Negotiating skills and strategies Term Paper Example | Topics and Well Written Essays - 2750 words

Negotiating skills and strategies - Term Paper Example It is argued that negotiation is unavoidable in life since we need something from others in our daily lives and an agreement based on common understanding can be reached through negotiation. Thus, negotiation broadly encompasses the process by which we arrange exchanges of things we want for the things we have. Negotiation can take place between different parties and this process is at times regarded as â€Å"a zero-sum transaction- what one gains, the other loses whereby their approach to the deal is to give less than they receive,† (Kennedy, 2004, p.13). More often than not, people negotiate because they value things differently. The monitory value is seen as very important when people engage in negotiation and these parties often prefer a win-win situation with the aim of reaching an acceptable agreement. However, it is argued that there are naturally gifted negotiators but when it comes to aspects concerning legal practitioners and mediators, it can be noted that negotiato rs are not naturally gifted and this can be observed from the difference between a ‘Master Negotiator’ and a ‘Novice Negotiator’(Noble, 2001). There are different styles of negotiation and there are also many factors that influence the success or failure of a negotiation process. From this assertion, this report seeks to discuss the factors that influence the negotiation process and measures that can be implemented in order to improve negotiation skills. The report will explain in detail the phases involved in the negotiation process through an analysis of the details of the interview that was conducted by the writer. 2.0 Summary of readings and the interview Negotiation is a process that can be divided into three phases namely: the pre bargain phase, bargain phase and the closure phase (Noble, 2001). This first phase is mainly concerned with gathering information that can be used in the negotiation process and is also concerned with establishing a rapport between the two parties involved. The goals and expectations of the negotiation process are set at this stage. Gathering information about the other partner is advantageous in that one will be better positioned to set realistic goals and plan according to the budget that might be available. The second phase in the negotiation process is concerned with the logistics involved and the tactics that can be used by the negotiator to reach a mutual agreement. Resolutions are made at this stage and the third stage is concerned with implementation of the agreement made. This phase also involves documentation of the contents of the agreement. Since this paper is based on negotiating skills and strategy, the writer chose to interview a manager at Kaiser Permanente who oversees many union employees out of interest emanating from