Negotiation

Definition

A dialogue between two or more parties that take place in order to reach an understanding or a common objective in order to resolve points of differences to gain an advantage for an individual or a group of people

Types of negotiation

Distributive

A distributive negotiation results in a loss to one party, while both parties may benefit from this type of negotiation one party will have to give in more than what he/she takes.

This may end in a way where both parties will have to give up and no one would gain anything.

Integrative

This type of negotiation is where both parties involved will negotiate in a collaborative manner where both sides work together mutually in hopes of reaching the greatest and highest benefits possible.

Ways on how a negotiation may end

A negotiation can end in 4 different ways namely,

1. Win/Win
2. Win/Lose
3. Lose/Win
4. Lose/Lose

A Win/Win situation is considered the best option where both parties involved get expected/fair benefit and maintain a steady relationship with the involved parties. These negotiations are known as “integrative negotiations”

A Win/Lose or Lose/Win is a situation where one party will have to give up or agree to the other party in order to end the negotiation.

• This approach mostly benefits the party who wins the negotiation whereas the other party may have some benefits compared to what he/she could have gained if they won the negotiation. (one party gives in more than they take away)

A Lose/Lose negotiation happens when both parties don’t agree upon anything and end the negotiation without making any decisions.

• This approach does not benefit either party involved.

Skills for Negotiation

According to Singh (2008) the following can be stated as the skills of a negotiation

1. Set clear objectives
2. Do not hurry
3. Be prepared
4. Remain flexible
5. Continually examine why the other party acts as it does
6. Respect face-saving tactics employed by the opposition
7. Attempt to ascertain the real interest of the other party by the priority proposed
8. Listen actively
9. Build a reputation for being fair but firm
10. Control emotions
11. Remember to evaluate each bargaining move in relation to all others
12. Measure bargaining moves against ultimate objectives
13. Pay close attention to the wording of proposals
14. Remember that compromise is the key to successful negotiations; understand that no arty can afford to win or lose at all
15. Try to understand people
16. Consider the impact of present negotiations on the future relationship of the parties

Saying Yes and No

Singh (2008) states that in negotiations saying "yes" and "no" should be said by negotiators without fear when needed for the following reasons.

• Could lead to winning approval and acceptance
• Could be used as a measure to avoid getting hurt by feelings
• Maybe used so that negotiators may not want to anticipate consequences in full,
• To make others indebted to us

Task to be done

Students were given a “Negotiating Style” self-assessment to be done at home to help identify and examine their personal negotiation style.

the negotiation self assessment is based on 5 key negotiating styles used to measure the assertiveness and cooperativeness when negotiating.

5 key negotiating styles

1. Competing 
2. Avoiding
3. Collaborating
4. Accommodating
5. Compromising

The task was done successfully and the results are uploaded above.

Strengths and Weaknesses that affect me as a negotiator

Strengths	Weaknesses
Preparation and proper facts	inability to say “yes” or “no” when needed
Understanding my interests (what I want?)	Not having patience
Understanding the other parties interest (What he/she wants)	Avoiding important points by the other parties involved
Able to communicate points clearly
Setting clear objectives
Listening to the other party involved actively
Being open minded
Being flexible
Try to talk about possible areas of agreements
Setting clear objectives

Approaches to overcome weaknesses

Inability to say “yes” or “no” when needed

• According to (Singh, 2008) a negotiator should have the ability to say “yes” or “no” when needed. This weakness can be eliminated by gaining confidence and overcoming fear while negotiating with other parties.

Not having patience

• The time taken for a negotiation depends on the negotiation, some negotiations might take less time and some may take more than expected, a negotiation should not be rushed, if done so either party may have losses that could have been sorted out by negotiating further.
• This weakness can be overcome by being patient while negotiating and understanding all parties objectives.

Avoiding important points by the other parties involved

• A good negotiation should benefit all parties that are involved, by ignoring or avoiding important points made by the other negotiator has high chances of leading into the other party losing or gaining less than expected.
• This weakness can be overcome by acknowledging and giving importance to every point the other negotiator makes.

B.A.T.N.A
According to The Negotiation Academy (2014) a Best alternative to a negotiated agreement is a strategy that is used while negotiating. in simple terms this is basically when both negotiating parties cannot come to terms this alternative approach is used.
B.A.T.N.A is looking at other alternatives before starting a negotiation which is the next best option that would satisfy both parties, these are commonly used as a backup plan for a negotiation.
according to The Negotiation Academy (2014) these are the things that should be looked at while drafting a B.A.T.N.A

• Brainstorm a list of all available alternatives that might be considered should the negotiation fail to render a favourable agreement;
• Chose the most promising alternatives and expand them into practical and attainable alternatives; and
• Identify the best of the alternatives and keep it in reserve as a fall-back during the negotiation.

Lessons learnt

• When negotiating the aim/objective of each negotiator should be to achieve expected or a fair benefit which satisfies both parties
• A negotiation should be done patiently, it shouldn't be rushed
• A negotiator shouldn't fear and should have confidence
• Proper facts and preparation is an effective method to a successful negotiation
• Ability to understand the needs and wants of the other party
• Try to end a negotiation in an integrative manner (Win/Win)
• Giving importance to the other parties points in a negotiation
• The importance of using a B.A.T.N.A and the steps in drafting the best alternative