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Introduction to Negotiations

Autor:   •  August 23, 2015  •  Case Study  •  1,163 Words (5 Pages)  •  567 Views

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Trident University International

Dino C. Medler

Module One Case Assignment

NCM 512

Dr. Mary Ray

April 14, 2015



Is negotiating a panacea?  Absolutely.  Conflict is inherent to living and working with other human beings – it just comes with the territory.  We must learn to live with one another in as harmonious environment as possible.  It serves us well to realize that we will not always get our way and must develop interpersonal skills that allow us to work with others; especially those who see things differently than we or who serve an opposing side (Ertel & Gordon, 2008).  Negotiation is necessary when two opposing sides have differences; negotiation is possible when two opposing sides make an attempt to reach one agreed solution through open and honest discussion and offer proposals to reach an agreement that both sides can accept (Shachar, 2011).  Negotiating is a viable conflict resolution option that provides opportunities for two competing sides to create “win-win” solutions for their differences (Kujala, Murtoaro, & Artto, 2008).

Bilateral Negotiation

Bilateral negotiation affects two parties, bringing about discussion and compromise.  A bilateral negotiation situation occurs when two opposing sides are bound interdependently by common interests with a basic desire to cooperate, but have conflicting interests concerning the particular way of cooperating.  The goal is fairness – particularly, results that support the degree to which the resolution fulfills the expectations and satisfies the interests of both parties.  Bilateral negotiation refers to the corresponding attempt to resolve a conflict and seek joint gains if possible; that is to determine if the payoffs to one side can be improved without weakening the payoffs of the other side.  Negotiating is a prevalent form of interaction in human society and, because of its proven results to create the best outcome for negotiating parties, has grown to be an acceptable approach to resolve conflicts (Kujala, Murtoaro, & Artto, 2008).

Article Reviews and Generalization

In the first article, Best Practices: Negotiating – What’s the Point of the Deal, Really?, the author clearly points out that bilateral negotiations are a method of choice for conflict resolution for business transactions.  Negotiators are under extreme pressure to close deals with the highest benefit to their stakeholders.  But as the author points out, for negotiators to be successful at negotiating, individuals must be creative and not necessarily approach the task as business as usual.  The author recognized six steps that make the tough business of negotiating easier for everyone.  First, understand what the end goal is for both parties and work in reverse order to come to an acceptable resolution.  Second, the negotiator for both sides works to align the interests of their respective stakeholders as they seek resolution.  Third, successful negotiation sets the stage for successful future problem solving.  Fourth, acknowledge that negotiation is hard work, but is made easier when both parties work collaboratively to offer options to prevent or reduce challenges.  Fifth, it is imperative that both parties fully understand for what they are agreeing and that each can trust the other to follow through on their commitment.  Sixth, negotiators need to know that the agreement made at the negotiation table is only the beginning of what can be a long-term productive business relationship.  The point being made by the author is that if these steps are followed (not necessarily in this order), negotiation becomes a preferred and highly successful method of conflict resolution (Ertel & Gordon, 2008).


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