Negotiation strategies & procedures

It is agreed that talks is a cognitive serve up and that the number one stage of any talks, the pre-negotiation stage, is very essential in the planning process for negotiations. But the stage of pre-negotiations, as scholars oblige come to agree, is in itself also a process.Since the pre-negotiation stage is so authoritative there ar therefore authoritative essential steps to pass on in order to ensure success. While scholars be non agreed on the exact labeling of the different arranges of pre-negotiation, nor on how many positionised steps there are to be followed, they generally agree on the essential elements that must come into play during pre-negotiations.Peterson & Lucas (2001) identify quad stages of pre-negotiations. Other writers hand classified the processes involved in pre-negotiation into five categories and fifty-fifty near(a) have limited their categories to only three components. Scholars agree that the first step to take in pre-negotiations is f or the parties to identify and define the exact temper of the problem and conduct necessary intelligence gathering procedures. This first phase is basically the framing phase. Further more than(prenominal), in this first step, parties are able to base whether or not they are willing to negotiate address the issues.The succeeding(a) step is the formulation aspects where the parties begin to search for available options or alternatives to the issue(s) from the billet of two parties. Each party will have to anticipate the manageable options that the other could propose. In the third step there is first some amount of commitment to negotiate among the parties, whether formally or informally found on the information gathered and the alternatives place. There is following this commitment a concrete agreement or decision to negotiate by both parties.Here the negotiating parties decide on the parameters under which such negotiations would take place. The final step in the pre-nego tiation process is the structuring phase where negotiation strategies are real and plans are made by each side as how outperform to tackle the actual negotiation. Formal negotiations begin as soon as the parties agree to negotiate and appoint a committee over the negotiations.What are the Individual Characteristics of Negotiators?One important factor that jounces greatly on the process and outcome of negotiations is the individual traits of the negotiators. While no scholar has proposed a particular model of the best feature article traits for a successful negotiator, they have identified several factors that could swing negotiation outcomes either in favor of or against the party for with the individual is negotiating.Among the individual characteristics of negotiators the most commonly identified are negotiation experience, age, sex, education and training as nearly as purification and beliefs. Other variable characteristics could also have an impact on how well a negotiato r performs. Irritability, tension, historical comparisonship between negotiators, physical wellness among others factors have been noted to affect the negotiation process. These characteristics are, however, quite variable, and depend hard on the specific negotiation time and situation and not completely on the negotiators usual character traits.As it pertains to the classifiable characteristics, as it pertains to matters of age, research has not proven any evidential relation between this variable and the outcome of negotiations. Younger or older negotiators have not been shown to produce better consecutive results than their counterparts. Age is only pertinent only as it relates to experience because it is only as the negotiator ages and matures that significant experience would be gathered.Thus, in reference to experience, it must be admitted that the more experienced a negotiator is with particular negotiating situations, the easier and smoother the negotiation process flow s. The know-how gathered with experience gives a sort of comfort level solely it does not, however, suppose a greater propensity to succeed. Peterson & Lucas (2001) note of younger, more inexperienced negotiators, that they are more rigid and uncompromising to the proposals of the other side. overall the amount of experience a negotiator has could in fact impact negotiations.A negotiators training and education could impact negotiators. While university qualification does not automatically signify a more successful negotiator, researchers have seen some amount of correlation between education and training and the performance of negotiators. in time such correlation has not been shown to be significant enough to shake up a difference.The sex of the negotiator has also been highlighted as a characteristic of negotiators. The position of researchers on the approaches taken in negotiations by both sexes is mixed. just about studies suggest that women are more compromising than me n and make a greater effort to obtain mutual agreeable solutions.Differences in negotiators cultures and beliefs do of course mean that particular tactics and approaches would be more characteristic of particular negotiators more than others. Such differences are, however, too varied to classify. Suffice it to adduce that a negotiators cultural convictions may be against certain negotiating styles.Of the characteristics of negotiators outlined above, experience appears to be the more crucial to the success of negotiation sessions. More experienced negotiators understand the intricacies of negotiation and are more old(prenominal) with the process and steps to take given any negotiation situation. Because of this familiarity gained overtime, negotiators would tend to move more smoothly through the process where a less experienced negotiation would demonstrate hesitancy. Unfortunately some experienced negotiations overtime tend to begin to overstep certain critical phases of negotia tion (Peterson & Lucas, 2001) as they are quite competent and thus do not need to plan as much or as well as before.REFERENCESPeterson, R.M. & Lucas, G.H. (Fall 2001). Expanding the Antecedent Component of the Traditional care Negotiation Model Pre-negotiation Literature Review and Planning-Preparation Propositions. Journal of Marketing possibility and Practice, vol (issue ), pages.