The Negotiation Process
The Negotiation Process
Israel Rivera
Dr. Anwar
International Management 4335_70
The term negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement (Deresky 2014, p. 145). In chapter five this week Deresky discusses the five step process of negotiation. The steps are preparation, relationship building, the exchange of task-related information, persuasion, and concessions and agreement (Deresky 2014). Everyone uses negotiation everyday of their lives and of course negotiation is a great part of how an MNC functions and is used internationally for a major deals.
Stage One: Preparation In this step the company or person doing the negotiation would have to carefully prepare for the negotiation which would in include getting a translator because of the culture difference if there is one, as well as preparing and comparing profiles of the negotiator (Deresky 2014, p. 146). For example in the article from the Wall Street Journal about Germany and the Urging of Ukraine to start the negotiation process once again for the line separating the government-controlled areas, they need to have background information before starting this process (Dauer 2014). For example if they negotiation came to a halt what caused the stop. Also if they what to negotiate they need to look back at the past negotiation and see if they can pick back up where they left off or if they need to begin again and redo the whole negotiation. They also need to take into consideration the variables in the negotiation process. For this particular case Germany would have to consider the basic conception of the negotiation process, significance of the type of issues, nature of persuasive arguments, and value of time (Deresky 2014, p. 147). The reason those are important is because in the basic conception of negotiation process they need to know if it is a competitive process or problem solving approach, in their case it would be problem
Israel Rivera
Dr. Anwar
International Management 4335_70
The term negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement (Deresky 2014, p. 145). In chapter five this week Deresky discusses the five step process of negotiation. The steps are preparation, relationship building, the exchange of task-related information, persuasion, and concessions and agreement (Deresky 2014). Everyone uses negotiation everyday of their lives and of course negotiation is a great part of how an MNC functions and is used internationally for a major deals.
Stage One: Preparation In this step the company or person doing the negotiation would have to carefully prepare for the negotiation which would in include getting a translator because of the culture difference if there is one, as well as preparing and comparing profiles of the negotiator (Deresky 2014, p. 146). For example in the article from the Wall Street Journal about Germany and the Urging of Ukraine to start the negotiation process once again for the line separating the government-controlled areas, they need to have background information before starting this process (Dauer 2014). For example if they negotiation came to a halt what caused the stop. Also if they what to negotiate they need to look back at the past negotiation and see if they can pick back up where they left off or if they need to begin again and redo the whole negotiation. They also need to take into consideration the variables in the negotiation process. For this particular case Germany would have to consider the basic conception of the negotiation process, significance of the type of issues, nature of persuasive arguments, and value of time (Deresky 2014, p. 147). The reason those are important is because in the basic conception of negotiation process they need to know if it is a competitive process or problem solving approach, in their case it would be problem