Negotiation - homework question

[oldbanger]

Can anyone help me answer the following questions. I'm supposedly helping someone with an assignment, but there seems to be a lot of different possible answers.

Explain what is understood by the term Negotiation. Your answer should include a definition

Identify six characteristics of a successful negotiator.

Kenneth Thomas & Ralph Kilmann introduced five ways of dealing with conflict. Outline these five methods.

I'm not necessarily looking for the answers, more pointers to decent web sites or print material which I could research. Currently google is throwing up a lot of random stuff, plus business guru buzzword type sales sites.

Cheers

Edited by oldbanger on Monday 23 November 23:43

[srebbe64]

A good negotiator gets someone else to do their homework. Hope that helps!

[oldbanger]

Ba-doom-tish

[Herbie58]

You need to be looking at management journals or online archives like emerald insight for academic papers.

[Wacky Racer]

Always negotiate from a position of strength........Rule no 1.

[srebbe64]

Wacky Racer said:

Always negotiate from a position of strength........Rule no 1.

Correction: Always negotiate from a position of 'perceived' strength.

[Wacky Racer]

srebbe64 said:

Wacky Racer said:

Always negotiate from a position of strength........Rule no 1.

Correction: Always negotiate from a position of 'perceived' strength.

Don't be pedantic........

[bga]

Plenty of info on Wiki

oldbanger said:

Explain what is understood by the term Negotiation. Your answer should include a definition

http://en.wikipedia.org/wiki/Negotiation

oldbanger said:

Kenneth Thomas & Ralph Kilmann introduced five ways of dealing with conflict. Outline these five methods.

http://en.wikipedia.org/wiki/Thomas_Kilmann_Conflict_Mode_Instrument

[elster]

A successful negotiator will screw someone over the best they can, while leaving the opposing person thinking they have a good deal.

[AJS-]

In what context? If it's for a philosophy course it is likely that they will want quite a different discussion compared to an MBA, and different again from a diplomacy course or police training course and worlds away from an off road driving course.

In any case you will need to draw on the literature relevant to the field of study. It is most likely that some of this has been cited in the course so far.

[Jasandjules]

Negotiation is the art of getting what you want without having to give away too much of what you don't want to give away.

[oldbanger]

Cheers, the wiki links and emerald have been helpful. It's for a management course.

[HOGEPH]

Grab them by the balls, and their hearts and minds will follow!

[Saddle bum]

Negotiation is a two way dialogue where the outcome is not predetermined.

Consultation is where you tell them what is going to happen. They are only being told because;
- You are being polite, or,
- You have to.

[JonX2C]

oldbanger said:

Can anyone help me answer the following questions. I'm supposedly helping someone with an assignment, but there seems to be a lot of different possible answers.

Explain what is understood by the term Negotiation. Your answer should include a definition

Identify six characteristics of a successful negotiator.

Kenneth Thomas & Ralph Kilmann introduced five ways of dealing with conflict. Outline these five methods.

I'm not necessarily looking for the answers, more pointers to decent web sites or print material which I could research. Currently google is throwing up a lot of random stuff, plus business guru buzzword type sales sites.

Cheers

Edited by oldbanger on Monday 23 November 23:43

Are you by any chance going for a job at the FT, I had a very similar question thrown to me this week, which asked me to run through an entire negotiation process when closing a deal.

[plg101]

If you have some time...
http://en.wikipedia.org/wiki/Getting_to_YES

Is a great book with a cheesy title. Especially powerful is BATNA and undiscovered value...

http://en.wikipedia.org/wiki/Best_alternative_to_a...

[schmalex]

Negotiation is a discussion between two or more people with a goal of reaching agreement on issues separating the parties when either party has the power or the desire to use its own power to get its own way

The different styles of negotiation can be described as:

Competitive
High degree of concern for the substance of the negotiation
Low degree of concern for the relationship of the parties

Co-operative
High degree of concern for both the substance of the negotiation & the relationship with the other parties.
Searches for common interests & working to build a win-win

Accommodating
Focus on building a compatible relationship
Main priority is to accommodate the other’s needs

Avoiding
Low degree of concern for substance of negotiation & the relationship with the other party
Accepts whatever the other party is willing to concede

Compromising
Characterised by compromise – meeting the other party half way, looking for trade offs etc.
Finding an acceptable agreement is the objective of this style

Things to consider when negotiating:

Interests. The more we think about our interests in advance, the more likely we are to meet them
Options. The more options we put on the table, the more likely we are to have on that will reconcile our interests
Alternatives. Before we sign a deal – or turn one down – we should have a good idea of what else we might do
Legitimacy. Find external standards that we can use to persuade others that they are being treated fairly
Communication. Think in advance about what to say & what to listen for during the negotiation
Relationship. A good outcome will leave our working relationship strengthened. Aim to build relationships that aid negotiation
Commitment. The quality of an outcome is also measured by the quality of the promises made.


I've got loads of stuff on this!

Edited by schmalex on Wednesday 25th November 17:26