We use cookies to create the best experience for you. Keep on browsing if you are OK with that, or find out how to manage cookies.
Nobody downloaded yet


Comments (0) Cite this document
Name Date Course Section/# Getting to Yes: A Brief Analysis of Techniques and Skills that can be applied to the Negotiating Process Negotiation is a multifaceted art form that does not have a simple rubric that can be followed to always give a desired result…
Download full paperFile format: .doc, available for editing
Polish This Essay97% of users find it useful
Read TextPreview

Extract of sample

Download file to see previous pages This brief analysis will work to address three main questions with regards to negotiation. They are as follows: 1) Describing and offering advice regarding the three main points of the “Getting To Yes” model of negotiation 2) comparison and contrast of distributive/competitive vs integrative/interest based bargaining 3) Discussion of the win-lose/win-win nature of negotiations and the influence that perception and expectations have on both parties involved. As such, this brief analysis will attempt to lay out, as best as possible, a type of rubric that will help an individual to handle negotiations in an informed and thoughtful manner. With respect to the three points of advice that were gleaned from the book Getting to Yes Negotiating Agreement Without Giving In, the authors note that the three most powerful tools towards achieving a successful negation hinge on the following: 1) separating the people from the problem 2) focusing on the interests not the position 3) inventing options for mutual gain. Oftentimes in situations where disagreements/contentions/negotiations are taking place, it is extraordinarily easy to immediately denote a problem, an idea, or a given point of view to an individual or group of individuals. In this way, the actual problem comes no closer to resolution as groups involved have ascribed uniquely personal attributes to each of the perspectives. As such, the individual hang ups that a person or group of people may have with relation to another individual or group acts as the main impediment towards achieving an environment amenable to successful resolution2. In this way, the problem itself (or obstacles) is minimized as the personalities that espouse the given view are maximized. Such actions make it difficult if not impossible to work towards a resolution. In this way, it is the role of the negotiator to seek, at all costs and at all times, understanding of the issues rather than working to ascribe them to a given group or individual. The second point centers around the fact that the negotiator must place emphasis on seeking to define the interests of the respective group and not the problem. Although this can be understood a multitude of different ways, perhaps the best way to understand it is that the focus should be placed on the positive and not the negative. In such a way, rather than immediately coming to agreement that a central negative exists, the group can focus positive and constructive energies on defining and further developing the respective interests that guide the positions that are at hand. Lastly, how it is framed is oftentimes half the battle. In a situation where a difficult issue seeks resolution, a redistribution of focus in a way that works to maximize mutual gain is oftentimes one of the most efficient ways towards bringing parties together on points of agreement. Although this is a very basic concept, it is one that is lost on many negotiations as individuals involved develop a type of tunnel vision on their desired results with little thought as to small tokens of peace offerings that could coax the other side to relinquish some ground on a given item or set of points. With respect to comparing and contrasting distributive/competitive versus integrative/interest based bargaining, these primarily differ with respect to the item that is being discussed. For instance, as the name implies, distributive bargaining is often ...Download file to see next pagesRead More
Cite this document
  • APA
  • MLA
(“NEGOTIATION SKILLS Essay Example | Topics and Well Written Essays - 1000 words”, n.d.)
Retrieved from https://studentshare.org/management/1457782-negotiation-skills
(NEGOTIATION SKILLS Essay Example | Topics and Well Written Essays - 1000 Words)
“NEGOTIATION SKILLS Essay Example | Topics and Well Written Essays - 1000 Words”, n.d. https://studentshare.org/management/1457782-negotiation-skills.
  • Cited: 0 times
Comments (0)
Click to create a comment or rate a document
Effective negotiation skills
No matter whether someone wants to negotiate in business or in personal matters, it is essential to regard negotiation as a process that has certain fixed rules, and some room for variation according to the situation and one’s own preferred style. This process has various stages, and a useful way of describing them is as follows: a) Preparation stage b) Opening stage c) Bargaining stage d) Closing stage e) Implementation stage.
4 Pages(1000 words)Essay
Negotiation Skills for Managers
At the same time, it is the duty of the negotiating parties to be flexible in their approaches and demands so that the negotiation process occurs in a positive environment. According to Lewicki et al.(2006), “Negotiation occurs for one of two reasons: 1) to create something new that neither party could do on his or her own or 2) to resolve a problem or dispute between the parties” (Lewicki et al.
5 Pages(1250 words)Research Paper
The Significance Of Cross-Cultural Negotiation Skills For The Success Of International Mergers And Alliances
By a few estimates, worldwide managers use more than half of their time negotiating, moreover negotiation is frequently ranked as one of the mainly significant skills for worldwide managers to possess.
11 Pages(2750 words)Essay
The significance of cross-cultural negotiation skills for the success of international mergers and alliances
In today’s complex international corporate business scene, some inter-firm linkages are not restricted to acquisitions in the strict technical sense, and may be more correctly referred to by the broader term ‘alliance’.
10 Pages(2500 words)Essay
Negotiation and communication skills
elative to three issues: (1) his reason for not attending the meeting; (2) his reason for being absent; and (3) his reaction towards the discussion that transpired between him and Frank Edwards, the Financial Director. The second meeting was scheduled by Chris upon discovery of
5 Pages(1250 words)Essay
Negotiation skills - QUESTIONS 2
1-3): The former deals with the ability of an individual to which he convinces or satisfies others concerns and the later deals with the ability of an individual to which he satisfies his own concerns. These two basic expressions of behavior can further make
6 Pages(1500 words)Essay
Interpersonal and Transferable Business Skills NEGOTIATION
The three most likely options available to the American company are as follows: 1. Although the agreement did not include any provisions to renegotiate the contract due to a dramatic shift in currency, the American company
3 Pages(750 words)Essay
Negotiation Skills Study 03069
The topic on negotiation skills is imperative since it offers critical information on ways in which persons, coming from different background and professions benefit from negotiating and how they should undertake the process and improve on their abilities to ensure
10 Pages(2500 words)Essay
Critically study of Negotiation Skills 03071
Mainly negotiation can be defined as the discussion in terms of aiming to accomplish to a harmony situation for both the parties. In the current study, the researcher will outline different strategies of
10 Pages(2500 words)Essay
Advocacy and negotiation - Advocacy and negotiation skills share some common ground. By reference to your experiences and research on the Advocacy and Negotiation module, and evidenced by your Reflective Log, explain, evaluate and illustrate the extent
The two mechanisms entail the usage of formal language that aim at uniting the parties. This is because the arbitrators need caution not to break the connection between the individuals with the aim of helping all the members. Maintaining the ongoing relationship is the
6 Pages(1500 words)Essay
Let us find you another Essay on topic NEGOTIATION SKILLS for FREE!
Contact us:
Contact Us Now
FREE Mobile Apps:
  • About StudentShare
  • Testimonials
  • FAQ
  • Blog
  • Free Essays
  • New Essays
  • Essays
  • The Newest Essay Topics
  • Index samples by all dates
Join us:
Contact Us