Negotiation Case Study

Table of content:

1. Definition of negotiation

2. Negotiation process

a. Seminar notes

b. Videos: Negotiation Training

3. Results

4. Bibliography

1. Definition of negotiating.

As all of the definitions in any type of science, negotiation can be defined in different ways. It depends on the approach, on the objective, what we want to reach with negotiation, and also the area, whether it is a professional explanation or just a usual. But basically we can list some elements of negotiation, and then probably we will be able to understand the whole phrase with the help of the components. First is the process, which is understandable, it refers to the methodology of the negotiation. Second is the behavior, which means the relationship between the parties. And the third basic component is the substance the topic itself, what the parties are negotiating about. There are additional important elements as well, the strategy, tools, tactics, persuasion and influence. These expressions refers to the way, how to convince the other party. So we are going to search for different definitions, from different resources, and then make a conclusion about the findings.

First and most popular resource is Wikipedia, which says: 'Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two person/ parties involved in negotiation process. Negotiation is a process where each party involved in negotiating try gaining advantage for themselves at the end of the process. Negotiation is intended to aim at compromise.'(1) That's the basic definition; it contains all of the elements, the parties, the objective, and something about the result.

The next citation is from an article with the title of Negotiations and Resolving Conflicts: An Overview. It contains also the different situations as well, that negotiation can occur in professional area but in everyday life as well, the other things held the same elements, we have discussed earlier: 'In simplest terms, negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem. This interpersonal or inter-group process can occur at a personal level, as well as at a corporate or international (diplomatic) level. Negotiations typically take place because the parties wish to create something new that neither could do on his or her own, or to resolve a problem or dispute between them. The parties acknowledge that there is some conflict of interest between them and think they can use some form of influence to get a better deal, rather than simply taking what the other side will voluntarily give them. They prefer to search for agreement rather than fight openly, give in, or break off contact.'(2)

And now let's see a professional and more detailed definition from Christopher W. Moore: 'Negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. Negotiation occurs between spouses, parents and children, managers and staff, employers and employees, professionals and clients, within and between organizations and between agencies and the public. Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Successful negotiations generally result in some kind of exchange or promise being made by the negotiators to each other. The exchange may be tangible (such as money, a commitment of time or a particular behavior) or intangible (such as an agreement to change an attitude or expectation, or make an apology). Negotiation is the principal way that people redefine an old relationship that is not working to their satisfaction or establish a new relationship where none existed before. Because negotiation is such a common problem-solving process, it is in everyone's interest to become familiar with negotiating dynamics and skills. This section is designed to introduce basic concepts of negotiation and to present procedures and strategies that generally produce more efficient and productive problem solving.'(3) This citation explains the negotiation more detailed, it also list the possible parties, and the driven forces to discuss the problem, and also the most important things which are mentioned on a negotiation. The basic different between this citation and the earlier ones is that it recognize the negotiation as an approach to solving problems, not just a process in which... etc. the aim is to gain a solution, and it is only a way how to reach the best solution.

The next definition is from Gavin Kennedy, from the Edinburgh Business School. As we will see this definition is the more specific, it the way, that it recognizes only the managers point of view, not the everyday life approach: 'Negotiation is one of several means that help managers make decisions. It is neither superior nor inferior to other forms of decision making. It is appropriate in some circumstances but not in others. Management is complex and deciding when negotiation is appropriate is just one aspect. Academic disciplines such as economics, psychology, sociology, politics, anthropology and mathematics have researched negotiation and much of this material forms the basis for its scientific analysis.'(4)

As a conclusion we can say that the negotiation can be defined from different point of views, one is the business definition, another is the general definition, and there is such a definition which tries to involve the two points of view as well. The main body of the definition, according to the previous citations is, that negotiation is a process between two or more parties, in order to gain an agreement, which is good for all of the parties, so a compromise. And it can occur in business circumstances and in everyday life as well.

2.Negotiation process

A, Seminar notes

Now let's move to the steps of negotiation. First and most