Negotiation: The Best Method - Research Proposal Example

Negotiation: The Best Method Executive Summary This paper will start of explaining the nature of conflict and when does negotiation come in. After these concepts have been made clear two important types of negotiation are discussed namely, advocate approach which uses the win-lose orientation and the creative negotiation which uses the total opposite concept of a win-win orientation. These types are taken separately and thoroughly discussed along with tips and different methods that are used to implement it. Further, these issues are analyzed. Once this is done the next part of this paper will focus on comparison and contrast of the two approaches. In the end the paper it is proved that the negotiation approach is better for conflict management within any organization in the present times. Introduction Conflict and disagreement are a natural part of a day’s work. If you think about your day you might realize that at some point you might have conflicted yourself with one of your friends or peers regarding work or leisure. Conflict is always not bad sometimes it is even productive and makes all the parties reconsider their point of view. However, sometimes conflict takes a rather serious turn and cannot be resolved by simple two words. At times like these different forms of conflict management comes in such as formation of proper rules, improving communication and many others. However, sometimes people and arties adopt negotiation for solving conflict and this is what the topic of this paper’s discussion (Hampson 2007). Negotiation is basically the effort put in by two or more parties that initially had conflicting ideas to bridge the gap between them b redefining their terms and conditions. This usually involves a series of discussion and extensive meetings. In other words it is the move or decision made by parties when they feel that they can find a more optimum solution that will satisfy the needs of everyone in a better way. When people hear the word negotiation usually labor unions come to our mind or at other times prospective employees negotiating their salaries. Although these are very common occasions when negotiation is used they are not the only time. It is evident anywhere where there are individual who have to interact in regards to carrying out their respective work and there is a certain amount of interdependence between them. Thus this can be found in any type of work and business setting. Role of Negotiation in Business Regimes Negotiation always does not take place in a meeting set up or in a board room, it can happen anywhere and at times it is so subtle that you do not even realize that you are negotiating. For instance, when working on a group project you and your group mates agree that you will make the presentation and they will be responsible for the report this is also a form of negotiation (Mulholland 1991). However there are many different types of negotiation styles and different experts suggest different techniques and style for carrying it out. This is exactly what this paper will focus on the different styles of negotiation and which one is the best in a given set of situation. Advocate Approach to Negotiation In this type of negotiation style there is a trained and expert advocate with each party who has the aim of getting the most out of the negotiation for his respective party. For this purpose what the negotiator has to do is conduct extensive research of the needs, limitation and strength of the rival party and then to come up with a minimum level of demand fulfillment the other party will settle down with. This is the first proposal that he makes and then the bargaining process start until an outcome is reached that will be acceptable by both parties. For this purpose a model is used which is known as the bargaining zone model of negotiation. This model basically shows both parties on the continuum with their initial point on one end and their resistance point and in between these two extremes there is a target point however negotiation practices lead the parties to a point that is known as the potential agreement point (Weber 1997). This model demonstrates a complete win and lose situation in which every gain made by one party is point deduction for the other. When negotiation starts both parties start off with their initial point aware of the fact that they will be moved to their target point or a little ahead of that but they definitely have to make sure that they do not get too close to the resistance point otherwise it means that the negotiation has completely failed for them. Analysis This approach is basically based on the concept that their s a common pizza and if one gets the larger share the other will be left with the smaller one. In this style of negotiation advocates usually adopt a very hard and inflexible approach they are just pushing to save the largest piece for their client without considering the benefit of the other party. An example of this style is when divorce attorneys of both sides negotiate about the distribution of material resources that were initially shared by the married couple. This is a win-lose style of negotiation. This means that each side believes that in order for it to maximize its gains it needs to minimize the gains of the other side. Trained advocates use many different styles for reaching their goals and achieving their target. They can use negotiation hypnosis which is basically using the magic of words to persuade the other party (Solomon 1999). On the other hand they can very openly state their demand and clearly highlight their basic requirements. However, some negotiators even use deception, threat, intimidation and outright attacks to get what they want. There is another common technique used which is known as the cherry picking technique in which an individual saves the best part for himself. Yet another technique is the salami techniques which is dividing and conquer which was used by people for fulfilling their political purposes in the old days. In this one by one piece are taken and the other party realizes too late as to what it has actually lost. Creative Solution Technique This approach is based on the concept that it is not necessary that one’s loss will be the other person’s gain. There can be a middle road where both parties can at least benefit equally if not fully, but the issue is that this road has to be discovered creatively and is not obviously there. This is only possible when both or all the parties adopt the win-win orientation which is that each person wants better for himself and also better for the other side or party. It usually involves a belief that the parties will find a solution that will be pleasing to all equally. This is sometimes also referred to as collaboration. However, this type of approach is only possible and successful under a set of condition. Firstly, there should be complete transparency and sharing of vital information between the parties negotiating so one of them can come up with a solution that suits them all. Secondly, it is also very important that each party trusts other and fully believes that everyone is aiming for a common good and a plan of betterment for all. And lastly, it is important that supporters of that team or individual are also looking for a mutual and middle solution otherwise they will provoke their advocates to take a more extreme turn and thrive for more and more. This type of negotiation is also sometimes referred to as the Japanese approach to negotiation. Because Japanese believe that there are never only two options there are usually more than that the only issue is discovering them (Harper 1994). Some factors need to be kept in mind in carrying out this type of negotiation. These tips will insure smooth running of the negotiation and increase in the number of creative ideas that come about. Firstly build personal relationship. That is that people from both parties should spend some time to get to know each other in a social context so that they realize that they are not aliens from different departments neither enemies like cats and dogs they are civilized and positive people who are just trying to protect their rights. After this is done the negotiation should start and no one should settle down for anything less than a truly creative idea (Turner 2003). For this purpose, creative techniques such as brainstorming should be applied. It is also very important to gather as much information as can be gathered about the other party and an attempt should also be made to understand their point of view and their priorities for different factors. A lot of time and genuine effort has to invest to come up with a proper and unique solution. An example can be used to explain this type and that is two parties are fighting over a bundle of sugarcane. The simple idea will be to divide the bundle in half but they do not adopt this idea instead they put their heads together to come up with something better and for this purpose they start discussing aims and objectives and this is when they realize that they will be utilizing the cane in different ways. One party will obtain sugar from it for its chocolate factory and the other s molasses for making ethanol as a fuel for motorcars. This is when they realized that they can both utilize the full bundle and each ended up with exactly what they wanted. Analysis This type of negotiation requires genuine belief that the other party is not an enemy and a suitable solution can be worked out. The important idea is that each side understands its own objective, basic requirements and areas of compromise of its own and also of the opposing party. Then they should be compared and contrasted to find out different priorities that can be provided and areas of compromise that can be utilized (Kay 1995). Of this type of opinion and approach is created it will not be very difficult to come up with unique ideas as their will be synergy and both sides will put in effort and invest time and the two sided effort will reap benefits soon. Comparing and Contrasting both Approaches Both these types of negotiations require a series of meetings and discussion and both are equally time consuming and costly. However, in case of win-lose situation both the parties become rivals and start perceiving each others as enemies. This usually increases the chances of escalation of conflict between both sides along with emotional collision. Sometimes efforts such as these ends up in a dead lock with neither party ready to compromise or come to a neutral solution. This usually happens when one side picks up the aggressive attitude which is then transmitted and induced in the other party as well. This is usually the start of a war. On the other hand, in case of win-win situation or creative idea negotiation more popularly known the discussions are more polite, smooth and healthy and are aimed at coming up with a solution as soon as possible. This also extends to more than one meeting but not because neither of the party is willing to agree but because both parties want to invest more time is coming up with the perfect solution (Rahim 1990). Both the techniques require extensive information. The concept in practice here is, the more the knowledge, the better the position of the party or the individual. However, in the first case information is required to have a stronger bargaining and forcing down power and in some extreme cases the right type of information to blackmail and intimidate however in the second case the same information is used to find common grounds, different areas of interest and all factors that lead to a creative middle route. In case of the first one the set of gatherings usually ends with hard feelings on either of the one side and the air and environment of rivalry and sometimes even severe revenge (Hobday 2003). On the other hand, in case of win-win no such hard feelings exists and there is always a chance of working together again and sitting down on the same table to come up with the right solution keeping in mind the satisfaction and happiness of both. Another major difference between both the techniques is that advocate approach just focuses on the end result and does not pay heed to the process of getting there. The negotiators just want to win the case and they will cross any limit and do almost anything to do so. As mentioned before there are techniques such as bluffing and divide and rule that are not really morally correct but are still used in this type of negotiation. On the other hand, in case of creative technique honesty, loyalty and benefit and consideration of others are emphasized. It is based on the ideology that complete trust and openness can help everyone to come up with a better way of solving a conflict. Conclusion From the above discussion and comparison we can easily state without any doubts that win-win is a better orientation and creative approach is the right style to adopt. We need to realize that it is hardly the case that two parties have completely opposing aims and objectives like shown by the bargaining zone model. There is always some common ground and area of interest that can be used to come up with a unique and creative process. This is the mindset that each party should enter a negotiation with because usually the style adopted by one party is also mirrored by the other. That is if one party shows that it actually trusts and cares about its opposition courtesy will also spark in the rivals. Another thing that need to be kept in mind when adopting the creative style is that creative ideas will always not come instantly sometimes they will require a lot of time and effort before they are discovered (Killian 2003). Therefore, both the parties need to be patient and work on the issue until the ideal solution is obtained. Even in situations when a certain level of assertiveness is required it is better not to be stubborn and be as flexible as possible and should keep in mind that you do not have to spoil the terms with the other party in the course of negotiation and should not make the terms hostile by being rigid and self centered. If the creative technique and approaches adopted with all the right tactics and tips it will reap fruits very soon and will bring about a solution without harming any of the party. So in conclusion we can state this is the approach that is there to maximize the benefits for all the parties involved. Bibliography HAMPSON, Fen. (2007). Intervention and Conflict Management in a Changing World. Behind the Headlines, Vol. 64, July HARPER, Loretta. (1994). Conflict Management Strategies for the Equal Opportunity Difficult Person in the Sexually Harassing Workplace. Public Personnel Management, Vol. 23 HOBDAY, Michael. (2003). The Business of Systems Integration. Oxford University Press KAY, John. (1995). Foundations of Corporate Success: How Business Strategies Add Value. Oxford University Press KILLIAN, Jerri. (2003). Handbook of Conflict Management. Marcel Dekker MULHOLLAND, Joan. (1991). The Language of Negotiation: A Handbook of Practical Strategies for Improving Communication. 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