(23 September 2010)Does Identifying Different Phases in a Negotiation Help Us understand and Develop The NegotiationIntroductionSuccess 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 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 PhasesThe 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. Many authors have described different phases and as cited in Rojot, 1999 p. 181 the number of phases vary depending on the author.
For example, Zartman identified two stages with the first being developing a general prescription for agreement and number two being an implementation of the details in the first step. The four stages described by Warr included; getting organized, breaking up, accepting a common goal, and finding a solution. Other studies brought out the six phase process which include, first in agreeing on the problem, second is setting the principles and objectives, third is agreeing on the rules of the negotiations, fourth is defining the concerns and outlining an agenda, fifth is agreeing on the formula to operate from in solving the concerns, and sixth is agreeing on the details of implementation.
And as Dukes, et al. 2000 p. 102 explains whichever phase used the final outcome must be guaranteed to solve and eliminate the problem in a mutual agreement that is acceptable to all parties.