External and Internal Negotiations

Table of Contents

Introduction1

Discussion2

Internal Negotiations3

External Negotiation4

Conclusion7

Difference between Internal and External Negotiation on the Work Place

Introduction

Organization Behavior is a wide subject area of which negotiation is the most important aspect of it. Negotiation is an important factor that plays in the organizational settings. Negotiation has become important part of our life and it similarly transferred to organizations. It would be difficult to describe the origin of negotiation; however, it is there since the evolution of human being. Routinely, there are several conflicts in an organization, and these conflicts arise internally and externally (Robbins, 2003). An effective negotiation is essential to obtain optimum cooperation within an organization. However, it often depends on a wide range of factors, which include communication skills of staff, a willingness to pick up the phone, an updated list of contacts and, more simply, the ability to reach the person with which it want to talk. Organization cannot run smoothly without resolving the conflicts or without negotiation. As for negotiation, it can be defined as a form of communication that aims to reach a mutual decision that is not the result of force, but takes into account the interests that each party has some that are similar and others are opposed. This implies a willingness to find a solution satisfactory to all parties involved (Rau, Sherman, 2002).

The conflicts in the workplace are often caused by failure to comply with certain rules of behavior considered appropriate in certain circumstances and that are expected to be observed by all. For example, these rules apply:

The conduct of certain activities or tasks (who does what), so failure to comply with these rules, means the feeling of being overtaken by other colleagues;

Respect for privacy, for which you perceive as intrusive colleagues regarding our privacy;

The attitudes of solidarity (I give a hand to you and you shall give to me), so we try to help a colleague in trouble and you expect him to do the same against us.

What can a person do in practice to comply with these rules at work? 

Respecting the role played by other colleagues. Nobody likes to understand that a colleague tries to do our job, because he wants to discredit us or get a promotion. If we want to prove our worth, just as well perform the tasks we were assigned, not compete with their colleagues.

Be transparent. This means that we do not necessarily share with colleagues about our private lives, but we can choose when and who to talk to our privacy without fear of being judged.

Helping colleagues. The spirit of collaboration is built every day and based on reciprocity: you help once and the next time you receive help. 

Discussion

There are two types of negotiation at workplace; internal negotiation and external negotiation. The differentiation is clear between these negotiations; however some people overlap these negotiations. Internal negotiation is within the department and how we solve issue in the organization with our colleagues and higher authorities, and external negotiations are with the stakeholders outside the companies that are suppliers and our customers (Raiffa, 1982). There are more chances of internal ...