We tried to follow the integrative negotiation process suggested by Lewicki et al (2015), illustrated below, which consists of four key steps: identify and define the problem, surface interests and needs, generate alternative solutions, and evaluate and select alternatives. Figure 1 'Key Steps in the Integrative Negotiation Process’ (Lewicki, et al., 2015: p.80)
First, we read the case in order to understand the issues and our own goals. As we were asked to discuss in a group with the same nationality (role), we identified and defined the problem by listing out what was the most important for us, in this case: avoid paying substantial fund early, prefer not to share information with SERSI. In addition, we also defined our own goals according …show more content…
If BATNA wasn’t agreed in our negotiation, there was a possibility that the strategy would change into competition or accommodation strategy, depending on the interests and dominance level of the participants.
5.2 How to Communicate Effectively in a …show more content…
From this negotiation experience, I noticed that questioning and listening are more beneficial than arguing. It is also essential to understand the styles of communication, whether the participants of the negotiation have high-context or low-context communication. By knowing the styles of the communication, a negotiator will be able to anticipate and adapt, thus ensuring smooth negotiation. In addition, through effective communication, it will be easier to surface the interests of each participant, thus leading to the creation of BATNA.
5.3 The Importance of Cultural Sensitivity
This negotiation proved that cultural sensitivity is necessary in negotiation. As Lohtia et al (2009) suggest, cultural sensitivity is important in order to build trust, which is the basic foundation for a good relationship. Furthermore, the consequences of understanding cultural sensitivity are effective communication, effective intervention, and satisfaction (Foronda, 2008). Therefore, if the participants are culturally sensitive, trust can be built faster, and communicating the interests will be easier, thus the negotiation will end with satisfying solutions.
5.4 My Steps in Future
First, we read the case in order to understand the issues and our own goals. As we were asked to discuss in a group with the same nationality (role), we identified and defined the problem by listing out what was the most important for us, in this case: avoid paying substantial fund early, prefer not to share information with SERSI. In addition, we also defined our own goals according …show more content…
If BATNA wasn’t agreed in our negotiation, there was a possibility that the strategy would change into competition or accommodation strategy, depending on the interests and dominance level of the participants.
5.2 How to Communicate Effectively in a …show more content…
From this negotiation experience, I noticed that questioning and listening are more beneficial than arguing. It is also essential to understand the styles of communication, whether the participants of the negotiation have high-context or low-context communication. By knowing the styles of the communication, a negotiator will be able to anticipate and adapt, thus ensuring smooth negotiation. In addition, through effective communication, it will be easier to surface the interests of each participant, thus leading to the creation of BATNA.
5.3 The Importance of Cultural Sensitivity
This negotiation proved that cultural sensitivity is necessary in negotiation. As Lohtia et al (2009) suggest, cultural sensitivity is important in order to build trust, which is the basic foundation for a good relationship. Furthermore, the consequences of understanding cultural sensitivity are effective communication, effective intervention, and satisfaction (Foronda, 2008). Therefore, if the participants are culturally sensitive, trust can be built faster, and communicating the interests will be easier, thus the negotiation will end with satisfying solutions.
5.4 My Steps in Future