling the parties whenever they are wrong, or right. The simulation indicate the various qualities like open mindeness, focusing on the parties’ concerns, maintaining curiosity, listening carefully and interactively, thoroughly review the messages before relaying them to the parties, as well as clear and simple language. The Stitt Feld Handy Negotiation Simulations also indicate that the negotiator should incorporate non-verbal clues to enhance communication. Prompters are also outlines to be significant in negotiation process. The questions that the negotiator poses to the parties should seek clarifications of information from the other party. The negotiator should also be proficient in paraphrasing or restating the statements made by the parties. The negotiators are also expected to be capable of identifying feelings of the parties and acknowledge them. The negotiators should also acknowledge the diversity of values and behavior (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations also provides an avenue of negotiating with dogmatic bureaucrats. It indicates that in such circumstances the negotiator should try to tailor their solutions towards the interests of the bureaucrats. It also outlines that it is important for the negotiator to create a good rapport by being respectful and polite. The negotiators in such circumstances are also adviced to display openness towards creative solutions, and try to display understanding of the inflexible bureaucrats’ constraints. The negotiators in such cases are also advised to handle the inflexible bureaucrats as experts, and allow them to find solutions to the dilemmas the negotiator might face. The negotiators should also be flexible enough to offer alternate solutions in cases where the inflexible bureaucrats refuse to cooperate (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations also indicate that the negotiators should clearly understand themselves, and know when to protect themselves from the limitations of their strengths. The negotiator must also appreciate the fact that the parties might possess diverse dominant tendencies. It is thus, imperative for the negotiators to carry out assessment of their dominant tendencies, and refrain from stereotyping parties with limited tendency. The negotiators are also advised in the Stitt Feld Handy Negotiation Simulations to know the advantages of “first offer” in a negotiation process. The offers chosen should be justified objectively. The Stitt Feld Handy Negotiation Simulations indicates the significance of knowing what information on their needs and interests to share. The negotiators are however, warned to devise ways of countering the discovery of their hidden needs and interests. The negotiators are advised to keep confidential their BATNA in the case where it is worse than the other party perceives it. The simulations also indicate that it is significant for the negotiators to provide justification for their offers, being respectful to other parties, and listening attentively before responding. The negotiator should also display willingness to be persuaded by the parties (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations also indicates that a negotiator should know when to accept an offer and when to walk out of a negotiation. This should be facilitated by the party figuring out there Best Alternative To a Negotiated Agreement (BATNA). The BATNA should be concrete enough and disclosed only in circumstances that it “stands out” than the BATNA provided by the other party. Acceptance to any negotiation deal should be based on the BATNA proposed being better than yours. Walking out of a negotiation is proposed in the Stitt Feld Handy Negotiation Simulations to be made only if the BATNA provides a raw deal (Stitt Feld Handy Group, 2012). The Stitt Feld Handy Negotiation Simulations also proposes that it important to have a leader for a negotiation whenever the negotiation occurs in pairs or in a team. The leader must dopt a unified approach in the negotiation process. Negotiators can also have the power to hold some information during negotiations. The major reason to why this is the case is avoiding being rendered vulnerable to the other party. Such action can lead to the other party showing reluctance to corporate. Nevertheless, if he or she can be able to convince all parties on the need to withhold the information, they will definitely be willing to corporate during the negotiation process. However, failing to agree on a particular issue gives the parties involved with the chance to come up with solutions that are more creative. This implies that the power to disagree is healthy as it enables the parties to come up with even more informed decisions. This might not happen if one party does not have such power (Ask for 11, n.d.). Negotiators will also wish to know when the other party will want to settle. They will also want to ascertain the point at which the other party will feel like walking away and abandoning the negotiation process. This also shows just how significant alternatives are during negotiations. Power has also been over and again associated with competitiveness. Many individuals will always want everything to be done their way during a negotiation process. It is always about who has power over the other and hence who can decide on the best course of action on a particular issue. This leads to the issue of bargaining power (Stitt Feld Handy Group, 2012). I have learnt that there are various sources of power during negotiations. This includes ability to punish or reward one another, expert knowledge, and one’s respect for authority. Expert power is every important power during negotiations. This is because one cannot be in a position to deal with an issue under discussion without having a clear understanding of the facts. Poor understanding of the fact can lead to a party making baseless arguments. Nonetheless, it is important for every party to make their case to why they believe a particular issue under discussion wrong. Alternatively, they can decide to come up with a different solution altogether (Stitt Feld Handy Group, 2012). (1 page) Your understanding, attitudes and plans for negotiating in the future. My attitudes towards negotiating have drastically changed. I now believe that every negotiator key for success is to advance planning, preparations so as to create value and create terms that the parties involved will be differing and conflicting on to improve on the co-operation. In the preparation one should hold a skill on the how to collect the facts, principles, be in a position to identify a common ground and understand beach party priority. For a successful negotiation all party must win, and if not the negotiator should be in a position to identify the next best alternatives for the negotiations (Ask for 11, n.d.). One should hold tactics and be in an understanding ground of the rules of the negotiation since most of the negotiation deals involve money. The level of one’s negotiation skills is based on two related competencies that is; strategy and this entails on ones way and right mix of knowledge, time, and more so the power so as to incorporate the process of negotiation while targeting a level of strategic competence. Secondly, is on the execution and this is the ability of implementing an efficient negotiation strategy that will determine an execution competence. This will be supported by one’s ability to have the best effective communication skills for achievement of a successful negotiation deal (Stitt Feld Handy Group, 2012). (1 page) Your overall evaluation of the negotiation module, especially the negotiation simulations, including recommendations on what to keep, what to adapt, and what to eliminate. The strategy of negotiation could be forcing, fostering or escape, they lead the parties either in win-win, loss-loss or nothing situation. The strategy on our hand is win-win situation and for its success, the negotiator should be ready to collect all the available facts and understand the priorities one hold in the engagement. In addition, one should provide and understand the principles and ensure that the parties are operating under the same ground (Ask for 11, n.d.). One should be in a position to determine the focus of the negotiation, which is the interest, and then the position. This is in line with the negotiation motive, which is to ascertain the interest of the other party as one tries to communicate the interest (Stitt Feld Handy Group, 2012). The major interesting matter in the negotiation is that one should be in the full knowledge and plans and hold the following ideas in mind for a successful negotiation; one should be prepared well for the negotiation, then create values that are effective in creating a solution that will understand the needs of everyone in the contract. One should understand all the negotiation styles by knowing yours and those of the other party one should in a position to hold and handle the relationship by developing strong relationship and trust. Finally, one should keep on learning more and more on the company in engagement as well as development of communication skills and techniques for good relations. In order to succeed in one’s occupation, particularly in business and related careers, it is inevitable that one acquires and applies effective negotiation skills. Conclusion From my experience with the Stitt Feld Handy Negotiation Simulations, it is clear that communication is the only way that individuals can express their problems as well as opinions in respect to the requirements of an institution or an organization. In most cases, the individuals might face many challenges that only proper negotiation might help to solve the problems. Some individuals might find themselves into recurrent problems due to poor inconsistent negotiations. Rigorous negotiation with the individuals involved in the conflicts help solve problems at the work place. Ideally, the negotiation is art that harmonizes the conflict of interest and puts one’s attention to a single activity at a time. Negotiation is mostly applied when individuals have far much bothersome difference. In most instances, negotiation proves to be the single-most tool for bringing together individuals who have personal differences. References Ask For 11. (n.d.). Negotiation 101: Basic Concepts. Stitt Feld Handy Group. (2012). On-Line Negotiation Course Read More