EXECUTIVE SUMMARY

International Negotiation- Executive Summary

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International Negotiation- Executive Summary

In today's rapidly changing work environment, leaders need a negotiating strategy to ensure that agreements are followed through and intended results are achieved. In this sense, negotiation is defined as the back-and-forth process to discover and optimally satisfy the wants and needs of both parties. The goal is to reach a consensual agreement that will fulfill as many of the needs of each party as possible. Some people have the natural flair to take the upper hand in any negotiation; others develop it with time and experience. A number of theories and models have been presented in this regard and majority of them are effective. Mechanics of negotiation and the selection of tactics depend upon a lot of factors including the negotiating parties, their relationship, agreement or deal under discussion, power and authority to make decision etc.

One of the negotiation models that have proved to be very successful in achieving desired results, strengthening the working relationships and ensuring a strong, mutual level of commitment to implementation, presents four guidelines in this regard. First it says to deal the personal and professional opinion differently. It means that the issue at hand and the relationship with the opposing party should not be mingled. Second, it advises to concentrate on interests rather than taking a position. It means interest is the desired result, and a position that refers to the viewpoint, may be altered to gain the intended outcome. Next, it suggests the invention of new alternatives to fulfill those interests in case the current option becomes unacceptable by either party. Finally, it insist on objective evaluation rather than subjective, to measure the effect of the result and difference between the intended and actual outcomes. This is a generalized, yet a very effective tool of negotiation. Coming forward is the brief review of the steps of the process, different stages and techniques so that the audience can utilize this knowledge to create a win-win situation out of every deal.

The success of any negotiation depends mainly on the work done in the preparation stage. Initial step in this regard is the discussion of themes for the purpose of designing different scenarios. These themes include alternatives, time pressure and the role of power. The bottom line is to be clear on the agenda, roles and issues, interests and positions and details of the procedure for ...