Typical Approach to Negotiations before Taking the Class - Essay Example

Journal Entry Journal Entry Typical Approach to Negotiations before Taking this Before taking this my typical approach to negations was largely ineffective. Negotiation is a painstaking process through which people settle their differences, but in my case, I settled little differences, and won several arguments. I always thought I was on the right, and for us to reach a compromise, it had to be in my favor. In fact, I did not even engage in the process of negotiation. Conflicts and disagreements arise regularly owing to difference in beliefs and differing needs among people. Lack of negotiations resulted in resentment and unnecessary arguments that lasted for days. As a result, I lost meaningful friendships owing to barriers in communication that developed from the arguments. Previously, I had no strategy on how to handle a conflict. In the main, it is essential to uphold the principle of fairness, in which one admits a mistake when wrong and argues with a nonbiased mind. My biased arguments previously leaned on my point of view. In addition, as an introvert, I had difficulties maintaining friendships and hence I was not concerned about the outcome of a negotiation process and it effect on interpersonal relationships. However, it is essential to maintain a relationship with others and ensure that friendship continues after a negotiation process. Negotiation seeks to benefit both parties in the argument, and a resolution must favor all those involved in the process. My Approach to Negotiations at the End of the Semester At the end of the semester, I developed a different approach to negotiations. I have changed my approach to negotiation from an assertive approach in which I seek to satisfy my individual needs, to cooperativeness, which intends to satisfy the interests of others. I learnt the need for a structured approach to negotiation, which has so far proven successful in several cases that I have encountered in the course of the semester. The main aim of negotiation, as I have learnt, is to negotiate towards a Win-Win outcome in which both parties become satisfied. This involves a process of preparation and discussion, in which we discuss all issues and identify the main cause of the conflict. Preparation involves naming the parties involved, including witnesses to the conflict. Third parties/witnesses are invaluable in any negotiation forum because they always present an unbiased view to an argument. In addition, I have learnt the need to have a time-scale for a negotiation process to ensure that all issues are resolved in a timely manner. I have also gained skills in negotiation in the discussion process. In particular, I have learnt how to question, listen, and clarify before making any judgments. It is necessary to listen to both sides of the arguments, ask questions, and clarify all issues in the course of negotiation. There is a need for every side to have an equal chance to present their issues, and even take notes during the whole process. Taking notes is a new insight I learnt because it avoids repetition of points during the discussion, and ensures time saving. In the clarification of goals, it is essential to prioritize issues in order of the gravity of the conflict. I have learnt that clarification of goals creates a common ground for both parties to have a rationale argument. Greatest Strengths as a Negotiator My two greatest strengths as a negotiator are assertiveness and effective verbal communication. Assertiveness is an important skill for successful negotiation because it improves self-esteem and self-confidence. It is useful because it offers a superiority complex and enables positive interpersonal interactions that do not undermine the rights of other people on the other side of the negotiation table. Similarly, effective verbal communication is necessary because it emphasizes clearness of speech and encourages politeness during negotiation. It provides a first impression that eventually determines the success of the whole process. These strengths significantly helped me in negotiations I conducted this semester. Firstly, assertiveness helps me stand up for my convictions, and hence I am able to argue from a point of knowledge. In addition, I am able to remain calm and present arguments in a logical manner, rather than through retorting. Similarly, effective verbal communication helped me in such things as greeting formalities and introduction, which set forth a friendly disposition in most of my negotiation cases. I feel most competent as a bargainer in relation to agreeableness. Through this, it is easy to predict the outcome of the negotiation process. It creates an accommodating environment through which one can listen to the other party’s point of view without prejudice. The aim is to treat the other party as a friend, seek a resolution, and develop a common ground. “Good Bargainer” Others regard me as a ‘good bargainer’ and one who knows when to make tradeoffs. My assertiveness and effective verbal skills are two qualities that promote my bargaining skills and make me a good bargainer. A good bargainer knows how to listen and control emotions in the course of discussions. The control of emotions is also evident in the way that a person responds to arguments in an appropriate tone that does not create a hostile environment. I see myself as a good bargainer because I understand the conditions for the success of integrative bargaining. I know how to present creative options that I can debated on and create a win-win situation. In addition, as a good bargainer, one must have a realistic bargain that does not compromise the needs of either party. A realistic bargain helps to create trust, which is essential for both parties to understand each other. I believe I am a good bargainer because I have effective verbal skills that create a perfect environment for trust to develop. In addition, following my newly acquired skills in bargaining, I understand the need to specify and clarify all criteria upfront, to ensure fluency in the discussion process. Areas for Improvement Some areas of improvement remain in my quest to perfect negotiation skills. Although I have acquired some necessary skills in negotiation over the semester, I still need to develop a myriad of skills. My assertiveness sometimes creates a combative attitude that further creates a domineering attitude. As a result, it is impossible to present arguments precisely, especially when I meet a person who is less assertive. Chances are I will win the argument or conflict, yet the other party deserved the victory. I believe I have to work on this because there are times when I genuinely know I will lose a negotiation, but owing to the non-assertive nature of the other party, I win an argument. The challenge is that this may be costly to the other party, especially if the decision meant their success in life. In addition, I need to learn how to deal with the negative tactics of other people in the bargaining table. There are people who have perfected the art of negotiating and mastered all the negative tactics that weaken their opponents. Despite my assertiveness and effective verbal skills, I have succumbed to such cases severally. Such people are often aggressive, controlling, and loud. In reality, they are seen as ‘good negotiators’ because they often win. This is a necessary area for improvement. There are situations that make me feel least competent as a bargainer. I feel less competent when an emotive issue that requires negotiation. Boardroom negotiations often result in companies winning contracts, while domestic negotiations sometimes involve emotive situations in which a decision may affect a person’s life drastically. In such situations, one tends to use words such as ‘honestly’ to strengthen an argument. I foresee some obstacles in making improvements. There are situations when there is no clear winner from a negotiation, and each party ‘technically’ wins the argument. At times, a negotiation depends on luck, and this is an obstacle because no matter the preparations one may make before a negotiation meeting, the factor of luck is likely to appear. No confirmed strategy guarantees success during a negotiation, and this demands an increase in skill levels for one to increase their possibility of luck. Another obstacle in making improvements is my change in behavior. Negotiation is a stressful process that often results in negative emotions, if one does not handle a situation appropriately. For instance, one may become angry if they are in the process of losing an argument that they believe they should rightly win. This is especially true in a multicultural environment in which arguments may center on racial and ethnic lines. Read More