Negotiation process - Negotiation Essay Example


Process of Principled negotiation


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Principled negotiation in cooperates a number of principles. These principles include; separation of the concerned people from the problem, focusing on interests of individuals but not on their position.  There is also the principle of creating options for mutual gain which should be invented by the people in the negotiating team and the last one is the principle of insisting on a criteria that  will be  objective(Robert,2003,p.234).

Usually when you want to separate people from the given problems,it means separation of issues related to relationships,it is better referred to as the problems of the people. This is normally done by separating them from issues that are very substantive and then the issues are dealt with in an independent way. Problems of people sometimes do involve the perception problems, emotions and problems of communication. Perceptions are normally important because they do give a definition of the problem in question and the desired solution to the said problem. Objective reality exists and it is taken differently by different people and it is interpreted differently. When different people are engaged in a dispute for example, negotiating effectively will not be possible and an agreement might not be achieved.

When people are negotiating on interests then their negation is best on what they want and also what they really need. In most cases these interests do vary from an individual to the other. This is different  from what they always say and need. People do take different positions in a negotiation because in a way the interests of the concerned individuals might be compatible(Robert,2003,p.243).

When the negotiating parties in a negotiation focus on the interests, then it will be much easier for these parties to accomplish the second last principle that we managed to identify earlier on this essay. This is the principle of trying to invent options that eventually will give the concerned parties mutual gain. Meaning that the negotiators in a particular discussion should search for newer and better solutions to the problem that both of them are facing at that very moment that will leave both of them as winners and not that one side will win leaving the remaining side as the loser.

The last principle is that of insisting on a criteria for making decision that will be very objective. This might not be easy to achieve sometimes and in such a case where it is hard, the negotiators should look for other objective criteria from the outside that can be fair. With this, the negotiation process can be made simpler.

Then it is normally advisable for the negotiators to know the kind of alternatives they should have at hand because if they do not know their alternatives they may end up in an agreement that might not be what they really wanted or expected. Therefore it is needful for one to know and be able to improve  his/her BATNA. This should be done before the conclusion of the negotiation is achieved(Robert,2003,p.240).

The negotiation.

The negotiation to take place should address the issue of my company paying for my education which is a post secondary MBA. The following are my interests; To successfully complete my MBA so that i can use the knowledge gained after the completion of my MBA to increase my productivity in the health and safety department. To generously share my knowledge with my fellow staff and lastly i would want the company to pay for my education fees. The following are the  interests of the manager; Not to allow the company to pay for my MBA level of education because my absence will bring about a shortage in staff and to make me continue working without breaking for my education. This is so because he is not for the idea of furthering my education.


These are my best alternatives just in case the conflict between my manager and i will not be resolved

I will decide to continue working at the health and safety department because at that time i will not be having any other better option. In addition to that i might re schedule my learning program for my MBA to another suitable time and lastly i will try asking for the same opportunity another time.

My worst alternative will be to leave the job after getting people to finance my studies.


His best alternative if a resolution is not achieved will be to either fire me or force me back to work without promising anything. His other alternative may be to leave me to decide whether to continue working without further education or go for the education without the support from my company.

His worst alternative however will be to stop further negotiations with me.

Stage 1: Establishing guidelines.

The common reasons for the negotiation to take place are; one,the company to be able to finance my studies and secondly, to improve my productivity in the health and safety department.

This negotiation should take place between my manager and i and the negotiation process should involve usage of the basic principles that govern a particular negotiation that is interest based. There will be need for going with or against my BATNA or WATNA that i have laid down. The choice will highly depend on the final agreement in the negotiation.

This process should take approximately five days. This is because people have to go on with their duties as the negotiation continue.  The following people will help in the decision making,the general manager of the public health authority,the assistant manager in the public health authority and the personnel manager. This negotiation should take place privately and any of my fellow work mates are not supposed to know what is really going on. Therefore it should take place far away from the company i’ m working with. At this point, the negotiation should now take place to determine whether i will further my education or not.

Stage 2: definition of issues and the agenda that has been set.

The issue to be solved in this particular negotiation is getting financial support from my company.

The manager and i have agreed that the above stated is the issue at hand. And the following is the agenda to be discussed;
Solving the current existing issue.
Discussing the alternatives of solving the issue.
Both my manager and i are in agreement on the agenda of the negotiation and the issue that has to be discussed thereafter.

Stage3: Creation of mutual understanding and exploring the interests

The most important thing for both us is for the manager to allow this company to finance my education since i’ m not able to raise the money for my fees on my own. This is so because if i further my studies and come back to work with this company, i will improve the service delivery of the company since i would have added more knowledge and i would have also improved on my productivity. This will be an asset to this company and such assets are missing in most of the companies that you may know. By this company possessing the asset it will be a very big advantage over the others. I promise after i’ m done with my education i will come back to this company and do what needs to be done.

Stage 4: Agreement that meets the interests of both of us
The agreement has finally been reached and that the company will finance my studies so that i may   improve the status of the company.

The agreement reached will be evaluated on the basis of honesty and respect of the concerned parties.

In this negotiation the norms of the ethics were not violated but violation do occur in negotiations as a result of the negotiators having great confidence that the truth will never be found out and therefore no punishment will be given. Here the norms of the ethics were never violated i.e honesty and truthfulness.

The process of negotiation varies from place to place and it requires that the major responsibilities the negotiators should have are; to be truthful and fair and this is what was used while this negotiation was taking place.

Robert,A.(2003). Ethics in negotiation & Mediation. New York, Harwoth press.

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