TABLE OF CONTENT COMPONENTS GUIDELINES/ MARKING CRITERIA PAGES 1.0 TASK 1 3-19 2.0 TASK 2 20-27 3.0 References 28 4.0 Coursework 28-40 1.0 TASK 1 Negotiation is an integral part of daily life and the opportunities to negotiate surround us. While some people may look like born negotiators, negotiation is
fundamentally a skill involving analysis and communication that everyone can learn. You are required to provide 10 “best practices” for negotiators who which to continue to improve their negotiation. 1.The Win-Lose Approach to Negotiation: This means that while one side wins the other loses and this outcome may well damage future relationships between the parties. It also increases the likelihood of relationships breaking down, of people walking out or refusing to deal with the ‘winners’ again and the process ending in a bitter dispute. Win-Lose bargaining is probably the most familiar form of negotiating that is undertaken. Individuals decide what they want, then each side takes up an extreme position, such as asking the other side for much more than they expect to get. A typical example is haggling over the price of a car: “What do you want for it?” “I couldn’t let it go for under £2,000.” “I’ll give you £1,000.” “You must be joking.” “Well, £1,100 and that’s my limit.” Page 2 of 39
“£1,900” … “£1,300” … “£1,700” ... “£1,500” … “Done!” 2.The Win-Win Approach to Negotiation: Many professional negotiators prefer to aim towards what is known as a Win-Win solution. This involves looking for resolutions that allow both sides to gain. Key points when aiming for a Win-Win outcome include: Focus on maintaining the relationship - ‘separate the people from the problem’. Focus on interests not positions. Generate a variety of options that offer gains to both parties before deciding what to do. Aim for the result to be based on an objective standard. 3.Focus on Maintaining the Relationship: This means not allowing the disagreement to damage the interpersonal relationship, not blaming the others for the problem and aiming to confront the problem not the people. This can involve actively supporting the other individuals while confronting the problem. The following are examples of statements that might be used by a good negotiator: “You’ve expressed your points very clearly and I can now appreciate your position. However...” Page 3 of 39
“It’s clear that you are very concerned about this issue, as I am myself. Yet from my viewpoint...” Another way of avoiding personal confrontation is to avoid blaming the other party for creating the problem. It is better to talk in terms of the impact the problem is having personally, or on the organisation or situation, rather than pointing out any errors.
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- Summer '17