In this session, we will be discussing what is a negotiation, and also negotiation definition, negotiation meaning, how negotiation works, elements of negotiation, skills of negotiation, negotiation types, negotiation strategies and tactics, negotiation examples.
What is a Negotiation?
Negotiation is those types of methods, which are involved anywhere. for example, market, company, two parties, etc. So, let’s discuss what is the actual meaning and definition of negotiation, and negotiation types.
The groups and two or more parties discuss any of the topics to resolves an issue then after discussing the result comes out, which is beneficial for both sides, those types of discussion are called negotiation. Remember one thing, in the process of negotiation negotiators or parties are got beneficial.
Negotiations are a process of giving and take, which means one negotiator or party will always come out on top of the negotiation. The other, though, must concede—even if that concession is nominal.
Negotiation definition
According to Leigh Thompson who is defined the negotiation definition, “interpersonal decision-making process” is “necessary whenever we cannot achieve our objectives single-handedly.” And in their book Judgment in Managerial Decision Making,
According to the negotiation definition which is defined by Max H. Bazerman and Don A. Moore write, “When two or more parties need to reach a joint decision but have different preferences, they negotiate.”
In the session on what is the meaning and definition of negotiation, and negotiation types, examples, we will be also discussing the elements of negotiation.
The elements of negotiation can be dedicated to the following points.
- Interests
- Alternatives
- Relationship
- Options
- Legitimacy
- Communication
- Commitment
Interests: – According to the interests, which one is the first element of negotiation. Interests, which one is the fundamental drivers of negotiation,” for examples our basic needs, wants, and motivations. Often hidden and unspoken, our interests nonetheless guide what we do and speak. Experienced negotiators probe their counterparts’ stated positions to better understand their underlying interests.
Alternatives: – According to the alternative, which one is the second element of negotiation. Even as we are participating in a negotiation, we are aware of our alternatives away from the table—if the current deal doesn’t pan out what we will do. Negotiation preparation should include an analysis of your BATNA, or best alternative to a negotiated agreement, according to Getting to Yes. For example, a job candidate may determine that she/He will start applying to grad schools if a particular job negotiation falls apart.
Relationship: – According to the Relationship, which one is the third element of negotiation. Whether you have an ongoing connection with a counterpart or don’t think you’ll ever see her again, you need to effectively manage your relationship as your negotiation unfolds. Relationship dynamics become all the more important when you have an ongoing connection: future business, your reputation, and your relationships with others may hang in the balance. You can strengthen the relationship by taking time to build rapport and by meeting your own high ethical standards throughout the process.
Options: – According to the options, which one is the fourth element of negotiation. Options which one is defined in negotiation to any available choices’ parties might consider satisfying their contingencies, interests, including conditions, and trades. Because options are those types of tending, which to capitalize on parties’ similarities and differences, they can create value in negotiation and improve parties’ satisfaction, according to Patton.
Legitimacy: – According to Legitimacy, which one is the last third element of negotiation. The quest for a legitimate, or fair, deal drives many of our decisions in negotiations. If you feel the other party is taking advantage of you, you are likely to reject their offer, even if it would leave you objectively better off. To succeed in negotiation, we need to put forth proposals that others will view as legitimate and fair.
Communication: – According to communication, which one the last second element of negotiation. Whether you are negotiating online, via phone, or in person, you will take part in a communication process with the other party or parties. The success of your negotiation can hinge on your communication choices, such as whether you threaten or acquiesce, brainstorm jointly or make firm demands, make silent assumptions about interests or ask questions to probe them more deeply.
Armed with a better understanding of these building blocks of negotiation, you are positioned to learn more about how to prepare to create and claim value in negotiation, manage fairness concerns, and reach the best deal possible—both for you and for your counterpart.
Commitment: – According to commitment, which one is the last element of negotiation. A commitment is referred to in the negotiation as an agreement, demand, offer, or promise made by one or more parties. A commitment can range from an agreement to meet at a particular time and place to a formal proposal to a signed contract.
In the session on what is the meaning and definition of negotiation, we will be also discussing the negotiation types.
The types of negotiation can be dedicated to the following points.
- Distributive negotiation
- Integrative negotiation
- Multiparty negotiation
- Team negotiation
- Positional negotiation
Distributive negotiation: – According to distributive negotiation. Distributive negotiations are those types of negotiation, where two parties bargain over a single product or issue, such as price. For example, negotiating with a dealer over the price of a second-hand vehicle or bargaining with a street vendor. Here, between two parties one party wins and the second one has to take a step back and suffers a loss. So that Your success eventually depends on your distributive negotiation skills.
Integrative negotiation: – According to Integrative negotiation. Are you amazing about that situation when in any business organization representatives of an employees’ union meet the management with their demands? They all discuss, convince, present, argue, oppose, and so on. Then, they all strike a deal on their salaries and also deal with the different types of benefits. Those types of discussions are called integrative negotiation.
So, let’s discuss this in simple words. Integrative negotiation is a type of negotiation, where there is more than one issue that has to be put through the negotiation process. In these types of negotiations, both parties gain something. An integrative negotiation process ensures a win-win situation.
Multiparty negotiation: – According to multiparty negotiation. Multiparty negotiations are those types of negotiation, which involve three or more parties undertaking various negotiation strategies to drive home their points. Example of multiparty negotiation, when five or six friends are deciding the venue of the party and discussing its pros and cons.
Team negotiation: –
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