Negotiation tactics and stratergies

Negotiation Tactics and Strategies

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Negotiation skills are essential when one wants to reach an agreement with the employer regarding job performance and achieving company goals (Make, 2007). An intelligent negotiator can achieve his/her goals by being aware of when to apply negotiation skills. Contrast principle is whereby one party involved in the negotiation makes a comparison between more and less attractive choices (Make, 2007). The comparison is meant to encourage the other party to accept the offer on the table based on its attractiveness. For example, in the Netflix case, Jane Smith was able to convince Alice to enter into a performance improvement plan, which will help her improve her performance and achieve company goals and keep her job. The contrast principle provides negotiators with strategies that help in obtaining a win-win agreement. Application of contrast persuasion principle helps the parties to presents their offers and final choice. When engaging in negotiation with the employer, it is essential to focus on long-term goals for the company the individual (Make, 2007). A win-win situation is achieved when one party is not made worse off by accepting the offer presented by the other person. Thus, negotiation tactics used should ensure everyone gets the best deal and maintain a co-operative relationship.

The negotiation meeting between Sharon and jane should focus on getting a solution for low performance exhibited by jane. Also, the two need to settle their differences and focus on business in the entertainment market (Mainwaid,2015). In this case, Sharon should initiate warm and number-oriented negotiation tactics to discuss the role played by jane concerning business performance (Stolz, n.d.). Warm negotiation involves creating a common interest, being supportive, and friendly. During the meeting, Sharon should discuss her concerns with jane performing citing the alternatives, facts, and policies of the company (Stolz, n.d.). Using these moves will enable jane to contribute to the role she plays in the company and the need for her to improve work performance. As head of the HR department, Sharon has the responsibility of ensuring that each employee performs exemplary in each department. Jane should show her desire to work for the company and ensure it achieves its objectives. The gambit used during negotiation help in creating mutual understanding between Sharon and jane. Both parties play a vital role in ensuring the success of the company. Thus, jane must reassure the HR manager that she is still useful for the company, and her skill can help improve the performance in the operations department (Stolz, n.d.).

The use of gambits facilitates the sharing of opinions, perspectives, and ideas that help in improving company performance. It is through listening to each party's concerns that a mutual agreement can be reached. The human resource manager should not focus on firing the employee soon after her performance starts deteriorating but instead engage the employee to deduce the root cause of the problem. The company develops a positive culture among employees by being concerned about their well-being and performance at work. A win-win situation is achieved when the problem is solved, and the company retains a high skilled employee who can help it achieve long-term goals.

Reference Maiwald, A. (2015). Power, negotiation type and negotiation tactics (Master's thesis, University of Twente). Make, Y. (2007). Principles and Tactics of Negotiation. Journal of oncology practice, 3(2), 102-105. Stolz, L., Allen, D., & Business, V. P. Negotiation Strategies.