AbstractThe objective of this research report is to review and examine negotiation literature and interpersonal skills as applied in negotiation process. Negotiation has recently been a topic of a major interest in individual, organizational and governmental dealings. Negotiation happens in many places, times and instances such as personal and professional life, making decisions, overcoming challenges, setting disputes, employment negotiations, and resource consumption. Since its use is pervasive this report looks at theoretical frameworks that guide the model of negotiation, indicating on how it can be applied in interpersonal scenario, and analyzing some outcomes for effective negotiation process.
Each party in the conflict demands to be understood and press on their will. It is therefore important to apply a practical case that forms the basis of analysis of the process. The report offer a conclusion based on a specific case of a depicted problems, solutions and recommendations for future application of more skills in negotiation process. Theory Negotiation is an art whereby one person or party gets another confer with them in order to reach an agreement or come to terms. The principles of process of negotiation suggests that parties look for a mutual gains where possible, and in case one's interests and goals conflict, one should insist for the result to be based on some reasonable standards that are independent of either side’s will (Kemper & Kemper, 2004: 2).
It is an effective tool that helps a person avoid the other party taking advantage of them, ally with them, struggle or fight their case aggressively. For the counterpart to take interest and choose what one wants the pressing party must understand then shape the perceived decisions.
Damas, Lambeau, & Lamsweerde, (2006: 197) argues that win-win negotiation finds an acceptable solution for both parties and a feel that both parties won after the negotiating event. Win-win negotiation settlement and agreement cannot be improved further for any party’s benefit since it leaves no value on the table having exploited and explored all resourceful options. In negotiations a win-win scenario is impossible for any agreement. Very few reach the theoretical and ideal. However the scenario of win-win becomes more likely if correct set up based on effective research, framing and build relationships are at right levels. The theoretical approach to negotiation follows particular pattern despite the complication that arises from negotiations’ distinct stages and specific characteristics.
In Win-win negotiation the interpersonal forces and dynamics at play helps in achieving the goal (Zartman, 2008). Negotiation process requires patience as it may follow different and distinct stages. First, it requires listening carefully without interrupting the other party to learn and understand the other partner’s interests. This makes sure that no non-verbal cues or facial expressions are missed.
Openness and flexibility calls on the counterpart to be so and thus enhance trust for commitment. Asking specific questions helps to uncover the other party’s interests. At this stage the role of best alternatives is paramount for both parties. However, the dynamism of offering more solution to a problem makes a ground for the other party to compromise. It is important to separate the party with the problem to solve it right without some pre-conceived ideas. The core thing in win-win is the right to anticipate the need of the other partner.
If the other party position does not compromise one’s position let them win as long there is an added value. When one party creates a good ground it is empowered to strongly refuse an unacceptable demands. It is important in this scenario to stop negotiation when one party reaches the settlement range (Moor & Weigand, 2004).