Phases in the Negotiation Process, Objectives and Outcome - Essay Example

Negotiation Table of Contents Introduction 2 Phases in the Negotiation Process, Objectives and Outcome 3 Achievement of the Objectives 6 Analysis of the Phases and Strategies 7 The Needed Alterations in the Negotiation Process 8 Conclusion 9 References 10 Bibliography 12 Introduction The broad aspect of ‘conflict management’ is alarmed regarding the method that mutually dependent people deal with the resistance of purposes, objectives and values with the help of communication (Brad, 2003). Communication is said to play a crucial part in determining the way that people would experience and also work during disagreement which is a job that is supposed to be quite challenging. Negotiation has been described as structures of ‘conflict management’ that include two or even more than two parties. Eventually, these parties have a disagreement of requirements based on which it is decided to negotiate by way of a ‘give and take’ procedure. This procedure would include suggestion and counter suggestions to look for an equally acceptable agreement (Comm GAP, 2011). The way to arrive at a mutual agreement with the help of communication is termed as ‘negotiation’. The process of negotiation includes expertise in few forms of skills like questioning and planning with the assistance of utilizing effectual communication that is non-verbal, assessing requirements and also by way of brainstorming. It frequently becomes essential for a particular individual to try with numerous techniques of negotiating so as to find out a combination of strategies that would be best suited. An eagerness to find out the universal concern and acclimatize styles of communication forms the core part of an effectual negotiation (Downs, 2009). Phases in the Negotiation Process, Objectives and Outcome The process of negotiation involves few phases that are quite significant part of the process. The initial phase is known as the pre-negotiation phase. It is important to prepare properly regarding the fundamentals of the negotiation prior to communicating them with the other parties. Preparation leads to success in case of any kind of activity and thus, is applicable for negotiation too. In this phase it needs to be first ascertained whether there exists any acute reason in order to negotiate. Once this is ascertained, then some structure of the program needs to be set up. After this, the appropriate parties should be recognized who would be actively involved in the procedure along with their degree of responsibility and power (NBF News, 2011). Subsequently comes the conceptualization phase where the base of the agreement is developed with the help of outlining the issues without getting into much details. The outline of the issues that is intended to be negotiated should be clear and transparent, as it is imperative for the parties involved to understand the concept that each one is negotiating for. The issues should be such which can prove to be agreeable by both. In this phase the aims and the purposes of the involved parties are defined with the assistance of facts and also by setting up few ways of compatibility. Then comes the phase where the details are established. In this phase, the agreement between the parties is completed. Discussions are made amid the parties regarding the problems of the agreement in a realistic approach so as to make it feasible and workable (Kilgour, 2010). After the above mentioned phases, the final phase arrives and that is of following up. In this phase it is ensured that the agreement is followed. In case of any problems from both the sides, the contract or agreement might call for a re-negotiation. The details of the agreement could also be altered if needed to oppose a wide range of altering circumstances. This is an important phase, as deciding on an agreement does not hold much of an importance until and unless it is implemented and followed effectively as in the case of the union while negotiating with the Dairy Co. (The Negotiation Experts, 2010). The objectives behind the negotiation were to come to a settlement with the working hours of the employees, the wages, the establishment of a committee and providing training to the staffs. The employees wanted an increase in their pay. The working hours in majority of the organizations are of 38 hours during a week. To add further, the employees should be entitled for additional pay based on the added hours of their working time. It was demanded from the union’s side that the total working hours for a complete month or four weeks should be 152 hours. The maximum hours to be worked were 10 hours making it to a total of 50 hours in six days. Any alteration regarding the working hours or shifts was to be informed before 5 weeks. The duration of the agreement was also needed to be discussed. Discussion regarding the work place committee and the agreement between them was also required. The union demanded that a workplace committee was required to be established jointly with the management. The company was said to disclose all the information related to it to the committee. Then there was the issue of training. The union wanted the management to give preference to the existing employees when it comes to training. The employees wanted to have the right for paid training whenever they would feel it to be necessary for them. After the training, till the time an appropriate designation and pay is found for the employees in the organization as well as the workers or the particular employee is supposed to be entitled to a ‘trained allowance’. The trained employees should be given the first preference while filling any vacancy in the superior level. The union demanded an increase in the wages of the workers. The basic salary of the employees was demanded to be increased by 1.2 percent by the union. The outcome of the negotiation process was that an agreement was made and a decision was reached at regarding the issues. The management of the company agreed with the issue of working hours along with the notice regarding the alterations. The duration of the agreement that was to be reached between the two was to for a period of 18 months. The company also agreed for a joint workplace committee. However, it was not decided that whether the committee was to be an advice-giving or a negotiating one. The company also did not want to disclose all the information or documentation to the committee members. Hence, it was decided by the union that the company should disclose all the information only to the person who would head the committee. The company chose not to agree with the union regarding the training demands and the management only wanted the new staffs to be trained. Finally, the company also did not agree to the demands of wage increase and it was agreed that the company would pay 10 percent of the productivity and an increase of 1.2 percent in the basic salary. Achievement of the Objectives Planning the process of negotiation through the four different phases assisted in gaining a lot of information and understanding regarding the issues from a collective view point. In the first phase the issues that needed to be negotiated were decided on. The issues were discussed among all the members of the union which assisted in identifying the issues properly and even making alterations in them based on the perspective of few that were considered to be valid. Then with the help of the members the issues were structured, so that the management had a clear understanding of the issues that needed to be negotiated. The details of the issues then were established and a discussion was entered into by the both. The problems from both ends were communicated in order to arrive at an agreement. All these phases helped in identifying and developing the issues which made it easy to understand for the parties to negotiate. The discussion phase assisted to recognize each other’s problem areas and then reach a mutual agreement. Planning the negotiation procedure with the help of these phases made it quite structured and which further facilitated in attaining the purpose of the process to a great degree. Analysis of the Phases and Strategies The phases adopted by both the parties were quite practical and feasible. Planning the negotiation process with the application of the four phases by the union made it quite simple and easy to understand for the parties. The union was flexible enough to sit and discuss the issues with the management of the company rather than being rigid on the issues. This flexibility of the union assisted to come to an agreement with the company or else the problems would have remained unsolved creating deeper impact on the ethical root of the overall organisation. The management was also sensitive and understanding regarding the issues owing to the flexibility shown from the union’s end (Rojot, 1991). The phases and strategies adopted in the negotiation process of the Dairy Co. were quite appropriate as it led to an agreement which resulted in the satisfaction of both the parties. The negotiation process was carried in the same company implying that both the parties were from the same company and thus, it called for the involvement of people from various levels of the management. The best suited strategy for this kind of a negotiation would be a cooperative one compared to a competitive strategy which was adopted by both the parties in this case. It is because of the reason that the company is competing with different organizations where it requires competitive advantages in terms of increasing productivity by the means of satisfied employees (Raith & Su, 2000). Here, the negotiation procedure is taking place within the same company, so a cooperative strategy would benefit the company in every way. Satisfying the union would help in smooth functioning of the company. Therefore, the negotiation phases and the strategies do not need to go through any alterations, as the adopted phases and strategies resulted in the success of the process. The Needed Alterations in the Negotiation Process The phases and strategies involved in the negotiation process do not need any alterations as the process can be observed as quite appropriate and effective. The process helped in attaining success by influencing the management to understand and work on the issues and thus, arrive at a decision. However, it would have been better if the union had stressed more on the training issue. The implication of providing training to the existing employees and their benefits should have been communicated properly to the management. The union should have explained the issue from a cost-effective view point. Furthermore, the union could have focused on the loyalty aspect of the present employees in regards to this issue. More information and facts should have been gathered by the union in the phases regarding this issue which would have projected a strong requirement and benefit to the management. The union should have also focused more on the advantages of the company regarding providing training to the existing employees rather than focusing entirely on the interests of the employees. Conclusion From the above discussion it can be evidently observed that it is quite important for a negotiation process to be structured. A structured process of negotiation would help in enhancing the effectiveness of the process and secure the attainment of the objectives. This can be realized by planning the process in different phases which ensure the soundness and feasibility of it. Planning the process in different phases would also help in simplifying the issues while presenting them in front of the other party making it less complicated. It is also necessary that the parties involved in a negotiation process should not be rigid on each other’s issues and decisions. This is important as it would mutually benefit the involved parties and especially when the negotiation process is being carried out within the same company. On the contrary, rigidity would result in loss for both the parties involved which as a result would hamper the business of the company. However, flexibility would ensure advantage for both the parties as well as for the company on the whole. The negotiation phases and the strategies followed in this case can be considered to substantially appropriate although few alterations could have helped in increasing the effect of negotiation in this case. References Brad, S., (2003). Competitive and Cooperative Approaches to Conflict. Home. Retrieved Online on September 23, 2011 from http://www.beyondintractability.org/essay/competitive_cooperative_frames/ CommGAP, (2011). Defining Bargaining and Negotiation. Negotiation. Retrieved Online on September 23, 2011 from http://siteresources.worldbank.org/EXTGOVACC/Resources/Negotiationweb.pdf Downs, L. J., (2009). Negotiation Skills Training. American Society for Training and Development. American Society for Training and Development. Kilgour, D. M., (2010). Handbook of Group Discussion and Negotiation. Springer. NBF News, (2011). Startegies for Effective Negotiation in the Workplace. Business. Retrieved Online on September 24, 2011 from http://www.thenigerianvoice.com/nvnews/45691/1/strategies-for-effective-negotiation-in-the-workpl.html Raith, M.G. & Su, F.E., (2000). Procedural Support for Cooperative Negotiations. Harvey Mudd College. Retrieved Online on September 24, 2011 from http://www.math.hmc.edu/~su/papers.dir/pscn.pdf Rojot, J., (1991). Negotiation: From Theory to Practice. Macmillan Publishers. The Negotiation Experts, (2010). The Four Phases of the Negotiation Process. Featured Articles. Retrieved Online on September 23, 2011 from http://www.negotiations.com/articles/negotiating-phases/. Bibliography Dicker, L., (2002). Making Negotiation Happen: A simple and effective guide to successful negotiating. Allen & Unwin. Guasco, M. P. & Robinson, P. R., (2007). Principles of negotiation: strategies, tactics, techniques to reach agreements. Entrepreneur Press. Read More