Day 19- Negotiation

Today lecture was conducted by a invited lecturer Mr. Shamer and we had lectures in Access Towers. The topic discussed today was Negotiation. 

The lecturer started the lecture by explaining what is a negotiation and where it take place. He stated that negotiations happen when we try to solve a problem.  After that he mentioned the area we are going to cover today. 

Figure 1: Negotiation (Stage2Planning, 2012)

• Methodical ways of negotiations
• Improvements in negotiations

What is a negotiation?

Negotiation is a process by which two parties with on interest in the same issue seek to reach an agreement  that is acceptable to both side. Also argument is a choice.

Negotiations take place between two parties but it also can take place within yourself. As an example if you go to shopping and when you run out with cash you do negotiation with your own-self with what to buy. 

After that he gave an activity to do. 

Activity:-

He gave a court case and asked for our opinion based on the three answers given by him. The answers as follow,

-Would he hanged death penalty

- Should be jailed

- Should not be punished

Based on the answer he put students into groups, which a group consists of 6 or 7members. In my group there were 7 members. They are Deve, Jeewaka, Afnan, Hshan Ranasighe, Hashan Wijesundara, Ali and myslef.

Negotiation Styles -Ways or methods of negotiating

Thomas Killman has introduced five styles of negotiations. They are avoidance, competition, accommodation, compromise and collaboration.

Figure 2: Styles of Negotiation (finntrack, 2012)

Avoidance

Ignore or avoid the issue rather than confront them directly. Employ strategies such as denying there is an issue, using jokes as a way to deflect, conflict or trying to change the topic. 

Competition

A person try to resolve issues by controlling or persuading others in order to achieve his/her task. This is a win end strategy.

Accommodation

Essentially communicates to another "You are right, I agree; let's forget about it". This is a lose win strategy.

Compromise

Occurs half way between competition and accommodation. Generally perceived a "give and take" strategy. Compromises attend to the concerns of others as well as to their own needs.

Collaboration

Both parties agrees to positive settlement to the issue and attend fully to the other's concerns while not sacrificing or suppressing their own. The issue not resolved until each side is reasonably satisfied and can support solution. This is a win-win strategy.

Negotiation Skills

Figure 3: Negotiation Skills (Kent, 2012)

Search for Interest

Before applying the negotiation style first should look at the interest.

Try to Understand

Listen to others carefully and encourage them to explain their side first then they will be willing to listen to you. Also listen carefully to the arguments of the other party and assess the logic of their reasoning.

Control Emotions

Keep calm and use assertive rather than aggressive behavior. Use tact and diplomacy to diffuse tensions.

Avoid the presumption of Evil

Always be optimistic.

Other than above mentioned skills can use following skills as well.

• List all the issues which are important to both sides and identify the key issues. Identify any personal agendas. Question generalizations and challenge assumptions. (Kent, 2012)
• Move away from blames.
• Breakdown bigger issues to smaller ones.
• Maintain integrity- Having the character quality of being honest, reliable and fair.
• BATNA (Best Alternative to a Negotiated Settlement)- The best consequences (outcomes) of not negotiating
• WATNA (Worst Alternatives to a Negotiated Agreement)- The worse consequences of not negotiating.

Learning Outcomes:-

From today lecture I understood about various types of negotiation styles and different skills that can be used to in-order to have a successful negotiation. Also from the activities did today I understood how the different types of negotiation strategies apply for a one particular scenario.

References:-

finntrack. (2012). Different types of negotiation. [Online]. Available at: http://www.finntrack.co.uk/images/negotiation-strategies.jpg [Accessed 21st August 2012]

Kent. (2012). Skills of Negotiation. [Online]. Available at: http://www.kent.ac.uk/careers/pics/Persuading.JPG [Accessed 21st August 2012]

Stage2Planning. (2012). Negotiation. [Online]. Available at: http://www.stage2planning.com/Portals/13035/images/Fotolia_13984998_XS.jpg

 [Accessed 21st August 2012]