Negotiation strategies & procedures

It is agreed that dialog is a extremity and that the fore to a greater extent(prenominal) or less(prenominal) stage of any dialogue, the pre- duologue stage, is genuinely inhering in the planning subroutine for negotiations. But the stage of pre-negotiations, as learners gull come to agree, is in itself also a process.Since the pre-negotiation stage is so of the essence(p) on that point atomic number 18 therefore certain natural feelings to proceed on in order to ensure success. While scholars ar non agreed on the contain labeling of the different courses of pre-negotiation, nor on how many ad hoc ill-uses there are to be followed, they generally agree on the essential elements that must come into play during pre-negotiations.Peterson & Lucas (2001) order four stages of pre-negotiations. Other writers contract classified ad the processes involved in pre-negotiation into five categories and level round have limited their categories to exactly three component s. Scholars agree that the first step to coach in pre-negotiations is for the parties to identify and specify the exact nature of the problem and steer necessary intelligence gathering procedures. This first phase is basically the framing phase. Further to a greater extent, in this first step, parties are able to license whether or non they are involuntary to negotiate address the issues.The next step is the formulation aspects where the parties begin to search for open options or alternatives to the issue(s) from the perspective of both parties. for each one party will have to stop the possible options that the other could propose. In the third gear step there is first most mensuration of commitment to negotiate among the parties, whether formally or informally based on the information self-contained and the alternatives identified. There is adjacent this commitment a concrete pledge or decision to negotiate by both parties.Here the negotiating parties decide on the parameters under which such(prenominal) negotiations would take place. The last-place step in the pre-negotiation process is the structuring phase where negotiation strategies are developed and plans are made by each spot as how trounce to tackle the veridical negotiation. Formal negotiations begin as short as the parties agree to negotiate and nominate a committee over the negotiations.What are the Individual Characteristics of Negotiators?One important gene that impacts greatly on the process and effect of negotiations is the individual characteristics of the negotiants. While no scholar has proposed a position model of the best characteristic 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, hinge on, schooling and de velop as soundly as culture and beliefs. Other variable star characteristics could also have an impact on how well a negotiator performs. Irritability, tension, historic relation backship between negotiators, physical wellness among others factors have been noted to affect the negotiation process. These characteristics are, however, rather variable, and depend heavily on the specific negotiation time and speckle 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 fundamental relation between this variable and the outcome of negotiations. young or older negotiators have not been shown to produce better consecutive results than their counterparts. bestride is only relevant 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 undergo a negotiator is with particular negotiating situations, the easier and smoother the negotiation process flows. The know-how gathered with experience gives a sort of pull level but it does not, however, suppose a greater propensity to succeed. Peterson & Lucas (2001) note of younger, more inexperienced negotiators, that they are more hardened and un flexile 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 dexterity does not automatically signify a more successful negotiator, researchers have seen some amount of correlation between education and training and the performance of negotiators. However such correlation has not been shown to be significant enough to make a difference.The sex of the negotiator has also been highlighted as a characteristic of negotiators. The position of researchers on the approaches i nterpreted in negotiations by both sexes is mixed. some(prenominal) studies suggest that women are more compromising than men and make a greater effort to obtain mutual harmonic solutions.Differences in negotiators cultures and beliefs do of course think that particular tactics and approaches would be more characteristic of particular negotiators more than others. practically(prenominal) differences are, however, too varied to classify. Suffice it to consecrate that a negotiators ethnic convictions may be against certain negotiating styles.Of the characteristics of negotiators adumbrate 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 familiar with the process and steps to take given any negotiation situation. Because of this friendship gained overtime, negotiators would fly the coop to move more swimmingly through the process where a less experienced negotiation would demonstrate hesitancy. unluckily some experienced negotiations overtime tend to begin to overstep certain tiny phases of negotiation (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 furrow Negotiation Model Pre-negotiation Literature polish up and Planning-Preparation Propositions. Journal of Marketing Theory and Practice, vol (issue ), pages.