Negotiation is a constant sport that an individual to achieve his/her goals. They also help or allow you to proceed towards your goal thus it is simple leadership. Examples: Managers must motivate employees to do their jobs allowing the manager to succeed. Teachers must motivate students to study and produce homework and work hard. Parents must convince their children not to play in the street, not to take drugs or engage in other harmful behaviours. This is the crux of negotiation.
There are different styles of negotiation, depending on circumstances. Three such styles are win-lose, legitimate and win-win negotiation.
1) WIN-LOSE STYLE
Where you do not expect to deal with people ever again and you do not need their good will, then it may be appropriate to “play hardback”, seeking to win a negotiation with the other person loses out.
Where there is a great deal at stake in a negotiation, then it may be appropriate to prepare in details and legitimate “games manship” to gain advantage. This is very common with large sales negotiations.
WIN –WIN STYLE
Win- win negotiation skill helps to find a solution that is acceptable to both paties and leaves both parties feeling that there’re won in same way, after the event. This way, both paties are able to maintain a cordial relationship. Here, honesty and openness are almost always the best policies. For a negotiation once it’s over. The style of the negotiation is governed by nationality.
THE NEGOTIATION PROCESS
STAGES IN THE NEGOTIATION PROCESS
- THREE STAGE NEGOTIATION
The three-stage negotiation process is a quick and easy method reaching agreement in the many different short and simple situations that encounter every day such as domestic request and retail purchases. The three stages are simply
- i. Open-say what you want
- ii. Bargain-but out the deal
- iii. Close-agree and exchange
- FIVE STAGES NEGOTIATION PROCESS
For more complex situations, such as peace negotiation the five stage negotiation process is more preferable.
- Protocol-During this stage, both parties met in the negotiation setting. Members of each team are introduced
- Inquiring- At this stage, both parties exchange information and discuss concerns. The objective here for both the teams is to establish what each party wants and what each party can offer.
- Bargaining- At this stage, both