Negotiations

Introduction to negotiations assessment

Introduction to Negotiations

Bachelor in International Business- GGSB London

Juan Pablo Medina

A4050420

BIB 2

11 of April, 2015

“I hereby declare that this assignment is my own work and understand that if there is any suspicion of plagiarism my work will be referred to a disciplinary committee. This may result in the exclusion of this course.”

Part A

Negotiations play a crucial role in our lives. From daily negotiations with your roommates to see who’s going to wash the dishes to more important ones such as negotiating your first salary. Negotiations are part of our daily lives. While some may argue that good negotiators are born, or that to be successful at a negotiation you just need to apply your common sense, the reality is far from that. The truth is that ideally before any negotiation you must prepare yourself, know your limits and most importantly be conscious that sometimes you must concede for the benefit of the whole. The goal is not always to slice the pie – as in a distributive negotiation- instead the goal maybe to try to expand the size of this pie, to achieve a much a better result. Hence it’s vital for a negotiator to be able to identify both types of situations and consequently apply the more suitable strategy for the negotiation. Additionally how the parties approach the negotiation plays a crucial role in the outcome of it. This maybe power-based, interest-based or power-based. Moreover it is of great importance to acknowledge the differences between all the cultures around the world. Knowing the culture of your team members and the other party is more essential than ever for the success of any negotiation thanks to globalization this globalized. Therefore in this essay I will critically discuss the concepts integrative and distributive negotiation. Likewise I will analyse the different approaches to a negotiation as well as the influence of cultures in modern day negotiations....