Question

The 3 factors of the formal negotiation process that are involved in a win-win negotiation strategy (Integrative negotiation based on a win-win assumption)

Which one do you do best? Explain. b. Which strategy do you need to improve upon? Explain.

Answer 1

The 3 factors of the formal negotiation process that are involved in a win-win negotiation strategy are:

1. Perception- refers to empathizing or “putting yourself in others’ shoes” to identify basis of compromise. It is important to know if the other person also thinks the deal is fair and reasonable. Also, do not narrow the complex issue to one. Instead, think from the other parties’ shoes and come up with additional points of negotiation such as delivery date and finance issues.

2. Emotion- It is important to examine the emotions of the other parties during the negotiation process. Understand why the negative vibes exist. Does the person have any previous bad experience? If that is the case, try to overcome this challenge. It is essential to use emotional intelligence and be rational in the decision-making process. Do not make assumptions about the other parties’ thinking process.

3. Communication- Ensure the communication is clear to both the parties to avoid any form of miscommunication. This can be effected through active listening and allowing opportunity to everyone to speak up.

The strategy that I do the best is communicating. I communicate effectively to all the parties in the negotiation process. I ensure that I actively listen and allow other parties to speak up also during the negotiation process. This paves way to listening to other parties’ thoughts and perceptions eventually enabling me to arrive at a compromising solution.

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