Negotiation Integration - Reflection Paper

Executive Summary

The purpose of this reflection/integration paper is to demonstrate what I have learned about principles (theories, concepts) of bargaining and negotiation.

In reality, negotiation is a day-to-day process. People perform and engage in negotiation, mediation, and dispute or conflict resolution practically every day of their lives, without realizing they are doing so. Negotiation is a process which is inherent to human being and is a matter of common sense. Negotiation can occur as a result of varied reasons that generate conflict of interest between two or more parties: (a) how to share a limited resource, (b) to create something new that parties could not do on their own or (c) to resolve a problem between parties. In order to resolve all these problems, the conflicting parties’ needs to sit down with each other, communicate openly and negotiate based upon the set rules. Rather than stressing on their own objectives, the negotiating parties should focus on the performance of a negotiation which is based on goodwill, sound practical judgment, efficiency, learning and the capacity to maintain or improve the relationship between the parties, and above all, on the capacity to create or capture the most of the value under consideration. (Dr. Laurie Milton, Class Notes + Coast News Simulation, Value Creation). Irrespective of whether we are doing “distributive bargaining” (Win-Lose) or “integrative bargaining” (Win-Win), the key to a successful negotiation lies in: framing a strategy, building trust, effective communication, focusing on interest rather than positions, ethics, persuasion, patience, confidence, and reciprocity in proposals and concessions.

This report first highlights the “nature of negotiation” in different scenarios. Next, it lists down the key traits of an effective negotiator. That is, what it takes to make a negotiation successful. Then the report walks through different phases of a negotiation using a practical application...