The paper "The Nature of Negotiations" is a good example of management coursework. Negotiation entails a discussion between two or several parties in disagreement over an issue, who seek to come up with a solution. It is an intergroup or interpersonal process, which happens at a personal level, as well as international or corporate level. Essentially, negotiations have to happen as the parties look to come up with something new, which neither of the parties would make on their own nor resolve. At the same time, the parties recognize that some level of disagreement of interest exists, which they can apply some forms of influence to reach a better deal (Pistone, 2007). Last year, I had an opportunity to successfully negotiate for a fair salary as a blogger for EcoFriend. org, an online environmental company.
The major disagreement was on pay and work hours. While I was looking for higher pay for fewer hours, to create time for my studies, the company was offering lower pay for more hours at work. Step one: Investigation In the initial phase of negotiation, information was gathered to determine the goals of negotiation, or what should be achieved at the end of the negotiation process.
I also asked myself what I would concede or not concede at all. At this stage, I was aware that to successfully gather the information that would bring beneficial outcomes after the negotiation, I had to be honest with myself regarding my priorities. I was aware that during the negotiation, I would have to make critical choices. It was also significant to understand what I would want so that during the heat of the moment, I would make the best possible decision. For instance, while preparing to negotiate for job conditions at a new job as a social media manager, I asked myself what I valued most, whether it is higher salary, working with people I liked, being employed by a prestigious firm, being employed in a city I liked, whether the company would nurture my aspirations for future higher positions, or whether I would still want to change jobs while pursuing newer challenges elsewhere.
I found out that I was mostly interested in higher pay and career advancements in future.
The rest were insignificant to me. Step two: Determine the BATNA An additional significant aspect of the phase of investigation and planning is determining BATNA, which is an acronym for “ best alternative to a negotiated agreement. ” The BATNA helped me to make a decision whether to agree to an offer brought on the table at the time of negotiation. Still, I needed to be aware of my alternatives. As I had various alternatives, I reviewed the proposed deal in a critical manner. Still, I had to ask myself whether I could get a better deal than the proposed one.
It is for these reasons that my BATNA became useful, as it helped me reject a deal, which is unfavourable. I thought about it in terms of common sense. For instance, being aware that EcoFriend. org was desperate to strike a deal, I would demand much more. However, if it looked like the company had many other options, I would possibly make a concession.