“Pre-Negotiation Strategy Check List (Part 1)” by Steven Roberts
Introduction
This paper recaps the main components to be contemplated while preparing for an elaborate and successful negotiation, taking into consideration both positive and negative influences. In the article, a varied number of elements are listed that can help an individual construct a negotiation strategy necessary for any unrealized conflict and in the achievement of common agreement.
Article Summary
The article provides a list of essential factors that can assist an individual to strategize on having a perfect negotiation. In addition to this, there are explanation of each factor, and how they can be put into practice. The checklist includes; assessment of situation, the kind of negotiation, the type of conflicts to be faced, time, ripple effect, the meaning of the negotiation, the necessity of having an agreement and whether the other parties require to officially approve an agreement. The assessment of situation entails the crucial ways on how to address new situation with new people with new set of goals and objectives, taking into consideration that people come from different circumstances and possess varied standards. On the other hand, the kind of negotiations reflects the likely hood of forming a long-term or a short-term relationship. Under this category, there are three circumstances to reckon with; if the negotiation will be only once, if the negotiation is to be repeated again or if the negotiation is to amount to a long-term relationship.
The type of conflicts, are the unrealized disputes that may arise during or after a negotiation. The conflicts consist of agreement conflict-a type of conflict where peoples’ views and ideologies do not agree- and allocation of resources that encompasses commodities like money and production. The meaning of negotiation is also ascribed as a necessity and a means of identifying opportunities in negotiation. In line with this, the ripple effect deals with the consequent results of the negotiation, posing the great question, to whether there will be formation of a long-term or short-term relationship.
The realization of a better agreement either by the negotiator or in both parties is also very crucial based on the analysis of “Best Alternative to a Negotiated Agreement” and the ratification of the agreement in tandem to ethics and moral norms. Lastly, time factor is also important in achieving set goals and meeting deadlines.
Discussion
Thorough preparation before a negotiation is a fundamental aspect that is to be taken into consideration, for the attainment of perfect results and an establishment or maintenance of a coherent relationship. The preparation entails a plethora of facets, which according to Robert, encompasses a list of eight preparation strategies that he compiles into a “negotiation checklist”. Top in the list is assessment of the situation, which enables an individual to treat each form of negotiation as something new and unique, in accordance to Guasco and Robinson (2007) affirmation that elaborates the significance of the assessment as the key objective in mapping the best moves in achieving much in the negotiation.
In line with this, the formation of formal relationship or long-term relationship is very crucial. Similarly, identification and the analysis of the unrealized conflicts, either agreement conflict or allocation of resources, contributes to better acquaintance of the likely disputes to occur (Ghauri and Usunier, 2003). Roberts affirm this in the article, and he largely focuses on the importance of understanding of the conflict as an appropriate way to measure disputes and focus on the strategies. Further, Roberts talks about the importance of knowing the meaning of negotiation, as a necessity and for the creation of opportunities in organizations. Apart from this, the effects of the obtained results on other negotiations are also mentioned. The results obtained, if good, they aid in enhancing a strong relationship (Ghauri and Usunier, 2003).
According to Guasco and Robinson (2007), a good code of ethics, attained through honesty, cultural and moral norms are the best policy in negotiations, and it can amount to formation of agreements or approving of the agreement by other parties. This is well emphasized in the article, in relation to the analysis of perfect alternatives to negotiation and the ratification of an agreement before approval. Finally, the aspect of time is also crucial in meeting deadlines and formalizing agreement. Similarly, time becomes important in meeting goals and set objectives.
Conclusion
In a nut shell, the article exploits the necessary facets that are essential and relevant in the preparation of good and proficient negotiation strategy. In conjunction to this, all the basic aspect of grammar are met, with exorbitant amount of content that makes the article appropriate in the provision of knowledge necessary for the preparation of good negotiations.
References
Ghauri, N. P. & Usunier, J. (2003). International Business Negotiations (2nd ed.). Oxford: Elsevier Ltd.
Guasco, P. M. & Robinson, R. P. (2007). Principles of Negotiation: Strategies, Tactics, Techniques to Reach Agreements. Irvine, CA: Entrepreneur Media, Inc.
Roberts, S. (2010). Pre-Negotiation Strategy Check List (Part 1). Retrieved from [http://www.negotiations.com/articles/negotiation-strategy/]
Negotiation Technique
“Influencing for Results: Negotiation Style Influences” by Radu Ionescu
Introduction
This paper reviews both facets of positive and negative influences, partaking to negotiation, negotiation techniques and potential results. In the article, influence is the key tool in negotiation processes and attributed to better relationship and magnificent results if the influence is positive, or pathetic and distorted outcome if the influence is negative.
Article Summary
The article is based on the two kinds of influences; positive and negative, that contributes a lot to the literature of negotiation. Negotiation is depicted as an essential tool, full of tactics and strategies, used by parties or organizations to gain an agreement and a common interest based on equal satisfaction of the parties involved. In tandem to this, negotiation is valued and measured in accordance to facets like results and outcome in relationships. The success in a negotiation is attributed to the achievement of better result and maintenance of a strong bond in a relationship. Similarly, ethics and moral norms are also the keystone components in negotiations and they provide adequate directions on how negotiators should behave for the manifestation of positive or negative influences.
Further, the positive influence in negotiation are believed to contribute positive results and maintain a coherent relationship, while negative influence is purported to amount to negative results and a poor relationship. However, there is no clear distinction between the two influences. Different negotiations comprise of different boundaries between the two influences, which is difficult to detect at face value, and only skillful negotiators, exhibit the required skills for the manipulation of the boundaries in achieving better results and formation of a good relationship.
The manner of behavior is also considered as major aspect in negotiation. The aspects of behavior consist of confidence, trust and courage, which are the key components to the generation of positive influence, and anger, greed and fear, which are the elements that lead to the establishment of negative influence. Moreover, understanding of one’s views and others opinions, offer a brilliant solution to effective negotiation and application of positive techniques, always results to winning results and strong relationships that are valuable to both parties.
Discussion
Ionescu’s article is a well thought out literature on the analysis of the consequences of both positive and negative influences in negotiation. Negotiation is a vital tool in achieving the best interest of parties and the maintenance of a good relationship, as it provides the fundamental aspects that dispense directions to the achievement of objectives (Ghauri & Usunier, 2003). This corresponds to Ionescu’s elaboration on the significance of positive influence, which in actual sense, enhances the establishment of good rapport, building of trust and depicts the good code of ethics, and required moral values that define the reputation and name of an organization.
In light with this, communication skills and outstanding wits are the basic requirements that define a skilful negotiator, and they become essential, especially when dealing with a changed environment and culture (Ghauri & Usunier, 2003). It is necessary to posses the skill as it enables one to maneuver and manipulate the contagious issues within the boundary of positive and negative influences (Ghauri & Usunier, 2003). Ionescu affirms this in the article, by describing the importance of evaluation of one’s action and the consumers’ views, as done by skillful negotiator in keeping good relationships in boundaries normally perceived as negative actions, hence, depicting the article as a relevant and important. Similarly, trust, confidence and courage are key aspects that depict the manner of behavior, which enhance positive influence in negotiation, and according to Ghauri and Usunier (2003), the positive influences generated through good character and considerable environment, amount to smooth process that save time, while the negative influences cause delay and hindrance.
Conclusion
Concisely, the article is splendid, with no aspects of setbacks. The key views concerning the art and skills involved in the generating of positive influences are highlighted cognitively, with clear-cut elaboration that makes the article relevant and interesting to read. In addition to this, the negative impacts that result from negative influences are also well stated and the major ways to avoid them emphasized.
References
Ghauri, N. P. & Usunier, J. (2003). International Business Negotiations (2nd ed.). Oxford: Elsevier Ltd.
Ionescu, R. (2010). Influencing for Results: Negotiation Style Influences. Retrieved from [http://www.negotiations.com/articles/negotiation-techniques/]
