Negotiation process
Negotiation is an alternative dispute resolution method where two parties involved in dispute reach an agreement among themselves that they both negotiate to solve their differences. The negotiation process is usually achieved through various stages, which include the preparation phase, facts exchange, and verification phase, the bargaining stage, the closure phase, together with the execution phase.
Preparation phase
The preparation step is the first phase in the negotiation process, and it involves locating potential value. The step requires the parties involved in the negotiation process to understand their interest and develop fact-base. Moreover, the stage requires the parties to prepare all the relevant arguments that would support their position in the negotiation process. Likewise, the preparation stage entails preparing planning strategies and tactics which would be used by the parties involved in the negotiation process to defend their positions. The stage requires the negotiators to establish bargaining strategies that will terminate the final offer that is adequately tempting to risk-loath the opponents.
Facts exchange and verification phase
It is the second stage of the negotiation process. The phase entails locating and creating value along with establishing bonds and trust among the parties involved in the negotiation. It also requires the negotiators to assess their interests to allow them to set the most appropriate basis for defending their position during the negotiation process. At this stage, the negotiators seek as much information as possible from the opponents while also ensuring that they do not disclose their confidential information to the opponents. Seeking questions is typically done using broad, open-ended questions that aim at eliciting the most current information by prompting the opponents to talk. It also involves restating the important information disclosed by the opponents. During this stage, the negotiators are usually selective on their talk and information they disclose to the opponents since they have to decide on the type of the information, they need to disclose to the opponents to facilitate the negotiation process. Furthermore, the stage requires the parties involved in the negotiation process to employ blocking techniques that would help them to avoid answering opponent questions on extremely sensitive areas. The information exchange and validation stage is usually followed by the bargaining phase.
Bargaining phase
It is the third stage of the negotiation process. It involves creating and distributing values together with making and managing concessions. Furthermore, the stage entails presenting offers that help in moving towards solutions and summarizing the process before moving to the conclusion phase. The bargaining power employed during the bargaining phase usually helps in influencing the evaluation of the opponents on their situation and their side of capabilities before the closure of negotiation.
Closure stage
The stage involves capturing value and confirming that the interest has been met. It requires the parties involved in the negotiation process to close the remaining gap together. Parties should also make concessions that are greater than the concessions made before the entry into the closing stage of negotiation.
Execution or integrative stage
It is the last phase in the process of negotiation. It encompasses addressing changing interest while strengthening the associations between the parties involved in the negation process. Additionally, it involves executing the mutual agreement reached by the parties to assist in solving the conflict that motivated the parties to seek negotiation to help settle the dispute.
Question Two
The benefit of identifying personal BATNA and predicting the BATNA of the opponent entails the opportunity to employ the most appropriate bargaining power to address personal interest during negotiation. Identifying the BATNA of the opponent will allow a negotiator to identifying bargaining option that would yield the most desirable outcome from the negotiation.
Question Three
The common mistakes done by the negotiators that may make them lose their negotiation entail;
Failure to thoroughly prepare for the negotiation
Focusing too much on competing rather than collaborating with the opponents
Falling back on the cognitive shortcuts
Negotiating with the opponent with no authority
Making the assumption that something is non-negotiable
Failure to understand personal BATNA- It normally incapacitate the negotiators to know the good outcome of the negotiation, and this, under most circumstances, makes them lose their negotiation.
Focusing on price
Tring to win in the negotiation.
Question Four
The techniques the negotiators may use to win their negotiation encompass;
Brer rabbit technique- The technique is typically useful against a win-lose bargainer who may attempt to offer the outcome least expected by the opponent in to punish the opponent.
Irrational behavior technique- It involves obtaining an advantage through unreasonable conduct.
Aggressive behavior technique- The tactic involves using attitudinal bargaining to win in the negotiation process.
The technique of limited time offers
Nibble technique which entails asking for additional concessions by the opponent.
Commitment tactic
Technique of inviting unreciprocated offer
Threats and warning technique