Negotiation Skill
Negotiation Skills
Introduction
Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people, business contracts, official matters, service, buying products and relationships. As James Poon (1998, p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation.
Definitions
Kozicki (1993, pp. xiii - xiv) views negotiation is a simple procedure that basically a solution of two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the art of reaching an agreement by resolving differences through creativity. Heller (1998, cited in De Janasz, Dowd, Shneider, 2002) reviewed that negotiation involves two or more parties who each have something the other wants and attempt to reach an agreement through a process of bargaining when all parties have both shared and opposed interests. Putnam and Roloff (1992, p. 3) share this view but have further describing that each party also can block the other from attaining the goal. As to Scott (1981, p. 3) definition, the term of negotiation is a form of meeting between two parties with an objective to reach agreement in which both parties move towards an outcome which is good in both joint interest.
Negotiation Approaches
Negotiation theorists have pointed out several approaches to negotiation. Fisher, Ury and Patton (1991) not only distinguish between positional bargaining, which is competitive, and also make the distinction between soft, hard, and principled negotiation, the latter of which is based on cooperative principles, which look out for oneself as well as one's opponent.
James Poon (1998, p. 42) describing in a different manner that negotiation can be classified as distributive or integrative, in which distributive is defined as competitive win/lose
Introduction
Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people, business contracts, official matters, service, buying products and relationships. As James Poon (1998, p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation.
Definitions
Kozicki (1993, pp. xiii - xiv) views negotiation is a simple procedure that basically a solution of two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the art of reaching an agreement by resolving differences through creativity. Heller (1998, cited in De Janasz, Dowd, Shneider, 2002) reviewed that negotiation involves two or more parties who each have something the other wants and attempt to reach an agreement through a process of bargaining when all parties have both shared and opposed interests. Putnam and Roloff (1992, p. 3) share this view but have further describing that each party also can block the other from attaining the goal. As to Scott (1981, p. 3) definition, the term of negotiation is a form of meeting between two parties with an objective to reach agreement in which both parties move towards an outcome which is good in both joint interest.
Negotiation Approaches
Negotiation theorists have pointed out several approaches to negotiation. Fisher, Ury and Patton (1991) not only distinguish between positional bargaining, which is competitive, and also make the distinction between soft, hard, and principled negotiation, the latter of which is based on cooperative principles, which look out for oneself as well as one's opponent.
James Poon (1998, p. 42) describing in a different manner that negotiation can be classified as distributive or integrative, in which distributive is defined as competitive win/lose
References: 1. Brooks, Earl & Odiorne, George S., 1984, Managing By Negotiations, Van Nosrrand Reinhold, New York, USA 2. Dawson, Roger, 1999, Secrets Of Power Negotiating, Career Press, Incorporated, Hawthorne, NJ, U.S. 7. Kozicki, Stephen, 1993, The Creative Negotiator, Boston Publishing, NSW, Australia 8. Lewicki, Roy J., Saunders, David M 9. Mills, Harry A., 1990, Negotiate – The Art of Winning, Mills Publications, New Zealand 10. Putnam, Linda L. 11. Scott, Bill, 1981, The Skill of Negotiation,Gower Publishing Company Limited, 1981 12. St 13. Ury, William, 1991, Getting Past No : Negotiating Your Way from Confrontation to Cooperation, Business Books Limited, London SW1V 2SA