The Negotiation Process
The fundamental phases of the pre-negotiation stage includes the following:
Planning and preparation. Planning is the ideal first phase of pre-negotiation. It deals with the determination of the nature, importance and impact of the matter subject of negotiation. This likewise determines the possible options that would be taken into consideration in making proposals or counter-proposals and the strategies to be used during the negotiation stage. This is thus an important stage of the pre-negotiation stage.
Because of the tedious and arduous planning and preparation processes, negotiators oftentimes disregard the same and attend the negotiation phase poorly prepared (Peterson and Lucas, 2001). The impact of disregarding the planning stage would be on the outcome of the negotiation itself. Often, poor planning may lead to failure if not favorable outputs after negotiation.
The planning and preparation processes further include the following:
Planning inclination: At this phase, negotiators must be able to determine the time and resources required for the matters involved in the negotiation stage not to mention the personal preparedness in the course of the actual negotiation such as business acumen for example, confidence and sufficient knowledge on the subjects of the proposals (Lewis, 2000).
Planning and preparation activities: After having determined the course of actions and activities that may be taken into consideration in presenting the proposals, negotiators must be able to determine the necessary skills that may be involved.
Intelligence gathering is one of the major skills that should be developed in the pre-negotiation phase and the information obtained may be used in the course of the planning stage. This includes the collecting, gathering, processing, analyzing and evaluating the resources of the other party. This allows one party to foresee the courses of action of the other party and would facilitate in setting forth counter-proposals or oppositions in any case. Moreover, skills in formulation are equally important. This includes the ability to determine the objectives, expected consequences and probable response of the other party. This likewise allows a party to help prepare counter-proposals or oppositions when proper. With the intelligence and formulation skills, strategy becomes equally important. Strategy in adopting means and methods is helpful in obtaining favorable terms and conditions during negotiation. Lastly, is the skill in planning. This is the laying down of all ideas, concepts, and proposals with the appropriate strategies in taking certain courses of action.
b. Research Proposition: This phase examines the viability of the plans laid down during the planning stage. This is the period of determining the possible outcomes of the detailed plans taking into account existing studies. Included in the research proposition is taking into consideration of the characteristics of negotiators among others. This is relevant in order to determine the frame of mind and possible courses of action that the other party’s negotiator would consider in the course of the negotiation proceedings.
Ideal individual characteristics of negotiators may include the following:
Age and Experience. Both age and experience are indicative of the expertise of the negotiator, thus, the same must be taken into consideration in choosing the negotiator for either party. Experience regardless of age may even be solely taken into consideration. Experience would be helpful in seeing at the loopholes of the negotiation and the strategies that may be availed that would be beneficial to both parties.
Education. Education warrants the possible strategies that may be availed of by the negotiator and his acumen and speed in spotting errors, inconsistencies or anything that is prejudicial to the represented party.
Gender. Negotiation processes often are biased for men. They are viewed to be firm in their principles and would hardly give in to the bargains made by the other party. Gender however depends on the party represented and the nature of the questions that may be involved.
National culture. The national culture of the negotiator would facilitate in determining the biases and/or weaknesses of the negotiator. Being able to determine such biases and weaknesses would facilitate in the determination of possible courses of action to be taken, the options to be looked into and the strategies that may be utilized by either party.
Given the different phases of pre-negotiation stage, it is personally opined that the most crucial to the success of the negotiation process is the planning and preparation stage. Planning allows both parties to lay in advance their proposals, counter-proposals, and oppositions to possible proposals of the adverse party and the strategies to be used among others. A well-planned pre-negotiation phase would yield to positive results in the actual negotiation, considering that the negotiator is sharp in determining the viability and feasibility of the options taken into consideration; not to mention the confidence the negotiator would have in case he is prepared before coming into the negotiating table. This has been the secret of Donaldson in an interview with Lewis (2000). He revealed that he has always been prepared before going into negotiation and this has been his key in obtaining favorable outcomes for the party represented.
Planning and preparation. Planning is the ideal first phase of pre-negotiation. It deals with the determination of the nature, importance and impact of the matter subject of negotiation. This likewise determines the possible options that would be taken into consideration in making proposals or counter-proposals and the strategies to be used during the negotiation stage. This is thus an important stage of the pre-negotiation stage.
Because of the tedious and arduous planning and preparation processes, negotiators oftentimes disregard the same and attend the negotiation phase poorly prepared (Peterson and Lucas, 2001). The impact of disregarding the planning stage would be on the outcome of the negotiation itself. Often, poor planning may lead to failure if not favorable outputs after negotiation.
The planning and preparation processes further include the following:
Planning inclination: At this phase, negotiators must be able to determine the time and resources required for the matters involved in the negotiation stage not to mention the personal preparedness in the course of the actual negotiation such as business acumen for example, confidence and sufficient knowledge on the subjects of the proposals (Lewis, 2000).
Planning and preparation activities: After having determined the course of actions and activities that may be taken into consideration in presenting the proposals, negotiators must be able to determine the necessary skills that may be involved.
Intelligence gathering is one of the major skills that should be developed in the pre-negotiation phase and the information obtained may be used in the course of the planning stage. This includes the collecting, gathering, processing, analyzing and evaluating the resources of the other party. This allows one party to foresee the courses of action of the other party and would facilitate in setting forth counter-proposals or oppositions in any case. Moreover, skills in formulation are equally important. This includes the ability to determine the objectives, expected consequences and probable response of the other party. This likewise allows a party to help prepare counter-proposals or oppositions when proper. With the intelligence and formulation skills, strategy becomes equally important. Strategy in adopting means and methods is helpful in obtaining favorable terms and conditions during negotiation. Lastly, is the skill in planning. This is the laying down of all ideas, concepts, and proposals with the appropriate strategies in taking certain courses of action.
b. Research Proposition: This phase examines the viability of the plans laid down during the planning stage. This is the period of determining the possible outcomes of the detailed plans taking into account existing studies. Included in the research proposition is taking into consideration of the characteristics of negotiators among others. This is relevant in order to determine the frame of mind and possible courses of action that the other party’s negotiator would consider in the course of the negotiation proceedings.
Ideal individual characteristics of negotiators may include the following:
Age and Experience. Both age and experience are indicative of the expertise of the negotiator, thus, the same must be taken into consideration in choosing the negotiator for either party. Experience regardless of age may even be solely taken into consideration. Experience would be helpful in seeing at the loopholes of the negotiation and the strategies that may be availed that would be beneficial to both parties.
Education. Education warrants the possible strategies that may be availed of by the negotiator and his acumen and speed in spotting errors, inconsistencies or anything that is prejudicial to the represented party.
Gender. Negotiation processes often are biased for men. They are viewed to be firm in their principles and would hardly give in to the bargains made by the other party. Gender however depends on the party represented and the nature of the questions that may be involved.
National culture. The national culture of the negotiator would facilitate in determining the biases and/or weaknesses of the negotiator. Being able to determine such biases and weaknesses would facilitate in the determination of possible courses of action to be taken, the options to be looked into and the strategies that may be utilized by either party.
Given the different phases of pre-negotiation stage, it is personally opined that the most crucial to the success of the negotiation process is the planning and preparation stage. Planning allows both parties to lay in advance their proposals, counter-proposals, and oppositions to possible proposals of the adverse party and the strategies to be used among others. A well-planned pre-negotiation phase would yield to positive results in the actual negotiation, considering that the negotiator is sharp in determining the viability and feasibility of the options taken into consideration; not to mention the confidence the negotiator would have in case he is prepared before coming into the negotiating table. This has been the secret of Donaldson in an interview with Lewis (2000). He revealed that he has always been prepared before going into negotiation and this has been his key in obtaining favorable outcomes for the party represented.
