negotiation paper

How did the negotiation begin? What was the initial opening? Who initiated the negotiation?

How long did the negotiation take? Did you feel rushed? Did the other party rush the discussion?

Based on what you know about distributive and integrative negotiations, how would you describe this negotiation?

What obstacles did you encounter?

How much did you buy/sell the item for?

At the end of the negotiation, how did you feel about your opponent?

At the end of the negotiation, how did you feel about your skills?

What did you learn from this negotiation?

For full points on this assignment, you should write a paper and include in your submission a copy of your negotiation planning document (available on Blackboard) and the negotiation debrief (available on Blackboard). The point of this assignment is to recognize and apply the negotiating skills taught in this course to a project of importance to you. If you are a Selling and Sales Management major, you may utilize an experience relating to the Boiler Scholarship Auction.

Integrative Negotiation Strategy

Students Name:

Institution of Affiliation:

Date:

Introduction

An essential element in a negotiation is to understand the negotiation subject which is an integral part of business negotiations. The concept of diplomacy in understanding the issues of bargaining is similar to the negotiation concept (Morley Et al. 2015). Motorbike riding was ever my favorite in sporting, and as a result, I managed to give it a trial by purchasing from motorbike companies. Our agreements with the seller of the motorbike landed us into a negotiation to which both of us had different intentions and interests in the selling and purchasing of the product. We then were able to engage each other into integrative bargaining in the price of the motorbike. The cost of the motorcycle as per the seller’s side was at $4000 an amount which had several margins of business techniques of marketing and selling the good.

Motorbike purchase, in this case, became my priority considering the passions of sporting with the motorbike that were laid deep in my enthusiasm. My main focus was to let go of the bad communication skills that were part of my personality when engaged in any form of a bargain. As this was the case, the main intention between the two of us was to attain a win-win kind of a situation at last. This was in consideration with the commissions that were being fought for by the seller against my intention to acquire the motorbike at an affordable price. The seller at first was able to confess to me the selling criteria of their products from which I was able to understand his strategies of selling the product at a price that would merge his commissions.

Since the rapport created between the seller and me, was so much protective not to elucidate prejudice in our methods of negotiating for the price, I was able to make direct connections to his boss. The owner of the motorbike business was able to offer me the discount of the motorbike which was far lower than the merchant's price. After careful negotiations with the seller of the motorcycles, we finally agreed with purchasing the bike with a relatively commercialized price of $ 300. Our agreement was entirely rooted in the step by step negotiation process we engaged for both of us to attain a satisfaction point along a continuum of marketing strategies.

The negotiation began when I first intercepted at the seller's thought asking of him on what to consider in purchasing the motorbike, and he was like, " You need one?, here I have it at an explicitly affordable price!'. From his first reaction, I was able to understand his eagerness to sell the motorbike, and I managed to regulate my aggressiveness in bargaining for the product. By doing this way, I was also able to take into considerations the effects of losing his attention as I responded to his good. As for listening and self-disclosure demands in communication, maintaining a win-win condition in every negotiation is therefore paramount(Hargie Et al. 2016). Being the one who initiated the conversation, his attention as a seller became quite compromised as he had to develop a strong critic on the disposal price of the motorbike.

The negotiations in our exchange of business techniques in bargaining for the purchase of the motorbike took six hours. This timespan on my side seemed to have not given me the opportunity to exhaust my bargaining powers and fully exposing me to rush. I desired to ensure that no one feels tortured in the bargain especially when the opponent realizes that his boss has revealed to me the price of the motorbike. The seller on his side was trying to look win-win opportunities for him to get contented with what I had offered as my first price. It was an obvious guess that the other party would rush into the discussion of the sale of the motorbike as he is always in anticipation of frequent customers who would increase his commission output.

Considering the type of negotiation I can blatantly disclose that we got entangled in the integrative negotiation where both of us were solely dependent on the final result of who gets what. From the procedural highlight of how our bargaining began, solicited by the apparent desires of attaining satisfaction in both sides, I consider this kind of bargaining an integrative one. With reference the seller's attitude when he realized I had gotten the actual price of the motorbike from his boss, it is worth logic to say that the negotiation is integrative as it involved multiple answers. The decisions that get made in any talk are always subject to change as agreed upon by the two parties(Baarveld Et al.2015). The biggest challenge that I faced in this negotiation is the obstacle of not having complete access to the seller's goal in selling the product something that paved the way for doubt to set in on my side when I was tempted to think that the motorbike is sophisticated.

By the fact that the owner of the motorbike revealed to me the actual price of the bike without the seller's consent, I was not able to achieve a consensus in the seller’s side. This became the biggest obstacle in achieving my goal of a win-win situation with the seller. Considering the price agreed upon by the owner of the motorbike company and the seller's targets, it became a threat to me when my seller was not able to maintain a state of loyalty with the owner. From the ethical point of view, the owner of the motorbike should have directed me to the seller of the motorcycle as a way of depicting a sense of diplomacy in the field of diplomacy.

One of the most outstanding obstacles that almost reduced my dignity as a customer is that of economies of scale as the company is a large company that can exploit the customers through price discrimination. My opponent was never at a position to discover the influence of price discrimination on the customer's side, and this made me feel so much worried about the fate of my opponent in his profession of selling motorbikes. The current marginal costs incurred by the customers of the motorbike business is tremendously affecting the customer relationship with the seller in negotiating with high price labels on goods( O'Brien Et al.2014). Since the overall effect never got felt on the opponent's side, the feeling of inferiority in the opponent proved of itself authentic in as much as my opponent was ready to swim in the precious pool of immense profits.

This negotiation ended in a nostalgic manner where my side as a customer of the motorbike got tormented with the reality of profit maximization by the owner of the company. To me, the situation was very much haunting though my objective and goal of this negotiation had gotten achieved. After winning the seller's confidence of offering the product with a wise agreement of solving the price conflict, the opponent admitted of satisfactorily having entered into a contract with me no matter the decline in his economic status. However, the ultimate joy that befell the seller was the long-term relationship that we had developed from the integrative bargaining method. In the long run, victory had gotten achieved on my table, but the opponent's desk was empty of victory something that could only get seen from the customer side.

Negotiations have aided a lot in the success of a business by the fact that the seller has achieved strong relationships with the customers. The only problem with my opponent was that he identified himself with exploitation success and in the course of the negotiation I was the one who never stood a chance of showing partiality in the exploitative arm of consumer rights. In our consultation for price cutting, my primary goal was to strengthen my communication skills of handling purchase of good conflicts with consumers. The capability of developing and maintaining a strong rapport with my opponent in the negotiation has given me a strong feeling of superiority in my entrepreneurial skills responsible for winning the confidence of sellers in the market. Formal transactions that transpired between my opponent and I had acted as actual evidence of irresponsibility in terms of customer rights.

In conclusion, negotiation is a must-have skill for any business person. Therefore, individuals that have mastered this skill are more likely to succeed at doing business as compared to those who haven’t. In the negotiation of the above product, I realized that the market price for most of the goods on display is not always the final price and it is upon the buyer to seek for a discount or negotiate with the business person for a better price. However, it is important to note that negotiating should be approached politely.

This is because most people confuse negotiation with being overly aggressive and this might lead the seller to increase the price of the commodity. Having a polite and kind approach towards the seller can guarantee the buyer the best price or at least the next best price. This is because the sellers are also humans interested in making a profit on their products; therefore, as the buyer seeks a reduction in the amount they must also pay attention to have considerable demands.

Finally, it is important to note that success in negotiation gives the buyer the necessary confidence to make other purchases. Also, the seller gets to sell their products; studies show that customers who negotiate and succeed at doing so are more likely to go back to the seller who initiated the transaction. Therefore, conducting and successfully finishing negotiations earns the seller a new customer while giving the buyer a new product at the same time. Successful businesses thrive because of the profit they make; therefore as a business person, one must take into consideration the purchase price the selling price and the profit margin when negotiations for a certain product are ongoing.

References

Baarveld, M., Smit, M., & Dewulf, G. (2015). Negotiation processes in urban redevelopment projects: Dealing with conflicts by balancing integrative and distributive approaches. Planning Theory & Practice, 16(3), 363-384.

Hargie, O. (2016). Skilled interpersonal communication: Research, theory, and practice. Routledge.

Morley, I., & Stephenson, G. (2015). The social psychology of bargaining. Psychology Press.

O'Brien, D. P. (2014). The welfare effects of third‐degree price discrimination in good intermediate markets: the case of bargaining. The RAND Journal of Economics, 45(1), 92-115.