1. Make recommendations as to how each of these processes could be improved and why?
2. What process does your company employ prior to any significant negotiation?
3. In the absence of such a process, what would you put in place, and why?
4. Suggest ways in which this could be improved and why?
1. The negotiation is considered as the most essential process while performing any business or task. The good negotiating skills are helpful in making the flow of the business in a smooth manner. As the business development manager for the company, I believe that to select the appropriate negotiator, it is essential that the requirement of negotiators can be identified and major objectives related to the negotiation needs to be analyzed. If the attributes related to the negotiation are well defined, then it becomes easy to choose the most suitable negotiator. Negotiation is the pre-step before initiating any new venture. If the negotiation is not clearly done, then it will create the issues for the further processes in the organization. Other than this, I prefer the selection of the negotiators on the basis of their market position, the availability of the stakeholders to manage or hold the risk, the capability to complete the demands on time and many other aspects (MindTools team, 2016). There are various organizations in UAE which are using various negotiation tools to manage negotiation issues. The use of the tools help in analyzing the 360 degree aspect of the negotiation. After this, the selection of the negotiators is possible. For an example Arab Tec is a famous construction company which is renowned for constructing the most famous building of UAE and also uses some of the specific tools and techniques for choosing the negotiators. While, the Warid telecommunications selects the negotiators after considering their current market position and the contribution of the stakeholders. Similarly, as a business development manager, it’s my personal responsibility to manage the transparent sequential steps to manage the process of negotiation and mentoring the negotiators. In reference to the UAE, the selection process is quite different.
In the UAE, to train the negotiators, the various learning programs are defined on the wide level. In fact, the cross cultural training program and the business dealings are also being defined on the large scale (Hunter, 2016). In my opinion, the appropriate mentoring and the e-learning programs are also framed for training the negotiators By this, the critical aspects will become easier and methods of solving the problems can be identified easily as well. The different negotiation process can be improved by executing the different types of tools and techniques. It is essential for improvement because with the changing scenario continuously, the improvement in adapting and executing is must required. Without implementing the new techniques in the processes, the development aspects cannot be fulfilled. So, for improving and managing the process, I prepared the new plans and also tried to manage the technical aspects of the negotiation and mentoring program. The modern techniques and use of appropriate models, it will help in assisting and changing the phase of the negotiation in the society and in the organization as well.
2. To perform the suitable and significant negotiation, it is essential to adopt the appropriate methods of the negotiation. To perform the appropriate negotiation, suitable steps are taken into consideration. By following these steps, it becomes easy to perform the suitable task of the negotiation (Craver, 2011). In UAE, the task of negotiation is considered as the toughest task of any project. For managing the process of negotiation in UAE, three elements are taken into consideration. These elements are named as the
By identifying these three key elements, it becomes easier to perform the negotiation in a well-defined manner. These three steps are considered as the core steps while performing the suitable negotiation process for any organization. In fact, all the companies select these steps for suitable skills for the negotiation. Similarly, the major organizations of the UAE also adapt these steps to present the significant negotiation. In the first step, the identification of the suitable objectives is defined. It means that the negotiating organization has to set their specific objectives. In the second step, the objectives of the other organizations are required to be accessed, so that the equal coordination between two of them can be maintained. It means that both the parties (i.e. the organizers and the negotiator organization) look forward for the equal coordination and support from each other. Finally, the basis of the negotiation is being found out (Florence, 2014). By identifying the base, it would become easier to negotiate. In this scenario, the purpose of the negotiation can be identified. Various studies prove that the different type of negotiation methods are helpful in identifying that whether the negotiation can be done in a hard manner or it can be processed in an easy way. After completing all these steps, the process of negotiation can now become result oriented and the suitable output can also be generated.
This method is helpful as by following these steps in the sequential manner, it will lead to maintaining the flow of the process in an appropriate direction. The sequential steps will also be providing the suitable criteria for the negotiation and subsequent, the chances of the positive output may also be increased. Rather than these methods of negotiation, there are some other direct methods as well which are helpful in doing the negotiations. But it’s not possible to identify that whether the direct methods are successful or not.
3. The post negotiation and review process are also considered as the most important process, because in this process it can be easily identified that whether the process of negotiation is working in the appropriate direction or not. The post negotiation process includes the phases of its implementation and monitoring.The suitable flow of the process and the major sections of the negotiation are being identified with the help of the monitoring process. Through the monitoring process the bargaining techniques and the negotiation techniques are also identified (Virginia, 2012).
While discussing the post negotiation process, it is essential to manage the suitable review process for the negotiation. To review the process of negotiation, the suitable checklist is identified which check whether the process is doing well or not. In fact for checking the efficiency also, the checklist of the suitable items will help a lot. This checklist will further help in defining the major aspects related to the negotiation. The checklist will also facilitate the opportunity for the critical discussion and the critical overview of the major perspectives related to the negotiation. For example, as mentioned above that the Arab Tec is considered as the famous construction company in the UAE. While dealing with the other company, there are various aspects which are signed and the negotiation also occur. To measure that the negotiation process is going well or not, the suitable ideas and the reviews are generated from the co –organizations. By this, the developmental aspects of the organization can be identified easily. With the help of these reviews, the appropriate feedback can also be received which provide the best options for the negotiation. The checklist will be helpful in checking the completion of the task which is decided prior to initiation of the deal or the project. With the help of the checklist, all the basic aspects related to the negotiation are clearly identified in the well-defined manner (Maiese, 2003).
But with these fruitful effects, there are some critical aspects too which affect the post negotiation process. The selection of the techniques and tools related to the post negotiation process are not always appropriate. The selection of the incorrect tools and technique will definitely affect the current or ongoing process of the negotiation. The other issue which can be created by the availability of the checklist. As the completion of the project relates to negotiation, so there are the possibilities of changing the checklist again and again. The generation of the error is very common and due to this, the critical aspects of the negotiation can be easily visible. In fact, due to the stakeholders critical aspects of the negotiation are easily identified. There are various stakeholders as well, who is creating the issues before completing the process of the negotiation. So, it is required to define or complete the appropriate process of the negotiation process associated with the defined checklist, implementation and subsequent monitoring under properly so that appropriate feedback can be obtained.
4. The effective negotiation is considered as the key to success towards the organization. To define the effective negotiation, the example of the organization is taken into consideration. Personally , I believe that for managing the process of negotiation , different styles needs to be taken into consideration. Sometimes, the hard skills are adapted for the negotiation and sometimes the soft skills are also adapted. (Ball, et al., 2011). For defining the practical example of the organization named as the Omnicom, which is the media based company is taken into consideration. The Omnicom is considered as the high profile company in the UAE and also provide the different services related to the media and its process. Being the high profile company it has to deal with the different organizations and also change the different policies related to the negotiation. Some of the aspects related to the negotiation are shown below.
As a manager, to manage the situation, I adapted the method of gamesmanship. In this type of negotiation method, to gain the advantage is the primary goal for the success. I also preferred various steps to complete the process of the negotiation. Some of the common factors are the goals, trades, alternatives, relationships, expected outcomes, consequences, power and the possible solutions (Hengsle, 2013). By adapting these steps, the organization can help to develop the suitable negotiating skills. On personal level, I firstly set the appropriate goals and then started the process of trading. As the company is dealing with the media and the aspects related to the media, so the trading can be done as per the requirement. I will also try to manage the suitable relationship with the dealing party to manage the alternatives and agreements. There are various consequences which are defined while considering the aspects related to the negotiation. The company also tried to manage the consequences. After this, the possible solutions are tried to find out so that the negotiation can be done thoroughly. But, as the company is very big, the chances of errors are also increased subsequently. So, the chances for improvement are also required for the scenario.
I will also try to implement various practical tools and techniques for the improvement of the negotiating skills. Both the simple and the hard type of negotiation skills can be implemented for bringing the change in the system. The negotiation is not considered as the one sided process and it cannot be completed without the consent of both the parties so as to bring the change, it is essential to compromise with the scenario and also tries to find out the most appropriate solutions to manage the suitable process. It is essential to improve the existing process because the improvement in the negotiation aspect will be helpful in providing the appropriate outcome. The other aspects for the improvement of the negotiation skills are the identification of the suitable timeline and the alternatives for the improvement. Considering these aspects, it would become easier to improve the conditions related to the negotiation.
Ball, A., Rebori, M. & Singletary, L., 2011. Step 3: Post-Negotiations Managing Natural Resource Disputes – No. 4, Available at: https://www.unce.unr.edu/publications/files/nr/other/FS9987.pdf
Craver, C. B., 2011. The Importance of PostNegotiation: The Negotiator Magazine, Available at: https://negotiatormagazine.com/docs/craver_201111124.pdf
Florence, N., 2014. Negotiation Process: How It’s Done in 8 Steps. Negotiation Process: How It’s Done in 8 Steps, 29 May.
Hengsle, O., 2013. Papers on Selected Topics in Negotiation of Tax Treaties for Developing Countries: ITC, Available at: https://www.un.org/esa/ffd/tax/2013TMTTAN/Paper5N_Hengsle.pdf
Hunter, M., 2016. 10 Tips to Improve Your Negotiation Skills. 10 Tips to Improve Your Negotiation Skills.
Maiese, M., 2003. Negotiation: What is Negotiation?. Negotiation: What is Negotiation?, October, Available at: https://www.beyondintractability.org/essay/negotiation
MindTools team, 2016. Win-Win Negotiation: Finding a Fair Compromise. Win-Win Negotiation: Finding a Fair Compromise.
Virginia, E., 2012. Competitive Negotiation: APSPM, Available at: https://eva.virginia.gov/library/files/APSPM/Chapter7.pdf
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