The Role Of Negotiation In Conflict Resolution
Negotiation is defined as the act of discussing the facts about the value of an item before legal ownership can be transferred after an agreement has been reached. The negotiation process appears like a debate where each party makes a proposal that serves their interest. There are many negotiation approaches, but two of the main approaches discussed in class include; the distributive and integrative styles. The type of strategy applied by negotiators is determined by the nature of the particular situation. Negotiation is a vital skill that is applied daily in varying circumstances such as during transactions, making outside-the-court settlements, and getting into contracts.
The basic skill of negotiation can be improved if people know the strategies of negotiation and the tactics to employ in reaching a beneficial consensus with another party. According to Robertson (2018) there are five strategies that negotiators can apply to acquire the best deal from any negotiation process. In the class readings, the distributive strategy is an appropriate strategy for gaining the most benefit from a division. The parties in this type of strategy view each other as adversaries, with varying interests that can only be attained through compromise by one of the individuals.
In the article by Thomas Noble, the master negotiator is a skilled person that will always get the best possible deal from a given situation. The skill to negotiate is obtained through practice and regular engagement with other negotiators in busy environments. The proper understanding of which questions to ask, and what answers to provide differentiates a master and novice negotiator. The distributive strategy has more similar elements with the strategies provided by Noble and Robertson in their articles because they involve discussions between adversaries.
Similarities
The most common negotiation strategy is the distributive approach because it occurs frequently under different circumstances. Human beings are said to be in constant competition for limited resources, and negotiations are necessary to maximize personal gains. The aim of the negotiation is to reach a consensus within a dispute so that negotiating parties can maintain their relationship for future transactions. However, it is common for disagreements to occur when negotiators are unwilling to compromise their benefits from the engagement. It is, therefore, necessary for negotiators to sharpen their negotiation skills through every chance they get.
In the article by Robertson, effective negotiators have to possess more information about the on-going deal than the other party to acquire the best possible outcome. Similarly, the distributive strategy always favors the party with more information about the competitive position of the other party. Moreover, the distributive strategy requires a negotiator to act in a defensive manner to get discounts and reduced prices in a business transaction. For this reason, one has to act surprised in face-to-face negotiations when the first party makes an offer before giving a counter-offer that is lower.
At the start of the negotiation, parties should evaluate each other and determine whether the stand taken by the other party is competitive or cooperative. In case the stand is competitive, Noble suggests that one can invite a third party to mediate and help the negotiators to reach a bargain. On the other hand, the parties in a division can apply a cooperative approach that is similar to the integrative strategy discussed in the course reading. The integrative strategy assumes that parties have a mutual interest that necessitates a joint initiative in achieving the outcome, which benefits both parties. The integrative strategy facilitates a win-win outcome for the negotiators, and each party is happy with their share of the deal.
When getting into negotiations for conflict resolution, divisions normally involve several parts that should be addressed separately. According to Noble, it is necessary to breakdown issues in conflict resolution and find the trade-offs that foster reconciliation. The approach involving sequential breakdown of an issue to address each item individually is referred to as the fixed pie strategy in the course. The strategy enables easy analysis of disputes by reflecting on components of the main issue, and making progress in small steps until the entire conflict is resolved. Noble suggests the use of this approach because it reduces inflexibility of negotiating parties, which is a major part of conflict resolution.
Differences
In the course readings, the integrative negotiation strategy is highly recommended for resolution of economic and financial disputes that require the relationship to be maintained. It is true that business managers share common interests with shareholders and employees. However, there are conflicting interests that cause division of opinions such as the allocation of resources. By maximizing the resources within the organization, these parties in business have a better deal in the negotiation. The article by Noble summarizes the problem of conflicting interests by recommending multiple solutions instead of the common solution given in the course reading. There is a substantial difference on how to resolve a business dispute where parties have common interests according to the article and the course material.
The course material suggests that parties in an organization have justified interests that should be served by all the stakeholders. The article, on the other hand, suggests that each party should get a solution that serves its interest by placing their personal needs above company goals. Once everyone seeks their underlying needs, the party with the leverage point gets the best deal.
The practice of walking away from a deal is introduced by the article when acceptable terms are not provided. The conflict resolution style described in this article is contradictory at this point because walking away from the deal terminates all the chances for future engagements. Moreover, the article proposed that negotiators should be flexible in their bargain to facilitate the success of the negotiations. Noble should reveal at which point a negotiator should apply flexibility in their bargain and when to walk away from the negotiation table.
In the course material, the justified interests of negotiating parties are recognized and respected. The purpose of the negotiations in the strategies studied in class is to reveal acceptable compromise for each party. The article proposes that resolution of a dispute when a party has leverage should be done when the opposing party recognizes one’s interests as the legitimate interest. The approach is focused on building a master negotiator that does not compromise or give into other parties’ interests, even when they are legitimate.
The article suggests that by framing one’s interests in a normative context applied by the next negotiator to make decisions, the likelihood of reaching a decision that favors you increases. In the course reading, this strategy is similar to manipulation that should not be part of negotiations. However, the article suggests that novice negotiators are the only persons that ignore leverage while the master negotiator utilizes it to win the deal.
In the course material, only individuals in authority have the power to use leverage in getting their interests. The authority figure in a dispute situation or a business scenario has power to use leverage over individuals with less power. However, in the course work, the person in authority does not use manipulation as a negotiation strategy. The justified interests of those with less power in a bargain are also provided due to the value placed on the interests of the opponent side.
The manipulation strategy is applicable in cases where the value of the engagement is low, and future interactions are unlikely to occur between the negotiating parties. The difference between novice and master negotiators is given as the willingness to apply manipulative strategies to close a deal. It is unlikely that master negotiators consider using the win-win approach where each party receives a reasonable share of their interest. It is interesting how the master negotiator maintains relationships with other parties without considering their interests when going into a deal.
The negotiation process is critical in managing disputes, transactions, and conflicting interests. Persons going into a negotiation are required to have sufficient information about the other party’s position before beginning the negotiation process. It is evident that reasonable offers can facilitate good relationships among people that frequently engage in business. Although most negotiations begin with the disruptive approach, the integrative approach discussed in class adds value to the nature of the transaction and interaction. Finally, the manipulative strategy discussed in the article seems applicable in one-time interactions because one party is likely to leave the negotiation table frustrated.
References
- Chapman, E. , Miles, E. W. , & Maurer, T. (2017). A proposed model for effective negotiation skill development. The Journal of Management Development, 36(7), 940-958. Retrieved from https://search. proquest. com/docview/1929855586?accountid=158399
- Constantin, C. , M. A. , Ionila, D. , M. A. , & Serban, C. , M. A. (2015). YOUNG PROFESSIONALS AND BUSINESS NEGOCIATION. Romanian Economic and Business Review, 10(4), 52-63. Retrieved from https://search. proquest. com/docview/1792214812?accountid=158399
- Perkov, D. , Primorac, D. , & Kozina, G. (2016). Business Negotiation As A Crucial Component Of Sales. Varazdin: Varazdin Development and Entrepreneurship Agency (VADEA). Retrieved from https://search. proquest. com/docview/1793195742?accountid=158399
- Taylor, K. A. , Mesmer-Magnus, J. , & Burns, T. M. (2008). Teaching the art of negotiation: Improving students' negotiating confidence and perceptions of effectiveness. Journal of Education for Business, 83(3), 135-140. Retrieved from https://search. proquest. com/docview/202820131?accountid=158399
