Negotiation/Negotiator

Negotiator 's Choice of Style

Abstract

Negotiation is an effective means of settling disputes because it allows two parties to critically interact and express their ideas , demands , and arguments . This identifies the different negotiation styles Understanding the underpinning concepts of negotiation allows negotiators to choose the best style they could apply in a particular situation . Skills in effective communication are crucial in negotiation It is also important to consider creative ways and ethical practices in negotiations to attain the objectives in negotiation

Introduction

People engage in negotiation when they

are caught in a situation in which they have to agree on something or with someone on a basis of a condition or conditions desired . Since negotiation is a social phenomenon which involves communication , it is not surprising that it is studied in different academic fields such as business and marketing economics , sociology , psychology , political science , law , criminology and language . Negotiation is part of people 's life . It can be seen in different contexts and it requires people to demonstrate intelligence and interpersonal and communication skills to be able to resolve conflicts , make wise decisions and judgments , and achieve claims or needs . Negotiation occurs when two individuals agree on things that on the basis of conditions that have favorable outcomes

Negotiation Defined

Negotiation is generally referred as dispute resolution between two parties (Nagel , 1992 . McLaughlin et al (1980 ) define negotiation exchange strategies in which the target proposes to engage in an alternative behavior to that proposed by the agent and /or empathetic understanding strategies in which the target solicits discussion conducive to mutual accommodation (p . 16 . Negotiation , under alternative dispute resolution (ADR , is considered a practical means in avoiding costly litigation when arranging agreements and reconciling with the different opinions , requirements or demands of the two parties .Advocates of ADR contend that in to effectively persuade in an agreement , negotiators should be persistent , cordial , and straight-forward (Brams , 2003 . Negotiation involves decision making based on a series of alternatives . Thus , creative thinking is needed to help a person choose the best alternatives that would satisfy individuals with the negotiated outcomes (Kurtzberg , 1998 . In addition creativity is also needed in motivating the other party to agree with the offer or make concessions easier . One should critically evaluate the other party 's situation , needs , desires , purposes and reasons for his arguments in to easily identify the best motivation to be given If the other party needs to be motivated to easily persuade and agree an individual also needs appropriate motivation when engaging in negotiations in to be determined and consistent with his claims and arguments

Styles of Negotiation

Negotiation styles differ in people 's objectives , situations or conditions . The result of negotiation is affected by their experiences communication skills , beliefs , cultural background , and personality ChangingMinds .org identifies the different styles of negotiation in three perspectives : belief-based style , professional style , and contextual style . The belief-based style of negotiation suggests that negotiators attitude depends on their perception about the other negotiator . It...