Response to Discussions negotiation and conflicts management

For any successful negotiation it is very important to understand the phases and flow of negotiations:

Initiation:

The whole negotiation depends how it gets unfolded and hence Initiation is a critical part of the negotiation process. It is very important to understand the priorities, plan accordingly and communicate correct information in an effective way to have a successful negotiation. It is critical to set the right tone for the discussion which in turn creates the environment or stage for negotiation. “Oftentimes, the atmosphere you create and the way in which you present your argument can mean more to the transaction than any technical matters or financial terms” (Jensen, K. 2010). Usually a good start and a good note helps both the parties to carry out positive negotiation.

Problem Solving:

Like Initiation, the next phase in the flow of negotiation is also important. It is crucial to gather the right information and understand the other party’s stand. Once the information is gathered, the ground for the bargaining is set and various options are discussed. It is required to get all the requirements of the other party. Any negotiator might encounter the three components during problem solving phase: Undesirable Situation, Desirable Situation, Obstacles while moving from undesirable situation to a Desirable one.

Resolution:

After working through the problems and coming to a conclusion, both the parties in this phase, close the deal by committing to the agreement they have reached in the earlier phase. “The objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept” (Lewicki, R. J., Barry, B., & Saunders, D. M. 2016).

By following these phases it is highly likely that both the parties can have a positive negotiation.

References:

Lewicki, R. J., Barry, B., & Saunders, D. M. (2016). Essentials of negotiation.

Jensen, K. (2010, November 02). How to Open a Negotiation. Retrieved March 30, 2018, from https://keldjensen.wordpress.com/2010/11/02/how-to-open-a-negotiation/

Delbecq, A. L., and Andrew H. Ven de Ven, “A Group Process Model for Problem Identification and Program Planning,” The Journal of Applied Behavioral Science 7, no. 4 (1971): 466–92