Contextual Strategies for Conducting Effective Negotiation (original) (raw)
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NEGOTIATION STRATEGIES & TACTICS FOR BUSINESS SUCCESS
Synopsis Negotiation is one of the key elements for the success of a business. A business enterprise uses an elaborate process of negotiation to source its raw materials and also to sell its products to its dealers or customers. Negotiation has therefore become an important tool for all business dealings and a highly planned negotiation always bestows numerable benefits to the company or enterprise.Further, there will be no post-negotiation dissatisfaction for the parties involved in the process of negotiation and may lead to long lasting business cooperation and relationships. Most of the times, the executives of a company are aware of the stages of negotiation— Planning Stage, Preparatory stage, Introduction stage, Opening Stage, Discussion Stage, Exploration Stage, Signalling Stage, Closing Stage and Post-Negotiation Stage-and also the things to do in each stage of negotiation but many a time they are not aware of the " actual tactic or tactics " to be employed to strike a successful business deal.Similarlly, the executives of the company may be aware of the negotiation styles—Aggresssive, Collaborative, Passive, Compromise and Ignoring styles—but may not be aware of the differeent tacics to be followed while negotiating a deal or arriving at a successful negotiated settlement. The present article titled " Negotiation Strategies & Tactics for Business Success " discusses in detail the various tactics involved in the process of negotiation and how to use or execute the tactic in a specific stage of negotiation and while using a particular style of negotiation.
Some aspects regarding negotiation in business
IOP Conference Series: Materials Science and Engineering, 2019
Paper presents some aspects regarding negotiation process used in technological transfer, negotiations strategies, partners orientation in negotiation time, WIN-WIN, or WIN-LOOSE, or LOOSE-LOOSE position, tactics and technics used in negotiation.
On the Study of Negotiation Strategies
Lecture Notes in Computer Science, 2006
The basic idea behind a negotiation is that the agents make offers that they judge "good" and respond to the offers made to them until a compromise is reached. The choice of the offer to propose at a given step in a negotiation dialogue is a strategic matter. In most works on negotiation dialogues, the agents are supposed to be rational, and thus propose and accept only the offers which satisfy all their goals. This strategy is very restrictive since in everyday life, it is difficult to find an offer which satisfies all the agent's goals. The aim of this paper is to propose less restrictive strategies than the one used in the literature. Those strategies are based not only on the goals and beliefs of the agents but also on their rejections. A three-layered setting is proposed. The properties of each strategy are given as well as a comparative study between these strategies.
Negotiation skills: keys to Business excellence in the 21 St century
2015
Amidst the growing turbulence in the current business world, increasing premium is being placed on the ability of organizations to articulate their strategies and positions much more effectively. Even with the latest milestones in Information and Communication Technology, business interactions tend to be cold, formal and uneventful. This further compounds the crisis in the business arena. This paper demonstrates the significance of negotiation skills as a panacea for this state of affairs. In their most refined state, negotiation skills have the power to break down barriers, relieve tension and create an atmosphere conducive for business.
European Journal of Economics and Business Studies, 2020
The most part of the researches has largely been focused on what happens at the negotiation table, rather than in its preparation and planning. Through this paper we will try to underline the importance of the preparation and planning activities which are necessarily undertaken in a business negotiation. For this purpose, we have reviewed the negotiation literature regarding these pre-negotiation processes and the necessary activities for each of them. One of the most important concerns is the extent to which the negotiators follow the literature recommendations about pre-negotiation processes. This is a quantitative research design which tries to collect data, through interviews and a questioner designed for it and makes analyzes and logical deductions on the results achieved. The results of this study derive from a questioner with 68 respondents, who provide an understanding of the preparation and planning activities they conduct as part of their negotiations. This study finds out...
You Can’t Always Get What You Want: Strategic Issues in Negotiation
Procedia - Social and Behavioral Sciences, 2012
Negotiation is a process based on strategic choices. Each participant must fix carefully its objectives and decide what are the most appropriate ways and means in order to attain those. While in practice negotiation is always a mix of cooperation and competition, these two elements correspond to different approaches of the relationship and also different and quite incompatible orientations in term of strategy. The techniques, tactics and arguments employed by the negotiators in both cases will have different related effects and in the end will produce different and initially undefined outcomes. The choice of a strategy can be influenced by many factors, from the negotiator's power to the level of trust, the stakes or the concern for the other party's outcome. Drawing on concepts from several disciplines, our intention in this paper is to clarify, in a specific negotiation, the aspects and elements of the relationship between the determinants of a strategic choice and its effects on the capacity to reach an agreement which fulfil the participants' expectations and objectives. This should allow uncovering new hypotheses for experimental research.
Pakistan Postgraduate Medical Journal
We must lead in our ward, institution or society. It requires different skills. Negotiation skills must be developed by the leader. Negotiation is a give & take decision making process involving 2 or more persons with different preference. it is a collection of behaviors that involve communication, marketing, psychological, assertiveness & conflict resolution. We need negotiation to solve a problem or reach an agreement. Both the parties should have common predetermined goals. They should be willing to modify their position. At the same time, they should understand the purpose of negotiation. Negotiation process consists of the following steps: Preparation, Discussion, Clear Goals, Win-Win, Agreement, Action Items. Preparation: Before any negotiation takes place, a decision needs to be taken as to when and where a meeting will take place to discuss the problem and who will attend. Setting a limited timescale can also be helpful to prevent the disagreement continuing. Discussion: During this stage, individuals or members of each side put forward the case as they see it, i.e. their understanding of the situation. Clear Goals: From the discussion, the goals, interests and viewpoints of both sides of the disagreement need to be clarified. 'Win-win' outcome where both sides feel they have gained something positive through the process of negotiation and both sides feel their point of view has been taken into consideration. Agreement: It can be achieved once understanding of both sides' viewpoints and interests have been considered. Action Items: From the agreement, a course of action must be implemented to carry through the decision. The required behavior for the negotiation requires that we consider the other party as stake holder. Negotiation is seen as an opportunity to be creative and think outside of the box in order to make the pie bigger. We all agree that the integrative bargaining is the right negotiation behavior to use. This type of resolution will help building long-term relationships and trust between the parties. Both the parties should be cooperative , trusting, pacifying, relational and giving. The skillful negotiator will not be distracted from his task.
Professional’s Common Skills on Negotiation
Izzivi prihodnosti, 2020
Purpose and Originality: This article concentrates on negotiation skills that can be used by professionals from different work field that requires negotiation. The survey identifies key negotiation skills that characterize different types of professionals. Method: For the study, we used qualitative paradigm. We interviewed 18 people from different work fields with the purpose to see how the negotiation process is used in their daily life, what their negotiation skills are, and what are the common skills for negotiation. Results: Participants stated specific negotiating skills which are universal, that you can use on a daily basis no matter what profession. These are defined and clear goals, good preparation, where it is important to check client, building trust and seeking for win/win outcome. Society: We communicate on a daily basis, and throughout the day, we experience negotiating, whether we are aware of it or not. Knowledge of key negotiation skills enhances the effectiveness of communication with people in everyday life. Limitations / further research: The limitation that arises in qualitative research, which is also a limitation of our research, is the difficulty of generalizing data, which means that data cannot be generalized to the entire population. For further exploration, we propose to use a quantitative methodology. It would be also useful to present best practices of negotiation in various professions.