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Requirement
ANSWER ALL QUESTIONS
Question 1 Describe the process by which your company both chooses and trains its negotiators. Make recommendations as to how each of these processes could be improved and why? If they do not have processes to both choose and train negotiators, suggest how they might put them in place, and what they should comprise.
Question 2 What process does your company employ prior to any significant negotiation? If there is no process, what would you recommend?
Question 3 Describe your company’s post negotiation review process. Critically review any such existing process. In the absence of such a process, what would you put in place, and why?
(20 Marks)
Question 4 Use the example of a negotiation in which you have personally participated to illustrate how your company negotiates. Suggest ways in which this could be improved and why?
Question 4 In the unlikely event that you have no personal experience (and this would include your job interview), then interview a more experienced colleague. You can use either an external or internal example.
Solutions
Answer 1:-
The organization that has been discussed here has neither any negotiators nor it has any negotiation process established for any activity. The success of any organization mostly depends on its decisions and strategic plans that it develops for performing their day to day operations. It is critical for an organization to establish a good relationship with its creditors, potential investors, promoters, suppliers, contractors, and customers. The most popular way of achieving a healthy relationship with these people is by using the organization negotiators. These refer to individuals who have expert knowledge in discussing all the problems with the motive of achieving an agreement between different groups of people or different people (Hopmann, 2014). In this case, negotiators establish an agreement between the organization and its external parties in its business cycle. However, it is necessary for an organization to select competent negotiators and should train them effectively so that organization can achieve good relations. This assignment represents the process of selecting and training a negotiator of the organization and its recommendations. Various factors should be focused on the organizations while choosing its negotiators. The selection process should encompass assessment and the evaluation of the individual's personality, technical ability and relevant experience. By focusing on all these factors, the organization can choose competent negotiators who will best fit in the negotiator role of the organization.
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The following steps are followed in choosing a negotiator of the organization:-
First and the foremost task is that the company has to define clearly the roles and responsibilities of a negotiator in the organization (Melzer, 2016). All this help the negotiator to gauge him or her as per the predetermined role and responsibilities.
The second important task for the organization is that the organization should predetermine the level of experience, competencies and talents for every aspect of the negotiation that the organization will require. All this helps the organization in ensuring that there is up to date competency in the organization negotiation forums.
The last and final aspect which should be focused is that the organization should choose the negotiator on the basis of his or her particular experience, abilities, and skills. All this helps the organization in determining the strengths and weakness of a person so that he or she is properly paced.
Recommendation:-
If the organization wants to choose the best negotiator then, it should focus on the following aspects:-
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Technical expertise: - The organization should measure whether the candidate has relevant experience and proper education in the negotiation field. Have the individuals been maintaining up to date advancements in negotiations by drawing relevant information from conferences, workshops, and professional gatherings?
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Observation skills: - The organization should ensure that whether the individual has the art of observing the required skills while detecting the changes like as voice tones and body language.
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Emotional maturity assessment:- It is necessary for the organization to measure that can the Individual maintain composure when there are difficult situations. Whether, the individual has the capacity to remain calm and able to exercise healthy judgments within a complex and stressful environment.
By considering above discussed factors while choosing the negotiator of the organization will help in enhancing the efficiency of the negotiation process and can also build quality negotiation contacts (Rubin, 2013). All this will promote and build the healthy relationship between the organization and all its external parties, which helps in achieving the success.
Process of training the negotiator:-
It involves the following steps:-
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Planning and preparation: - Planning and preparing are the first steps of the negotiation process. The organization should train its negotiators on how they will organize and accumulate the relevant information which is required for achieving a healthy and efficient negotiation. In this, the negotiator should investigate all the information's related to the party and should come up with a healthy and sound decision which will be utilized in making an effective agreement.
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Definition of ground rules: - It is the responsibility of the organization that it should train the negotiators on establishing procedures and rules towards conducting the planned negotiation. It is necessary for the negotiator to identify expectations and trendy demands of every party in the negotiation forum.
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Clarification and justification: - This step of the negotiation training process requires that the negotiators have sufficient knowledge about the position of every party in the process of negotiation. In this negotiation training, it is taught to the negotiators that how to discuss and identify the positions of each party in the process of negotiation based on various established rules.
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Training on problem-solving and bargaining: - At this step, the negotiator is taught on how to measure the discussions result from both the parties and arrive at a particular solution that is fair and just. The result has to satisfy both the parties involved in the negotiation process.
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Training on implementation and closure: - The negotiators of the organization should also train on how at the end of the negotiation process they can reach the conclusion.
Recommendation:-
The organization should develop different training strategies that aim at enabling its negotiators to participate in various conferences, workshops, and professional gatherings. Through this, the negotiators can extract the desired information, knowledge and skills in their field. All this enables the negotiators to obtain the efficient and effective negotiation.
Answer 2:-
Below mentioned steps are suggested to the organization for conducting effective negotiation:-
1. Prepare: - the first step in the process of negotiation is that ensure that every part is ready for conducting the actual negotiation. It is necessary for every company that before begin negotiation it should walk through all the steps which the organization wants to follow for conducting the effective negotiation. In this following things are focused:
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Organization should be aware of what it wants from their processes.
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Organization should determine how to get there.
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Organization should set a proper framework for it.
2. Open: - In this stage of the negotiation process, the organization should identify their needs with the other party.
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Organization should be confident and demonstrate to the other party that it is aware of their work.
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Organization should state its case by painting the context of its negotiation.
3. Exchange views: - this is the stage of exchanging information with the other party. In this negotiation process, the arguments may be polite and gentle.
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Respond to the views of the other parties.
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Organization should strengthen its arguments.
4. Explore: - In this stage of exploration both negotiation parties established what they want and then they move forward for formulating an agreement.
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Organization should find the areas where both the parties agree and disagree.
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Once the organization determines their needs, they can formulate agreements.
5. Signal: - Signaling is done when the both parties aware about that they are prepared to move forward with their position. This is done for negotiating following terms.
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Show to the other party that the organization is ready to move forward.
6. Package: - In this stage of the negotiation process it is considered that the negotiation has not been finalized till now and both parties still dealing and determining with various possibilities. It is necessary for the organization to keep a feeling of openness. This will help the organization in considering different exchanges and options.
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Organization should identify its agreeable trades so that it can put together its potential agreements.
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Organization should develop its proposals that offer concessions.
7. Close: - This is the final step of the negotiation process. This indicates that the organization is moving towards a complete solution and ready to formulate an agreement with the other party.
Answer 3:-
The following are the steps for conducting the review of negotiation process:-
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Ability of the negotiator to negotiate on the process vs. substance:- The most important problem which was facing the organization during the negotiation process that the negotiators mostly focused on the substance of the deal, they did not focus enough on the process. Substance refers to a term that makes up the final agreement, but process refers to how negotiator will get from where negotiator is today to that agreement (Hanov, 2013). The experts of the negotiation process advice that negotiators should follow a process before substance.
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Whether the negotiator trying to normalize the process:- Normalize the process is very important for the negotiator. In this, the management was analyzing whether the negotiator was trying to normalize the whole process or not. If the negotiator does not normalize the process, then it might cause the outcome of the negotiation process.
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Whether the negotiator tried to map out the negotiation space:- In this, the organization measures whether the negotiator utilized full capacity in map out the negotiation space (Pruitt, 2013). Poor management of negotiation space affected the every party involved in the process of negotiation. To utilize the effective space, the negotiator should develop effective strategies which make perfect sense. In the absence of proper management of negotiation space, all the strategies become ineffective soon.
Answer 4:-
It is a real experience that I had in my company. Our company planned to add one more product. Before starting manufacturing, our company had to negotiate with the raw materials suppliers for delivering the raw material. For settled a good price of raw material I negotiated with the supplier to fix an accurate price so that manufacturing cost could be low. For effective negotiation with the supplier firstly I set my goals and also set limits which showed what we could do in this negotiation.
The following ways help me in improving the negotiation process-
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Think broadly about the potential coalitional partners:- It is necessary for the organizations to get overly focused on the person across the table. Most of the organizations do not consider those facts who has influence over the performance of the negotiators. Every organization should find a third party which influences their whole negotiation process before engaging in the negotiation process. Organizations should think broadly and creatively about those facts which affect the negotiation process.
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Don’t neglect the end-game: - There are various issues that are relevant to the negotiation process (IOSIM, 2014). Various authors conclude that organization thinks too narrowly about the contents of their negotiation and miss opportunities for coalitions. It is necessary for the organizations to consider the views of the other party also.
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Have a meeting before the meeting: - Negotiations in the organization always influenced, and it can be possible that sometimes negotiation settled, before conducting the formal negotiation process. Organization should consider the facts that can improve the process of the negotiation. Organization should create various opportunities and should utilize them fully before it meets with the other party, share information and also take the temperature of the situation.
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Engage: - Negotiation is considered as an interactive and dynamic process. The effective and suitable way through which organization can improve is to negotiate. When the organization conducts the negotiation process, it should assess how well it met the targets which set before conducting the negotiation.
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Negotiation classes: - Training on negotiation and in a various situation not only improve the performance of the negotiation process but also can help in maintaining the healthy relationship with the members of the other parties.( Pruitt, 2013)
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Set clear goals of negotiation: - For conducting the effective negotiation process it is necessary that both parties aware of their goals. They should be aware what they want to achieve through negotiation. All the predetermined goals help in further elements of the process.
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Specify the limits: - If the organization wants to improve its negotiation process than the organization should determine it limits to where it can go, and beyond that limit the organization could not accept anything.
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Put yourself in the position of the other side: - The organization should understand what the other party of the negotiation process expects from the organization? In such a manner the organization should make efforts to enter the brain of the other party and view all the things as per their perspective. By focusing on all this, the organization should try to find the important things for that party. By doing all this, the organization takes its first step toward the compromise.
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Make sure that in the proposed version of the offer contained everything which organization wants: - In this, the organization should firstly prepare the proposed version of the offer which will be discussed in the negotiation. It is the core basis of the whole negotiation process because on its basis all the necessary questions will be asked (Moore, 2014). It is the fact if the organization doesn't ask something than it will not get anything. Organization should ensure that everything is contained in the offer, then negotiate.
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Hanov, S. M., & Wang, C. (2013). U.S. Patent No. 8,488,628. Washington, DC: U.S. Patent and Trademark Office.
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Hopmann, P. T. (2014). 17 Negotiation training for inspectors. Banning the Bang or the Bomb?: Negotiating the Nuclear Test Ban Regime, 311.
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IOSIM, I. (2014). Selecting best strategy in negotiation. Research Journal of Agricultural Science, 46(4), 103-106.
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Melzer, P., & Schoop, M. (2016). The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations. Group Decision and Negotiation, 1-22.
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Moore, C. W. (2014). The mediation process: Practical strategies for resolving conflict. John Wiley & Sons.
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Pruitt, D. G. (2013). Negotiation behavior. Academic Press.
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Reardon, K. (2014). The skilled negotiator: mastering the language of engagement. John Wiley & Sons.
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Rubin, J. Z., & Brown, B. R. (2013). The social psychology of bargaining and negotiation. Elsevier.
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Wu, L., Garg, S. K., Buyya, R., Chen, C., & Versteeg, S. (2013, May). Automated SLA negotiation framework for cloud computing. In Cluster, Cloud and Grid Computing (CCGrid), 2013 13th IEEE/ACM International Symposium on (pp. 235-244). IEEE.
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