Win-Win Negotiations

1. Win-Win Negotiations Karen Nostrant Siena Heights University LDR 655-OA Summer 2013 Dr. Patricia L. McDonald

2. We will explore the differences of what a professional negotiator is and what a professional negotiator conducts the negotiation process. Win-win negotiations are a positive way of negotiating with people in business or in your everyday life.

3. Professional Negotiator and Negotiating Professional According to Pinet and Sander; What is the difference between a negotiating professional and a professional negotiator? A negotiating professional is probably someone who does something for a living, and has to negotiate once in a while to get it done. A professional negotiator negotiates for a living. She or he is a hired gun who goes forth to handle complex negotiations for others as a service. Most of us would fall into the category of negotiating professionals employing negotiating skills as one of many professional skills required to do our jobs (2013 p. 21).

4. We will explore the negotiation process as a professional since that is what most of us will do doing as leaders. According to the Harvard business Review, "Negotiation informs all aspects of business life. Every interaction--with customers, with suppliers, and even with partners and investors-- involve some kind of negotiation" (2011).

5. As a negotiating professional there are many different ways to negotiate, however the one that seems to me to be the best possible solution is the win-win negotiation process.

6. While building trust among the leaders in your organization and building strategies within your organization will help you as a negotiator, you will be known as a trusted leader. According to Koeszegi; "there has been a shift toward the establishment of long-term relationships between individuals within and between organizations, caused by the emergence of new organizational forms stressing collaboration within teams and across organizational boundaries" (2004 p.640).

7. There are steps we must take as a negotiator prior to the meeting • 1. Must do research on our opponent and determine what their goals are. • 2. We must determine our goals and what we need from the negotiation process and what we are willing to give up during the process. • 3. We must have trust between the negotiator and the opponent.

8. What tools as negotiators do we have at our disposable that will help us in the negotiation process. As negotiators we can initiate phone calls to get to know our opponent. 2. Then we need to ask ourselves as negotiators what are we willing to give up During the negotiating process? 3. Are we ready to give something up as equal value or less value in order to obtain our goal?

9. By giving of equal value your opponent will feel they have also gained in the negotiations process. Also never make promises in a negotiation process if you are unsure you can deliver what you have promised. It is far better to say to your opponent can I get back to you on this at a later time of negotiation process. If we follow these steps; then we as a negotiator will have accomplished trust with our opponent and will have started a relationship with that person, which will be a plus for us at future negotiations.

10. Communication Process email negotiations tend to feature much less "schmoozing" than face-to-face negotiations, resulting in less relationship-building and more task-focused communication (with less overall rapport reported between parties). Rapport helps to engender positive emotion and trust. Brief telephone calls prior to negotiating will help to develop cooperative relationships, positive emotions, and trust, thus leading to higher outcomes than strictly e-mail-based negotiations. E-mail negotiations are more likely to include negative effect, lower rapport, and higher impasse rate if the other negotiator is perceived in groups. (In our simulation, most students perceive the other party to be an out group member, while other students in their class playing the same role represent the in group). Males negotiating with males tend to have less cooperative negotiations than mixed-sex dyads (2006).

11. Conclusion After reading the winning negotiation book and the only negotiation book you’ll ever need has enlighten me as to the reason why we as leaders must earn trust within our organizations. In order for us to conduct a win-win negotiation among our colleagues we must have trust with each other and be willing to give each side some kind of compromise so we do not burn our bridges within the organization we work for. As leaders if we have a trusting relationship within the different departments we do business with on a daily basis we can conduct win-win negotiation where both sides feel they have accomplished their goals. So in order to have a win –win outcome all forms of communication should be utilized in order to have cohesive communication within the negotiation process. This will facilitate into a winning solution for both sides. Our world is ever changing in the technology world so as leaders we also must be willing to learn new ways of communicating and negotiating in order to achieve the win-win negotiation process.

12. References • Harvard Business Review (2011). Harvard business review on winning negotiations. Boston, Massachusetts • Pinet, A., and Sander, P., (2013). The only negotiation book you'll ever need. Avon, MA • Holtom, B. C., & Kenworthy-U'Ren, A.,L. (2006). Electronic negotiation: A teaching tool for encouraging student self- reflection. Negotiation Journal, 22(3), 303-324. Retrieved from http://search.proquest.com/docview/205154165?accountid=28644 • Koeszegi, S. T. (2004). Trust-building strategies in inter- organizational negotiations. Journal of Managerial Psychology, 19(6), 640-660. Retrieved from http://search. proquest.com/docview /215868441accountid=28644