Negotiation Reflection

The other day, my daughter came in to my study room and asked me for help with her homework. We negotiated that while I’m writing my paper, write down all your problems and I will help you when I will be done. What we did “negotiation” this is what we do on a daily basis, numerous time we are negotiating and are unaware of the fact that we are negotiating. “Negotiation is a process by which we attempt to influence others to help us achieve our needs while at the same time taking their needs into account”. (Lewicki, Saunders, Minton). How we negotiate is really who we are, how much we prepared, and how well we use the knowledge of negotiations as required by the situations. The study/research, literature, tactics are all the tools that make …show more content…
Now after analyzing all the class negotiation exercises I believe we were framing the issues subjectively and making sense out of it based on our own experience and taking actions accordingly. For example, on Coffee Contract I felt that the negotiator was interested in the deal and I used this frame in my favor by starting at a low point, but as the negotiations progressed I learned more about the issues and objectives of the negotiator. On Soccer contract I showed the aspiration by disposing broader set of interests, needs and concerns other than a specific outcome. Both parties used threats during negotiations with alternatives (BATNA). We talked about our positions and worried about underlying interests but we resolved them by expanding pie. I did not see the use of power during all negotiations, conflicts were resolved by using an integrative negotiation process instead of who is stronger or had more power. As a real estate agent I used interests and rights, focused on the interest not on the position, used some standards and objective data to convince other party on how good the deal is. None of my negotiations had any Cognitive Bias. All deals were win-win situation and both parties achieved their target. On Taxoil contract, we were creative and able to expand the pie by offering jobs in future. Both parties were sharing motivations and commitments to working together. There were emotions in soccer deal. The client had an emotional attachment to the location and did sacrifice money over her desire to stay in South America. There was also a relationship factor between coach and the client and it played important role in getting the deal