Hardball Research Paper
Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two person/ parties involved in negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise.
Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. …show more content…
It is a game of risk-taking, especially for the batter. When the baseball is pitched, the batter must instantly evaluate whether it will be a strike or a ball. The pitcher's deception makes that split-second decision much more difficult. A strike sends his teammates to the dugout, while a ball sends him to first base. The batter's dilemma: is that hardball the real deal or a decoy.
In negotiations, you often face the same dilemma when your opponent pitches a hardball. Whether it was inspired by a rational evaluation or an irrational ego, the threat is very blunt, direct, and unequivocal. It often sounds something like "we'll take nothing less than ...", or "my client will sign with another provider if you don't agree to ..." Your dilemma: is that hardball sincere or a negotiation ploy.
How do you respond? Begin by resisting your initial, emotional reaction. Your gut may suggest a four-letter word response. Sharing that blunt challenge will bring the negotiations to an abrupt end. Your opponent cannot remain at the Mediation after your gut speaks its peace, because she would be conceding that her hardball was a decoy and would lose all credibility. Rather, she will be forced, even if against her original intention, to carry through with her threat or abort the negotiations. For the time being, keep your gut
Negotiation occurs in business, non-profit organizations, government branches, legal proceedings, among nations and in personal situations such as marriage, divorce, parenting, and everyday life. …show more content…
It is a game of risk-taking, especially for the batter. When the baseball is pitched, the batter must instantly evaluate whether it will be a strike or a ball. The pitcher's deception makes that split-second decision much more difficult. A strike sends his teammates to the dugout, while a ball sends him to first base. The batter's dilemma: is that hardball the real deal or a decoy.
In negotiations, you often face the same dilemma when your opponent pitches a hardball. Whether it was inspired by a rational evaluation or an irrational ego, the threat is very blunt, direct, and unequivocal. It often sounds something like "we'll take nothing less than ...", or "my client will sign with another provider if you don't agree to ..." Your dilemma: is that hardball sincere or a negotiation ploy.
How do you respond? Begin by resisting your initial, emotional reaction. Your gut may suggest a four-letter word response. Sharing that blunt challenge will bring the negotiations to an abrupt end. Your opponent cannot remain at the Mediation after your gut speaks its peace, because she would be conceding that her hardball was a decoy and would lose all credibility. Rather, she will be forced, even if against her original intention, to carry through with her threat or abort the negotiations. For the time being, keep your gut