Homework Question

Running Head: PRINCIPLED NEGOTIATIONS 2

PRINCIPLED NEGOTIATIONS 2

Principled Negotiations

Patricia Vela

Instructor: Antwanette Bowers

WCM-510-R4329 Negotiation/Advocacy in Work 21TW4

PIOC analysis

Leveraging the elements of principled negotiation is crucial towards attaining desired outcomes in any negotiation (Burack & Uretsky, 2019). About the first element its crucial to separate people from the problem. Usually during negotiations individuals may get wrapped up in emotions as opposed to remaining objective which tends to complicate issues. It is important for the negotiating party’s personality and emotional issues from the issue at stake.

For example in relation to this particular case Sharon and Alice ought to remain objective and focus on the issue at hand. Sharon Slade and the firm (Netflix) have set goals for themselves that include lowering exposure and enhancing efficiency among its internal employees. Netflix's goal is to become the market leader in the streaming sector, and in order to do this, the company must recruit and retain excellent talent at all levels. Increased performance on a consistent basis, reduced turnover through the recruitment of qualified individuals and professionals, and the development of a conducive work environment that balances the interests of both the business and its employees are among the main objective for Sharon. About distributive interests it is crucial that both parties find a common ground in order to foster cooperative behavior as opposed to each party remain competitive. Regarding integrative interests both negotiating parties can focus on achieving mutual gains by agreeing to trade off some of their interests hence ending up with both parties having better outcomes or a win win situation for both parties.

According to Hak & Sanders, (2018) it is crucial for negotiating parties to focus on interests as opposed to positions. For instance, in this particular case both Sharon and Alice ought to focus on what motivates them their basic needs and wants. In addition, it is also crucial for both parties to invent options for mutual gain. It is also crucial for both parties to insist on using the objective criteria which allows for an independent and fair standard in settling any existing differences between negotiating parties.

For example in reference to the case Alice should examine various techniques to meet the requirements of the two parties within her domain of likely agreement, in accordance with the interests of the company: Netflix, and the objectives of Sharon Slade, who wants to reduce expenses and improve performance. Also, on the table is the possibility of Sharon changing positions or duties to one that better matches her level of skill and the needs of her employer. While it is almost guaranteed that Alice's salary will be reduced as a result of her decision, she will be able to further her successes at Netflix and will have the chance to progress her future development within the company. Using such a strategy, a more qualified candidate could be found who could perfectly fulfill the requirements of the position, and the organization would save money if Alice were to be shifted to a position where she would be successful. Furthermore, Alice may consider working for Netflix on specialized projects that match her skills and knowledge. Alice must be willing to accept a new position within the company, and Netflix must be willing to make concessions in terms of compensation and amenities in exchange for this. If both parties are willing to offer and accept, it is almost certain that a consensual understanding that meets both parties' needs will be reached.

Communication strategies

Negotiation is a sort of concentrated communication in which each participant has a definite goal in mind for what they want to achieve as a result of the negotiation talks. During negotiations, participants always take opposing positions, expressing their contrasting viewpoints in the hopes that the other party will agree to their terms and conditions. If they are at odds, both parties should seek a level playing field to negotiate from. Negotiation is impossible to achieve without effective communication. The ability to communicate in both tacit and overt ways is critical in negotiation. 

Tacit communication is the unspoken understanding of others' points of view that leads to the development of a strategy for a shared action (L, 2018). Sharon's tacit communication approach for instance may involve making an outstanding first impression by exhibiting confidence when meeting the other negotiating party. She can also leverage good listening skills which will ensure that she remains attentive and do not draw unwanted attention herself or any of her weaknesses. Other techniques include making certain that she greets Alice in a friendly and formal manner while still maintaining her professionalism. It is also crucial that she has a smile on her face at the appropriate times.

Overt communication consists of two components: explicit communication, which refers to the words used by an individual in their sentences when speaking, and implicit communication, which relates to the way in which an individual communicates (Burack & Uretsky, 2019). Second, implicit communication refers to nonverbal characteristics of communication, such as tone of voice and gestures, that are not explicitly stated. Overt refers to something that is done or presented in an open and obvious manner. Sharon would express clearly why they were holding the meeting and what she hoped to accomplish at the end of it, all through overt communication. As part of her preparedness for the negotiation, Alice would outline exactly what she expects to gain from the situation. In overt communication, everything is laid out on the table for everyone to see and assess, and nothing is hidden. When it's all said and done, there will be little to no misinterpretation of what the other person wants or is thinking. The negotiation will progress much more smoothly and quickly if this form of communication is used throughout the process. Sharon should concentrate on using the appropriate words in this situation so that she does not come across as hostile or angry. In the second place, she should speak in a friendly but confident manner.

Using tacit communication can help Alice feel less pushed to decide on the possibilities that have been proposed quickly. It can assist Alice in looking more open to considering the possibilities that are presented to her. If she does not answer promptly to the discussed options, it will demonstrate that she is taking the problem seriously and would want to give it some thought. Tacit communication has the potential to create more problems than it solves. When there are awkward silences and behaviors, a negotiation might become stressful. It is possible that the expectations of both parties are not clear, which will lead to uncertainty and make the situation worse. Overt communication would be more effective in this situation. No information will be misunderstood or misinterpreted, and nothing will be taken out of context by any of the parties involved. The ability to ensure that there are few to no misunderstandings will aid in the negotiation's timely and successful conclusion.

References

Burack, V., & Uretsky, I. (2019). The Harvard method of negotiations: its virtues and flaws. Elib.bsu.by; Минск : БГУ. https://elib.bsu.by/handle/123456789/238150

Hak, F. R., & Sanders, K. (2018). Principled negotiation: an evidence-based perspective. Evidence-Based HRM: A Global Forum for Empirical Scholarship, 6(1), 66–76. https://doi.org/10.1108/ebhrm-03-2017-0014

L, S. O. (2018). Communication strategies of international business negotiations. Repository.hneu.edu.ua. http://repository.hneu.edu.ua/handle/123456789/19300