Essays on Does Identifying Different Phases in a Negotiation Help Us Understand and Develop the Negotiation Literature review

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The paper "Does Identifying Different Phases in a Negotiation Help Us Understand and Develop the Negotiation" is an outstanding example of a management literature review. Success in a negotiation process is achieved when the parties agree on a mutual situation; this is specifically the purposes, goals and aims of negotiations. Negotiations are important in view of the fact that they help unlock stalemates and deadlocks that have occurred in a peaceful manner and thus losses are evaded. It is important to note that negotiation is a process and particular steps or phases in the process must be observed so as to ensure they are successful.

It is therefore correct to state that identifying the different phases in a negotiation will help people understand and develop the process as stated by Guasco, & Robinson, 2007 p. 47. This is so because each process has a different step and assuming one may lead to complications in the future state of the process. This will help in ensuring all issues in the dilemma are resolve procedurally and when anything is found a miss then the process can be reviewed easily by the problem identified.

Phases also simplify the implementation of the agreed solutions in that the solutions may be monitored and evaluated depending on the fulfilment of each party (Dietmeyer, 2004 p. 32). This paper helps to understand and develop the negotiation process in a workplace environment and more specifically in identifying the phases or steps in negotiations. This will be important to help understand the importance of these phases in the negotiation process and how they contribute to achieving a win-win situation in the negotiations. The paper addresses the issue of principles and the possibility to negotiate and reach an agreement in a dairy products company and relates to the dairy which produces ice cream and a range of milk-based products.

It focuses on the negotiations between the management and workers union the phases used and solutions developed. Negotiation Process and Phases The negotiation process involves coming to an agreement through talks, discussions, bargaining, trading, conferring, compromising, arguing, and positioning. All these skills need to be included in the process effectively so that all parties agree.  


List of references

Asherman, I., & Asherman, S., 2001, The Negotiation Sourcebook (2nd ed.). Amherst, MA: Human Resource Development Press

Camp, J. 2002, Start with No: The Negotiating Tools that the Pros Don't Want You to Know.

Crown Publishing Group.

Cohen, S.P. 2002, Negotiating Skills for Managers. New York: The McGraw-Hill Companies

Dietmeyer, B.J. 2004, Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation. Dearborn Trade.

Dukes, F. E., et al. 2000, Reaching for Higher Ground in Conflict Resolution: Tools for Powerful Groups and Communities. San Francisco: Joey – Bass

Fisher, R, & Ury, W, 1999, Getting to Yes. New York: Random House Business Books

Gottlieb, MR. & Healy, W J., 1998, Making deals: the business of negotiating. Ed.2, Havard: The Communication Project

Guasco, MR, & Robinson, P, 2007, Principles of negotiation: strategies, tactics, techniques to reach agreements. New York: Entrepreneur Press

Mnookin, Robert H. et. al., 2000, Beyond Winning: Negotiating to Create Value in Deals and Disputes, Harvard: Harvard University Press

Richard, S, 1999, Bargaining for Advantage: Negotiation Strategies for Reasonable People. New York: Viking

Rojot, J. 1991, negotiations: from theory to practice, Houndmills, Hant: Macmillan

Sebenius, JK, 2002, Six Habits of Merely Effective Negotiators, Boston, MA: Harvard Business School Publishing Corporation

Shell, RG, 2006, Bargaining for Advantage—Negotiations Strategies for Reasonable People,

New York: Penguin Books

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