Negotiations - Getting to Yes - Essay Example

This paper tends to explain the significance of the theme stated above on the grounds of practical evidences and the findings of scholarly volumes on negotiation. To begin with, a person’s point of view of a certain topic has a straight-line relationship with his behavior as an individual. The intensity of his responses and reactions to counter arguments in a debate of win-to-win contexts reflects how passionate he is towards his ethics or prejudice. Hence, being soft on the people is important while at the same time being hard on the problem so as to achieve the goal.

Planning covers the major portion of entire strategic negotiation procedures. When a manager utilizes all skills, knowledge, and potential to create a favorable condition for negotiating with someone, the tactics he initiates can be termed as ‘negotiation strategy’. According to Rojot, the first process of three-stage model of negotiation is ‘getting to know each other’ including their starting positions, range, and limitations. The second stage involves the attempt to reach a settlement either through official or informal actions; and finally persuading other group for decision making (174-75).

While considering the scope of negotiation in a disturbed atmosphere, it is important to see that the process of negotiation passes through different phases that create stage for analysis, understanding, and effective communication. Importance and necessity of interaction are also determined only if the negotiation process is identified well. To be more specific, on initiating a negotiation process, one has to determine the actual reason for negotiating an issue. Although issues are more important than people concerned to them, ‘being soft on the people’ is also important.

Otherwise, people tend to get defensive and refuse to listen (Chapter 3). On the other hand, gathering adequate