Major factors influencing in negotiation process and it's impacts

 


“Negotiation is a process for resolving conflict between two parties whereby both modify their demands to achieve a mutually acceptable compromise” (Kenedy et al,1984). In other words negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who compromise to agree on matters of mutual interest, while optimizing their individual utilities.


Factors influencing in negotiation

  • Level of Trust.
  • The goals and interest of the parties. 
  • The extent to which the negotiating parties  are interdependent.
  • The past relations which  exist between the two negotiating parties.
  • The nature, temperament, and personalities of the parties.
  • The persuasive ability of each party.   

Nature of Negotiations  

  • It requires two parties 
  • the objective is to reach an agreement
  • It is a continues proces
  • Usually there is no winner or loser 
  • Requires flexibility 
  • A process not an event 
  • Needs effective communication - Negotiation needs an effective communication tools to creach the relevant parties objectives. As a MBA student of London metropolitan university I recommends as mentioned below 7Cs  for its effectiveness are Completeness, Courtesy, Clarity, Consideration, Correctness, Concreteness and Conciseness.  


The negotiation process 

The process of negotiation is instrumental in achieving the desired results in the organization's run of transactions. It is therefore necessary for a business deal to adhere to strict stages in the negotiation. Its includes 04 steps which are Preparation, Discussion, Proposal and Agreement. 

According to the above mentioned studies an organization to be deeply considered when a negotiation process processing. How ever in this process having some barriers as mentioned below. Therefore both parties to be pre prepared regarding these barriers as well. 

  • Diehard bargainers  
  • Lack of trust   
  • Informational vacuums and negotiator's dilemma   
  • Structural impediments   
  • Spoilers   
  • Cultural and gender differences  
  • Communication problems   
  • The power of dialoguere

References 

Adnan, Muhamad Hariz Muhamad; Hassan, Mohd Fadzil; Aziz, Izzatdin; Paputungan, 

Irving V (August 2016). "Protocols for agent-based autonomous negotiations: A review". 

2016 3rd International Conference on Computer and Information Sciences 

Luecke, Richard (2003). Negotiation. Harvard Business Essentials. Boston: Harvard Business School Press

Comments

  1. TharangaNDecember 13, 2020 at 5:52 AM

    Negotiation is the process avoiding arguments and dispute and creating understanding environment.

    ReplyDelete
  2. ChanakajaDecember 13, 2020 at 7:13 AM

    A negotiator must consider the negotiation's social context. In the sense of regulations, such as traditions, behaviors, circumstances, societal values, religious doctrine, legislation, and political pressures, negotiation takes place. Great work

    ReplyDelete
  3. MudithaDecember 13, 2020 at 9:05 AM

    Negotiations process is an opportunity to resolve the conflicts and show the path to discussions and agreements to achieve the desired outcome.

    ReplyDelete
  4. Hemanthi Maheshika AbeysekaraDecember 13, 2020 at 9:11 AM

    Most of the time, 'Unions' do negotiations between employer and employee. It stops arguments between employer and employees helps to create a win-win situation.

    ReplyDelete
  5. SajeevkanthDecember 13, 2020 at 9:17 AM

    In business, negotiation skills are important in both informal day-to-day interactions and formal transactions such as negotiating conditions of sale, lease, service delivery, and other legal contracts. Good negotiations contribute significantly to business success, as they: help the organization build better relationships.

    ReplyDelete

Post a Comment