Win-Win Negotiations. Karen Nostrant Siena Heights University LDR 655-OA Summer 2013 Dr. Patricia L. McDonald. We will explore the differences of
Siena Heights University
LDR 655-OA Summer 2013
Dr. Patricia L. McDonald
what a professional negotiator is and what a professional negotiator conducts the negotiation process. Win-win negotiations are a positive way of negotiating with people in business or in your everyday life.
According to Pinet and Sander;
What is the difference between a negotiating professional and a professional negotiator? A negotiating professional is probably someone who does something for a living, and has to negotiate once in a while to get it done. A professional negotiator negotiates for a living. She or he is a hired gun who goes forth to handle complex negotiations for others as a service. Most of us would fall into the category of negotiating professionals employing negotiating skills as one of many professional skills required to do our jobs (2013 p. 21).
According to the Harvard business Review, "Negotiation
informs all aspects of business life. Every interaction--with
customers, with suppliers, and even with partners and
investors-- involve some kind of negotiation" (2011).
As a negotiating professional there are many different ways to negotiate, however the one that seems to me to be the best possible solution is the win-win negotiation process.
While building trust among the leaders in your organization and building strategies within your organization will help you as a negotiator, you will be known as a trusted leader. According to Koeszegi; "there has been a shift toward the establishment of long-term relationships between individuals within and between organizations, caused by the emergence of new organizational forms stressing collaboration within teams and across organizational boundaries" (2004 p.640).
As negotiators we can initiate phone calls to get to know our opponent.
2. Then we need to ask ourselves as negotiators what are we willing to give
up During the negotiating process?
3. Are we ready to give something up as equal value or less value in order
to obtain our goal?
also gained in the negotiations process. Also never make
promises in a negotiation process if you are
unsure you can deliver what you have promised.
It is far better to say to your opponent can I get
back to you on this at a later time of negotiation
process. If we follow these steps; then we as a
negotiator will have accomplished trust with our
opponent and will have started a relationship with
that person, which will be a plus for us at future
email negotiations tend to feature much less "schmoozing" than
face-to-face negotiations, resulting in less relationship-building and
more task-focused communication (with less overall rapport reported
between parties). Rapport helps to engender positive emotion and trust.
Brief telephone calls prior to negotiating will help to develop cooperative
relationships, positive emotions, and trust, thus leading to higher outcomes
than strictly e-mail-based negotiations. E-mail negotiations are more
likely to include negative effect, lower rapport, and higher impasse
rate if the other negotiator is perceived in groups. (In our simulation, most
students perceive the other party to be an out group member, while other
students in their class playing the same role represent the in group).
Males negotiating with males tend to have less cooperative negotiations
than mixed-sex dyads (2006).
After reading the winning negotiation book and the only negotiation book
you’ll ever need has enlighten me as to the reason why we as leaders must
earn trust within our organizations. In order for us to conduct a win-win
negotiation among our colleagues we must have trust with each other and
be willing to give each side some kind of compromise so we do not burn
our bridges within the organization we work for. As leaders if we have a
trusting relationship within the different departments we do business with
on a daily basis we can conduct win-win negotiation where both sides feel
they have accomplished their goals. So in order to have a win –win outcome
all forms of communication should be utilized in order to have cohesive
communication within the negotiation process. This will facilitate into a
winning solution for both sides. Our world is ever changing in the
technology world so as leaders we also must be willing to learn new ways
of communicating and negotiating in order to achieve the win-win negotiation process.