I
watched a presentation given by Margret Neale of Stanford University in which
she went over her four points to a good negotiation. Her first point was assessing
the situation. In this stage, you basically look at the problem from all
angles. The next step is to prepare. In this stage, you find out what your
interest are versus what their interest are. Here you figure out where does the
mutual benefits come into play. Ask your counter part what they want. This
gives you a clear route and an opportunity to align your interest with theirs.
The final step is to package. In this step, you will bundle alternative
proposals together in order to get the best results. I believe that her main
objective is to teach you how to find the mutual benefit in every situation. She
even described a time when she had to negotiate her way out of more work. The
Dean wanted her to teach an extra course a year, she did not want to. So she
looked for the interest of the Dean in order to find a mutually beneficial
arrangement. Realizing that the Dean had people to please she proposed that
instead of picking up an extra class she would teach an extra hour in her
specialty classes. This kept her out of teaching another course and allowed the
Dean to keep his bosses off his back.
The
second video I watched was titled “Handling Conflict in Negotiations”. In this
podcast, the teacher states that the first step to negotiating is separating
the people from the problem. He said that during a negotiation you are also trying
to build a relationship with the people you are in negotiations with. Also, He
stated that failing to take heed to this rule can not only ruins any chance of
a business relationship but you could also blow the deal. His
main lesson was to focus on the interest of the people rather than the problem.
Basically, if you have good conflict skills this could keep your negotiations
from coming to an abrupt non-beneficial end.
The
final podcast, that I watched focused on a man named Stephen Stewart. BATNA was
his main subject. He explained BATNA as what you would like to do if the
negotiations go bad. He stated that figuring this out will make your negation
position much stronger. The reason this
needs to be practiced according to Stephen Stewart (who is using our course
book as a reference) is to ensure you get the best deal possible. Also, he
states that the BATNA should be used as a standard for the negotiation. This
means that if the deal isn’t better than your BATNA than you should pass on the
deal.
References
#1
Neale,
Margaret. "Margaret Neale: Negotiation: Getting What You Want." YouTube.
YouTube, 13 May 2013. Web. 28 June 2015. Retrieved from https://www.youtube.com/watch?v=MXFpOWDAhvM
#2
NG,
C.J. "Handling Conflict in Negotiations." YouTube. YouTube, 22
May 2014. Web. 28 June 2015. Retrieved From https://www.youtube.com/watch?v=odw8ZTjmFOg
#3
Stuart,
Stephan. "Stephen Stuart - BATNA - Future Salon." YouTube.
YouTube, 5 Oct. 2003. Web. 28 June 2015. Retrieved From https://www.youtube.com/watch?v=4pSC_r1XkIw
