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What Is The Importance Of The Negotiation Process Within The Workplace

Environment?

By

Sieata R.M. Flaggs-Duhart

Negotiations As A Process
Leadership LDR 655-OA
Dr. Patricia McDonald
May 26, 2015

Table of Contents:
1. Introduction
2. Preparation
3. Discussion
4. Clarification of goals
5. Winning the negotiations
6. Agreement
7. Implementation
8. Conclusion
9. References

What is the process of negotiating? According to National State University surmises that the
art of negotiating is the process whereby two persons or groups strive to reach agreement on
issues or courses of action where there is some degree of difference in interest, goals, values, or
beliefs. The job of the negotiator is to build credibility with the "other side," find some common
ground (shared interests), learn the opposing position, and share information that will persuade
the "other side" to agree to an outcome. (http://www.au.af.mil/au/awc/awcgate/ndu/strat-ldrdm/pt3ch13.html). However, skillsyouneed.com defines the negotiation process as a method by
which people settle differences. It is a process by which compromise or an agreement is reached
while avoiding argument and dispute. The point of negotiation is to try to reach agreements
without causing future barriers to communications. (http://www.skillsyouneed.com/ips.negoti
iation.htmlixzz3T6pwpbB2). For example, effective negotiating falls into five phases:
1. Preparation
2. Discussion/Clarification Of Goals
3. Winning The Negotiations
4. Agreement
5. Implementation

(http://www.examiner.com/article/mediation-vocabulary-discussion-for-peer-mediation-role-playbetween-marvin-and-dan).

Preparation:
Knowhownonprofit.org states that the preparation phase is the most important aspect of the
negotiation process because it details the terms of the negotiation by outlining the wants and
needs of all parties involved such as understanding the terms that the will be covered in the
initial contract such as; price, payment schedule, service availability/opening times,
contract lengths, outputs, sub-contractors, responsibilities, risk, monitoring and evaluation.
(http://knowhownonprofit.org/funding/service/commercial-masterclasses/negotiation-skills).
Discussion/Clarification Of Goals:
For instance, lets us examine the importance of the Discussion/Clarification Of Goals Phase
from the viewpoint of the Negotiator. According to James K. Sebenius, author of Six habits of
Merely Effective Negotiators states that when it comes to negotiating the process counts.
Whats more, sustainable results are more often reached when all parties perceive the process
As personal, respectful, straightforward, and fair. (Sebenius, 2011). While, on the other hand,
according to Charles Craver, Professor of Law, at George Washington University suggests that
in order to maximize the effectiveness of cooperative bargaining, negotiators must follow two
basic rules.

First, if someone wants certain items, they must inform the other side of their desires in this
regard. If they are so coy that they fail to apprise the their opponent of their wish to obtain these
terms, the other party may never appreciate their interest in this regard. Second, if the other side
has requested items this side does not particularly value, before the negotiators conclude their
interaction, this side should ask the other party what it would trade for the terms in question. The
negotiators want to be sure they have not left party satisfaction on the bargaining table by failing
to maximize their joint returns. (Craver, 2004).
Therefore, in part the Discussion/Clarification Of Goals phase inherently aids the negotiator in
determining if a desired outcome can be obtained for all parties involved. This is often
established by asking pointed questions (in order to test the opposite sides position), by
identifying problems or barriers that can create probable solutions during the negotiation process.
This stage is vital because it symbolizes that all parties involved recognize the wants, desires and
needs of one another collectively. (http://knowhownonprofit.org/funding/service/commercialmasterclasses/negotiation-skills).

(http://biznetis.net/the-art-ofnegotiation/)

Winning The Negotiations:

Yet, according to ehow.com states that having good negotiation skills is necessary in today's
fast-paced world. Once you have identified what you want, you can to use your skills to get it. A
successful negotiation means that both parties will get what they want through a series of
productive discussions. Use the steps below to win any type of negotiation that you face.
(http://www.ehow.com/how_2120966_win-any-negotiation.html). Nonetheless, negotiating is all
about have a planned strategy while knowing when to counter attack the other party doing the
negotiation process.
Agreement/ Implementation:
Conversely, as denoted by new.edu.com summarizes that the final step in the negotiation
process is formalization the agreement that has been worked out and developing and procedures
that are necessary for implementation and monitoring. For major negotiations this will require
hammering out the specifics in a formal contract. (https://new.edu/resources/the-five-phases-ofnegotiation).
Conclusion:
Nevertheless, important to the process of negotiation is discipline, diligence, and detailed
analysis by a skilled negotiator or company representative. In theory this means the negotiating
parties have reached an agreement after fully taking into account each others' interests, such that
the agreement cannot be improved upon further by any other agreement. By definition, there are
no resources or 'gold' left on the table and all creative options have been thoroughly exploited.
(http://www.negotiations.com/definition/win-win/). Their expertise during the negotiation
process helps to facilitate and devise systems that will enhance resourceful methodologies and
processes that encourages long term organization growth with the confines of a thriving
organizational structure.

References

(http://www.au.af.mil/au/awc/awcgate/ndu/strat-ldr-dm/pt3ch13.html).
(http://biznetis.net/the-art-of-negotiation/).
Craver, C. B. (2004). Negotiator Magazine. Retrieved from
www.negotiatormagazine.com/negotiation_process-charles_craver.doc :
www.negotiatormagazine.com/negotiation_process-charles_craver.doc.
http://www.ehow.com/how_2120966_win-any-negotiation.html.
(http://knowhownonprofit.org/funding/service/commercial-masterclasses/negotiation-skills).
(https://new.edu/resources/the-five-phases-of-negotiation).
Sebenius, J. K. (2011). Winning Negotiations. Boston, Massachusetts: Harvard Business School
Publishing Corporations.
(http://www.skillsyouneed.com/ips/negotiation.html).
(http://www.examiner.com/article/mediation-vocabulary-discussion-for-peer-mediation-roleplay-between-marvin-and-dan).
(http://www.negotiations.com/definition/win-win/).