International Television & Video Almanac, Term Paper Example
Words: 1891Term Paper
Negotiation is a communication process where two or more parties talk about challenges and try to get solutions through discussion. Negotiations happen many times in macro and micro scales. It happens in everyday situations and in almost all offices. This video shows an explicative and open video that signify an example of a progress of negotiation. It illustrates an example from a baseball theme. It explains how talks among the concerned parties can work. With the improved civilization of the society, many people have known the benefits of negotiation. It is noteworthy that choosing a progressive method of negotiation generates beneficial outcomes via bargaining. Most of the important strategies of negotiation are used in the video Sluggers Come Home. At the start of the video, Barbara gives an offer where she plans to rent the playground for baseball in order to facilitate the use of the fields but also generate an income for herself.
Negotiation Preparation, Strategies, and styles
In preparation for negotiation, one should decide what is important, come up with goals, and think ahead on how to associate with the other party. In as much as most people feel as if victorious negotiations are simply the result of natural skill, the main factor behind achieving an optimal understanding is preparation. One should know the other party, the issue of negotiation, and know oneself. This preparation includes knowing your limits and needs, decide your BATNA, what the other person needs and understanding the limits of what they are willing to endure, being creative and asking the correct questions in your proposed wants. In this regard, excellent preparation enables one to strategize and to think within the negotiation space (Lewicki et al, 2007).
First, one should take into consideration both parties’ interests. It is important to note that demands are not positions. Thus, interests are just the reasons following a position. One’s interests in attaining an accord may be readily obvious to one party but the other party’s interests may not. Secondly, all parties should brainstorm all possible options for the negotiation. Some of the options can include payback such as paid off time and health care, trade, training, association memberships, telecommuting, and more. Options create value and help fulfill even more shared interests.
Thirdly, one is supposed to put into consideration how to include legitimacy to these options. The objective standards and criteria create a sense of fairness in negotiation, and thus should be factored in. This is mainly because it may assist to dissolve the feeling of arbitrariness from the talks. For example, if one is negotiating the lease on a piece of real estate, one may use property assessment or current market value as point criteria.
Fourth, one should think of the options for both parties and fifth, the concerned parties should give attention to keeping lines of contact and communication open. In this case, they should ask about their respective side’s alternatives as well as their interests. Before going into the negotiation room, both parties should prepare lists of questions that warrant discussion. It is also important for the involved parties to strategize on the most effective ways of framing their respective interests as well as their mode of communication to the other parties. Sixth, the concerned parties should assess their relationships. Active listening, transparency, and understanding are good ways for getting better negotiations and subsequently, good relationships. Finally, consideration must be the necessary commitments at hand. Each party should put down their demands and information for all the elements and taking the information in to the concession room will illustrate value.
According to the video, when Tedd , and Bill get the offer, Tedd proposes to them that they can lease the baseball playground since there was financial loss for the baseball playground all the time. They made it as a substitute plan; thus, the success of the option strategy lies in requiring the negotiator to decide the relative priority and importance of the two scopes in the preferred settlement. In this situation, they may lease this playground or may not take any action at all. After that, they have an internal negotiation and they are confident they have a strong position (Kong et al, 2014). Their cash flow is about $240,000, and thus fear that their earnings from the tickets may not be equal to this. Nevertheless, in most cases, there may be courage involved and they have unrealistic prospect. Tedd thinks the baseball playground has appreciated, and thus should sell at 500,000 dollars. He does not know Barbara’s aim and the explanation as to why Barbara wants to lease the baseball playing field. If the supposition that the baseball playing field is sold at about 500,000 dollars agreement, there is a large bonus for Tedd that is called integrative plan, in which both parties win. In this case, the goals of one person are usually in basic and direct disagreement with the objectives of the other parties. Resources are set and restricted and both parties desire to maximize their divide of the resources. Because of this, each one will use varied strategies to make the most of his or her allocated resources and potential outcomes that could be obtained.
One view people have is that negotiation in itself is atrocious since it implies a disagreement. However, bargaining needs good and harmonious feelings, or heated behavior. Accepting more about the negotiation process allows parties to manage their negotiations with assurance increases the chance that the results will be helpful for all parties. As internal counsel, one is sure to meet many types of discussions as part of your daily tasks, such as salary negotiations, contract negotiations with outside counsel, settlement negotiations during court case, union negotiations, buy order negotiations, and other transactions. This swift counsel provides a review of the disadvantages and advantages of diverse types of negotiating methods, negotiate styles, and research strategies. There exist many methods, strategies, and formats of negotiations. Selection of one style depends on a number of factors such as the urgency of the position, the strength of the affiliation, the complication of the matter, and the content of the conciliation.
Distributive negotiation or the positional bargaining, involves arguing depending on a situation. All sides take extreme positions based on their needs, wants, and limitations. Such positions are roughly always on conflicting ends of the range. The parties afterwards treat the negotiation as a useless game, due in part that some feel that no one really wins but both parties lose part of what they initially wanted or needed. This is due to the fact that only one of the parties can succeed the negotiation, which is also false. By first starting with an extreme preliminary position, the concerned parties are then required to create concessions to get to an agreement. The minor the compromises made are then utilized to give a feeling of triumph to both negotiating parties in that each have given something to gain something. However, by opening with great positions and having only small compromises, the concerned find that the talks begin to drag on and gain in intensity. This tactic could lead to a stalemate and both parties lose on the opportunity to gain something from the negotiation. Positional bargaining style of negotiation is always characterized by a smart analogy that each party is contending for the biggest section of the share. The room for negotiating grows unreceptive and relations may include intimidation and lack clearness (Eileen, 2006). Trust is required to ensure that the future state of the relationship is stable. As the conciliation continues, involved parties may grow more deep-rooted in their stands, declining to change their stands. The concerned people strongly entrust themselves to one stand and one point only and center only on their individual objectives of the negotiation. Negotiation is a form of give and take and in order to be successful preparation and understanding of both parties position is necessary.
In spite of its imperfections, there is a time and place for a stand in negotiations. It is best achieved when haggling on value, finding the middle ground on a stand with another person who has contradictory original interests. Integrative negotiation or the principled negotiation is a different negotiation design in which parties work jointly to forge an agreement to create value, which makes all parties happy with the conclusion and with the standing of the relationship. This type of negotiation creates a joint setting in which individuals set up common interests and work in harmony to create mutually helpful solutions. The concerned individuals are able to understand one another and trust themselves at the same time being imaginative in solving the common problem. Instead of thinking in terms of hard stands, the parties think in terms of problems and interests. This negotiation leaves all parties not as good as when they began the concession. This negotiation is also be characterized by section analogy in which each party agrees with the other to attempt to come up with a bigger, mutually helpful quiche which to divide (Brodow, 2006).
Apart from the above negotiation styles discussed, all the concerned parties should own their reconciliation style. Each style of negotiation deals with conflict in a different way. These five styles are collaborating, avoiding, competing, compromising, and accommodating. All styles have their disadvantages and advantages. It is vital to be planned in which style one should prefer, bearing in mind such factors as the style of the other party and the type of concession.
Preparation is a main element of a winning negotiation. Specifically the seven rudiments can serve as a strong foundation for complete strategizing and preparation. There are a number of different styles and formats of negotiations. Selection of one style depends on a number of factors such as the urgency of the position, the strength of the affiliation, the complexity of the matter, and the content of the conciliation. Each format has its own weaknesses and strengths, which can be strategically applied, in varied types of situations. Whilst positional negotiating may be enough for fast and informal negotiations such as price bargain, principled negotiations give a sound backdrop for thriving agreements that support both parties by meeting mutual interests. In addition, the five varied negotiation methods are suitable in varied situations, though the collaborative style is universally suggested for principled negotiation as it assists increase value to all parties. The negotiator also needs to focus on the key purpose of the interaction and understand what is needed on his or her side and what can be provided to the other party to come to an agreement. Once these key aspects are understood the negotiation can focus on the behavioral and psychological triggers to facilitate the process. Throughout the negotiation process there are multiple variables that play into the success of the process. These include the behavioral and psychological triggers during the negotiation process, the flexibility of the agreeable personality as well as the management of criticism and cultural differences each party may encompass.
Brodow, E. D. (2006). Negotiation Boot Camp. New York, NY. Doubleday
Eileen, S. Q. (2006). International Television & Video Almanac. Quigley Publishing
Kong, D. T., Dirks, K. T., & Ferrin, D. L. (2014). Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, And Directions For Future Research. Academy Of Management Journal, 57(5), 1235-1255
Lewicki, R.J., Saunders, D.M., Minton, J.W., and Barry, B. (2007). Essentials of Negotiation. 5th Edition. New York, NY: McGraw-Hill/Irwin.
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