1. What is negotiation ?
Negotiation is a discussion between two or more parties or company who are trying to find out the acceptable solution to their problem or conflict. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. When parties negotiate, they usually expect give and take. While they have interlocking goals that they cannot accomplish independently, they usually do not want or need exactly the same thing. This interdependence can be either win-lose or win-win in nature. It is not always important to win or be right because sometimes relationships are more important than the argument and a negotiation can save a relationship.
2. What are the negotiation styles?
There are the styles of negotiation based on changingminds.org
a. Belief-based styles
There is a common spectrum of negotiation that ranges from collaborative to competitive. The approach taken is generally based on beliefs about people and how selfish or generous they are.
b. Professional styles
Professional styles are those use by people who have a significant element of negotiation in their roles. Here is a selection of different contexts in which such negotiation takes place.
c. Contextual styles
Negotiation often happens within non-professional contexts, where the people either do not know that they are negotiating or they are not skilled at it.
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3. Explain the negotiation process!
Negotiation Process has five stages. In all steps of a negotiation process, the involved parties bargain at a systematic way to decide how to allocate scarce resources and maintain each other’s interest.
a. Preparation and Planning
Before the start of negations, one must be aware of the conflict, the history leading to the negotiation the people involved and their perception of the conflict expectations from the negotiations etc.
b. Definition of Ground Rules
Once the planning and strategy are developed, one has to begin defining the ground rules and procedures with the other party over the negotiation itself that will do the negotiation. Where will it take place? What time constraints, if any will apply? To what issues will negotiations be limited? Will there be a specific procedure to follow in an impasse is reached? During this phase, the parties will also exchange their initial proposals or demand.
c. Clarification and Justification
When initial positions have been exchanged both the parties will explain amplify, clarify, bolster and justify their original demands. This need not be confrontational. Rather it is an opportunity for educating and informing each other on the issues why they are important and how each arrived at their initial demands. This is the point where one party might want to provide the other party with any documentation that helps support its position
d. Bargaining and Problem Solving
The essence of the negotiation process is the actual give and take in trying to hash out an agreement, a proper bargain. It is here where concessions will undoubtedly need to be made by both parties.
e. Closure and Implementation
The final step in the negotiation process is formalization the agreement that has been worked out and developing and procedures that are necessary for implementation and monitoring. For major negotiations – this will require hammering out the specifics in a formal contract.
4. What are the characteristics of negotiation?
a. Involving people either as individual, representative organization or company, or in the group
b. Having the threat of the occurrence or in it containing conflicts that have occurred that started from the beginning until it does a deal in the end of negotiation
c. Used some ways to exchange something discussed in the form of bargain or barter
d. Almost and always in face to face meet up with used language in spoken, gestures, and facial expressions
e. Negotiations usually concerning something in which in the future that not happened and that we want to happen
f. The end of negotiations is an agreement taken by both sides or parties although the deal, for example, both sides agreed to not agreed each other.
5. The positive and negative affect in negotiation ?
a. Positive affect :
- We can socializing and have a good relationship with our partner in companies or parties
- We have a lot of knowledge and we can exchange our experience with our partner
- Trained our patience
- People in a positive mood have more confidence and higher tendencies to plan to use a cooperative strategy
b. Negative affect :
- One of the parties sometimes disadvantaged
- Causing dispute and argument that makes people angry
- Angry negotiators plan to use more competitive strategies and to cooperate less, even before the negotiation starts
- Negative emotions lead to acceptance of settlements that are not in the positive utility function but rather have a negative utility
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