Week 9

Question 1

Negotiation

Answer 1

A way of being able to get what you want by persuading, encouraging and influencing people to see your perspective.

Question 2

Power is…

Answer 2

Being able to get what you want from the other party.

People have unequal access to negotiation power.
eg. One employee have a good relationship with their employer, it could make him having a stronger power then the other employees in the negotiation.

Question 3

Five stages of negotiation

Answer 3

1. Preparation and planning - set a goal of workplace negotiation that both parties happy with. a successful outcome for both parties
2. Definition of ground rules - introduction, state the objectives and decide what kind of behaviours are expected in the negotiation.
3. Clarification and justification - outline of the issue and justify the argument by some fact and reason
4. Bargaining and problem solving - actively discuss options, may giving up something
5. Closure and implementation - agreement or BATNA and sign off

Question 4

Negotiation styles

Answer 4

Avoiding - I lose you lose, issue is trivial or not so important.
Accommodating - I lose you win, individual willing to learn and want to establish a good relationship with others.
Competing - I win you lose, then the outcome is really important for me.
Compromising - i win some i lose some and you also win and lose some
Collaborating - i win you win, need to find a solution and both sets of concerns are too important to compromise