Negotiation is an inevitable aspect of life. Whether it’s discussing a salary increase with our manager or haggling with a stranger over the cost of their merchandise, each day presents situations where negotiation is required.
In this paper, I will discuss my inherent preferences for influence tactics. Furthermore, I will compare my views on negotiation to my previous knowledge. I will also share my plans for future work on negotiation and express some thoughts on the role play activity.
My initial preference for influencing tactics was the combination of ‘Exchange’ and ‘Rationality’. However, as I prepared for my role as Pat Taylor, a senior worker with two young grandchildren and extensive company experience, I decided to incorporate ‘Emotional appeal’ as well.
When I encountered the first Dale, Shirley, my approach was successful. I actively asked questions and took the lead in the conversation. I proposed replacing the safety glasses with other types that provide clear vision and are easy to use. Additionally, I mentioned that we wouldn’t need to use the current safety glasses during the replacement process. Due to my extensive experience in the company and the respect I have gained from other workers, Dale agreed that it was a good idea and pledged to follow my suggestion. My chosen tactics proved effective in dealing with a situation where there was a lack of strong leadership.
However, things changed when I faced Dale II (Lisa). Dale II was initially so strong that I didn’t even have the chance to discuss anything. During the negotiation, I was interrupted multiple times by Dale II, which distracted me. As a result, I abandoned listing facts and reasons and started appealing to emotions. Unfortunately, this tactic didn’t work either. My two grandchildren provided Dale II with a compelling reason for me to prioritize my safety. Additionally, Dale II offered to replace the safety glasses but with one condition – we had to continue wearing the current ones until the new ones arrived. I accepted her offer.
When facing different negotiation opponents, it becomes evident that employing diverse tactics is necessary. The tactics utilized with Dale proved to be successful. In such cases where weak leadership or a weak negotiation opponent is encountered, using the “Exchange” initiative offer is an excellent choice, as is employing “Rationality”. However, when dealing with a strong opponent, it becomes difficult to persuade them using logical arguments, and the use of “Emotional appeal” is unlikely to be effective.
Over time, my perspective on negotiation has changed. Initially, I focused solely on maximizing my own profit, but now I understand that this approach is known as being a ‘positional bargainer’. Unfortunately, I overlooked the importance of sustainable development and various available influence tactics.
In my daily life, I typically use influence tactics such as ‘Exchange’ and ‘Rationality’, which align well with my personality. I choose ‘Exchange’ because it recognizes the need for compromise to achieve mutually beneficial outcomes. This means that if we want something we like, we must be willing to give up something we already have. Additionally, I am skilled at employing the ‘Rationality’ tactic to effectively present facts and reasoning during negotiations.
Negotiation involves more than just achieving my desired outcome or stubbornly sticking to my own preferences. It includes finding common ground, resolving conflicts, and seeking compromise. After studying negotiation for five weeks through lectures and tutorials, I have realized the importance of adopting a principled approach. This approach means considering the ongoing development and interests of the other party in order to achieve mutually beneficial outcomes.
My future actions in negotiation involve improving my language skills. During the role play, it became clear that effective communication is crucial in negotiations. For instance, Dale II was able to lead the negotiation because of her fluency and accuracy in English. I struggled to understand her, which gave her ample time to plan her strategies.
In addition, to enhance my negotiation skills in daily life, I will make an effort to utilize more influence tactics. Negotiation can take various forms, both formally and informally. Whether it’s bargaining in a store or persuading a friend to participate in a ball game, negotiation plays a role. The usefulness of influence tactics can arise in numerous situations and I will make sure to capitalize on every opportunity available to practice my negotiation skills.
In addition, I will prioritize unfamiliar tactics when negotiating as they can greatly impact the final result.
Do the role play one more time
When I finished my negotiation with two Dale, I regret that I use the wrong tactics. With Dale I , a weak opponent, I should use ‘Coalotion building’ to achieve a higher level outcome such as no using of safety glasses anymore. Because when Dale is in a weak leadership, a group will do better than the individual, which would bring Dale much more stress and make he compromise more easily.
When it comes to dealing with Dale II, a formidable and resilient adversary, employing both “Pressure” and “Coalition building” would be a more effective approach. I plan to confront Dale about the hazardous working conditions alongside my group of six individuals, as the inadequate safety glasses increase our risk. Additionally, instead of relying on an “Emotional appeal,” I intend to utilize my two grandchildren as a source of “Pressure,” considering Dale II appears to prioritize the company rather than employee well-being.
The most captivating aspect of the role play activity is its helpfulness to my daily life and future career. The most intriguing part of this activity is the conversation I had with two different personalities, Pat and Dale. This interaction allowed me to experience distinct styles and aided my understanding of the diverse influence tactics employed.
Conclusion
Negotiation is pervasive, playing a vital role in individuals’ everyday lives. It encompasses a wide range of methods and tactics utilized by people. For my future study, I aim to focus on comprehending the essence of negotiation tactics and employing them more frequently and judiciously.
