Types of negotiation

Negotiation is a very differentiated activity. 

Its elements: actors, divergence, seeking agreement, interest, powers can occur in various weights, take various forms, varying priorities and meet and interact as combined multiple modalities.

A typology that has wide acceptance among scholars of the subject is one that considers the integrative and distributive orientations.

Integrative negotiation.

In this integrated approach, negotiators expressed wishes of mutual gains and high cooperation. It is oriented towards the respect of the negotiator's aspirations in order that the party consider equally satisfactory result. It tends to give importance to the quality of the relationship between the parties, may even eventually lead to the modification of the particular objectives and respective priorities, to guide them towards objectives of common interest.

The reasons to give an integrated approach to a negotiation are the following:

1 .- supports and aims to develop a climate of trust, reciprocity and mutual credibility.

2 .- To reduce the risk of later reviewing the deal, ensuring greater stability to a negotiated solution.

3 .- It is suitable for taking into account the relationships among negotiators in the future. It is a negotiation of both "projects" as "points to be resolved" or "resources" to grant.

4 .- It values creativity, the search for constructive and dynamic options, mobilizing ideas and new shares, since it tries to persuade the other party to work together.

5 .- In a more general level, it is susceptible and becomes a daily way of solving problems, to enrich the culture to undertake and complete the traditional models of "authority" and "agreement."

Distributive bargaining

Is one in which negotiators show a weak cooperation and even, in extreme cases, it does not exist. Emphasis is rather a personal gain, even at the expense of common conflicting objectives. It is exactly this kind of negotiation in which the powers vested in the parties come into play to tie the position of the negotiators. The games "a zero-sum distributive frequently have been called, because the solution is the zero-sum allocation of resources at stake. What one side wins, the other loses.

It should be noted that, however, the classification of negotiations integrative or distributive orientation is more of an educational nature, since in reality, most negotiations are rather "mixed." As a mixture, therefore, likely to evolve between integrative and distributive characteristics.

Some important aspects about negotiation

Another key element of the negotiation is made up of the tension that exists between the negotiators, this tension plays the role of moderating all that separates them and that's about, is the result of their "antagonism" and its "synergy" .

The synergy lies in the common game in which a negotiator agrees to share with other activities or certain values. You can have a synergistic degree of tensions in an increasing manner to the total synergy, indifference (or inertia), interest, cooperation and commitment. Antagonism claims negotiator makes his point of view, despite the opposing party, regardless of its existence. The antagonism between negotiators is a behavioral history that separates the parties involved in negotiations. This distance can be graded in increasing sense of antagonism: reconciliation, resistance, opposition and irreconcilability. 

Although, as noted above, there is a negotiation like another and every negotiation is unique, in most negotiations there are a number of threads over it, that actors face.Analyzed in this context, we note that in a negotiation under the following stages or subprocesses:

1, Preparation and planning of the negotiation.

2 ° Establishment of initial guidance in the negotiation and an initial relationship with the other negotiator.

3 ° Selection initials.

4 ° Exchange of information.

5 ° about the differences.

6 ° closure of the negotiation.

The deepening of these stages will be the subject of subsequent chapters.

Exercises.

1 .- Compare the concept of "power" with "dependence"

Characteristics of power

1. The main determinant of power is the personality of individuals.

2. Nevertheless, the power is contingent. It may take a moment and then disappear.


3. Is relative, not absolute. It relates to a counterparty.

4. The power is limited. Can be neutralized. But it is a slow and sometimes expensive.In a negotiation is sometimes convenient to extend it until the other party has lost power and lowered his profile.

5. Power is a problem of perception. The party must be perceive as powerful.

6. In the power generation and offset energy is an investment, you have to deal with stress, tension.

7. Power is dynamic in nature and evolves rapidly and often abruptly.

Trading Areas of Negotiation

The concept of trading zones means that every business has key interests, extreme and intransigent areas, subject to mandatory caps defining breakpoints real, out of which leave the negotiation or opt for the confrontation.

In practical terms, comprehending and understanding what is negotiable as it is not, is a key aspect in the art of negotiation. The field of negotiation is limited by the combination of actors, divergence and willingness to compromise, we have discussed as elements of the structure of the negotiation, but this combination does not explain its dynamics. A model that analyzes the dynamics of negotiation emphasizes three elements: interests (stakes), the powers and relations between negotiators, who play the role of springs in the development process, which reflects the implementation of strategies. The phenomenon of trading in its dynamic aspect is pointed out in phases and is embedded in time, which is a fundamental variable in any dynamic phenomenon.

Interests (stakes).

The interests, objectives, needs are the important mechanisms of negotiation.Applying concepts of game theory, we have:

a) The bet or position is what you have on hand to participate in the negotiation and does not want to lose.

b) The prize: what the person believes will win in the negotiation, with your bet.

c) Performance: the relationship between the position or bets and prizes.

In turn, the stakes can be:

Instrumental: they correspond to the concrete, visible and immediate the stakes. Are immediate.

Fundamental long-term are not going to be a result in the immediate event, representing every part of the relationship established between what she committed to the negotiation and impact in the medium and long term of it.

Powers.

The power is defined as "the possibility of certain individuals or groups to influence other individuals or groups" (Crozier and Friedberg) or as "all tangible and intangible means that A moves in relation to B for the terms of trade are favorable to their project. " However, the definition of Weber is more convincing in the sense that power is the ability of an individual to another person perform a certain action, which would not have agreed not to mediate the influence of the former.

Power supplies are manifold. Its origin can be found at:

a) Institutional sources, such as law and the hierarchy, which distribute power among people.

b) The strength, the ability of coercion, pressure and coercion. The groups, empowered by law or by action as unions.

c) The personal influence, which can be manifold, it may be a psychological influence ("charisma"), a functional influence (competence, experience) and can arise from the ability to induce an individual or group to demonstrate and to persuade.

d) remunerative power, that is, people do certain activities for money, for example, a worker who builds furniture for your client, because it will pay a price.

Negotiation

The complexity of negotiation is a necessary consequence of the interrelationship of the various elements of its structure. In a negotiating process have different actors or parties seeking a solution that meets their interests. You should understand that trading is a comprehensive measure of behavior and he, the negotiator should know what their skills, their strengths and weaknesses, in order to support or be supported by a team.

The negotiating team, for this reason, the current trend, but it increases the complexity of the process, since each member must assume different roles and organizational patterns to be set or group. There is also the element of uncertainty involved in this process, because the information the parties have is usually limited. Similarly, in a negotiation are the interests, resources involved, the values that each party faces the process and, for the latter, moral and ethical aspects will also have their share in it.The current regulations - whether relevant standards exist or has lack of them, - is also an element that must be taken into account in a given negotiation.

In short, you only need to remember any situation where we had to play the role of negotiators for us to conclude that the complexity of this process is one of its most important and ultimately determines that no instance of negotiation that is equal to another and, therefore, that any instance of negotiation is unique.

Will or search for agreement:
The negotiation links two or more interdependent actors facing differences and that, instead of evading the problem or get into a confrontation, delivered at the joint pursuit of a deal, settlement, settlement. This result is substantial and not merely formal negotiation, can take four main forms:

a) Commitment simple: is the minimum solution. Nobody gets the total satisfaction of its objectives.

b) Mutual concessions: superior solution to the commitment. Finding balance in most of the points in the negotiations. Requires creativity on the part of negotiators.

c) compensatory awards, new elements are created business, expanding the initial object of negotiation.

d) Creation of new alternative: The old problem becomes one more apt to provide a solution.

Job Interview

When you graduate from university you have to think in what you want to do, if you want to study a master, or you want to travel and know other countries and culture or you just want to start your own business or maybe search a job and after start your business. If you are thinking in search a job you have to take many things that could help you to obtained wathever you want. 

You have to research some information about the comapny you want to work for. Visit the location in person if its a store or building open to the general public. What type of people works there?, what are the typical hours this position requires? If you feel that you have to take notes about something that you could require more information, just do it.

Another point that you have to consider is practice some questions that maybe could ask you. You have to think the answer that you will give and answer quiet and clear. 

You have to have a good apparience, because is the way that you could sell yourself. You have to look formal but you dont have to exagerate, so take care of that kind of points because it can help you ot it can be counterproductive. 

Negotiating Deals

A single issue negotiation: One where only one topic is being discussed

A long term relationship: One that lasts

A win win situation: One from which both sides feel they've gained

A one off deal: One that happens only once

A zero sum game: One where one side wins what the other side loses

A head on conflict: One which is very direct