Negotiation Between Two or More Parties

Question: Discuss about the Negotiation Between Two or More Parties. Answer: Introduction Negotiation according to Tudoran and Bolgut (2014), involves communication between two or more parties intended to resolve differences or reach a beneficial outcome between them. Everyone negotiates daily in their life in one way or another. The success of any negotiation depends on cooperation between the parties involved. It is important for a person always negotiating to remember that a negotiation is not a confrontation. During negotiations, each side tables their positions and make small concessions. For the success of a negotiation process, each party has to forego certain demands. The purpose of this essay is to determine the strategies and tactics used in a negotiating process. A negotiating process entails the use of different tactics by the parties. Tactics are mostly used in negotiations where the negotiators want to take more value off the table. One useful negotiation tactic is an auction. Negotiations that involve many parties interested in a single item use auction tactic. By bidding, the negotiators state their positions. Bidding capitalizes on the fact that when people feel they are losing out on bidding, they will bid more. Deadlines is another negotiation tactic. Deadlines are used to force another negotiator into agreeing to the terms laid down (Fleck, Volkema and Pereira, 2016). Time is the primary factor in ensuring that the other negotiator bows Negotiators employ different tactics to ensure they get more than the other party. A tactic such as snow job is commonly used by negotiators to make it difficult for another negotiator to make the right decision. In snow job, negotiators offer the other party a lot of information and diversions to influence the choice and decisions they make. Brinksmanship tactic involves pushing the other negotiator to the edge and convincing them that there is no other suitable alternative agreement. Some negotiation tactics like chicken involve extreme rules and measures. Chicken is a dirty tactic meant to scare the other party into an undesired agreement. It involves the use of bluffs by one party but in some instances, both parties may apply the same tactic and go through with the agreement under extreme measures. It is important for negotiators to have a background information of the other negotiator and their requirements (Beenen and Barbuto, 2014). Information concerning the other party will determine the tactic or technique to be applied to achieve the desired outcome in the negotiation process. Negotiation situations are very common. I observed a wages negotiation process where Jane a potential employee and her employers were negotiating about compensation. The employer asked the potential employee of how much she was willing to accept as payment to work in the organization. Jane, after a minute of deep thinking, replied that she would expect a payment of $60,000. Her employers were pretending to be shocked by her demands state that her offer is too high, and they are willing to pay $50,000 for the position. Jane kept her calm in this situation and reiterated that her skills, competence, and experience are worth her offer of $60,000 and then she kept quiet and maintained silence. She maintained silence in the room even though the other negotiators kept looking at her as a sign of expecting more communication. In the end, one of the negotiators representing the company broke the silence and said to Jane that she would cost the organization a lot, but she had got the job with a salary of $60,000. Jane employed a negotiation technique of ask and then stop talking and as stated by (Halliday, 2007) worked in her favor as it made her seem strong and very confident. Conclusion Negotiators need to do gather information before a negotiation process. Most negotiations success to a party depends on the tactic and technique applied. It is vital to have various negotiation techniques to be a successful negotiator. Reference Beenen, G, Barbuto, J 2014, 'Let's Make a Deal: A Dynamic Exercise for Practicing Negotiation Skills',Journal Of Education For Business, 89, 3, pp. 149-155 Fleck, D, Volkema, R, Pereira, S 2016, 'Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome',Group Decision Negotiation, 25, 5, pp. 873-899 Halliday, S 2007, 'Reach the right deal [salary negotiations]',Engineering Management, 17, 1, pp. 38-39, Page, D, Mukherjee, A 2009, 'Effective Technique For Consistent Evaluation Of Negotiation Skills',Education, 129, 3, pp. 521-533 Roberts, J, Wright, R 2016, 'Training For Bargaining',William Mary Law Review, 57, 4, pp. 1445-1504 Tudoran, D, Boglu頼, A 2014, 'Types of Negotiation Tactics',Research Journal Of Agricultural Science, 46, 2, pp. 395-402.