Negotiation

[Name of the Institute]

Negotiation

Introduction

In the context of the contemporary global business environment, negotiation has become a critical organizational factor. The phenomenon of globalization has critically changed the business environment, where the level of global competition has increased drastically. In this environment the organization have to develop the capabilities to timely react to the current market trends, and enhance the overall operational efficiency (Kochan et Al, 2003). These organizations cannot afford to allocate excessive amounts of time and management resources in the lengthy negotiation processes, due to which it is not able to perform the core operational functions. Due to the significance of developing adequate negotiation based infrastructures and cultures, the contemporary organizations have to allocate the necessary management resources on this process and develop a comprehensive perspective (DeRue et Al, 2009). There are several factors that eth management has to consider in the process of a successful negotiation initiative, otherwise the negotiation process will not have a permanent impact and the conflicts are bound to occur at a constant basis.

Discussion

The Main Idea: Non Clificting Approahc to Negotiation

In the context of the organizationl objectives an d an efficient conflict management system, the companies have to adopt a non conflict based negotiation strategy. This approach will allow the companies to effectively resolve the dilemma in a tim eeffecinet manner and the involved stakeholders will also mutually agree on a solution. These confrontational strategies which may be effective in the attainment of the individual goals usually prolong the negotiation process and have a very low rate of attaining a mutually agreeable solution. In the traditional perspective the majority of the organizations viewed the process of negotiation as a purely confrontational activity, which could only achieve individual objectives (Thompson et Al, 2010). However with the adequate evolution of the management principles, the concept of non confrontational behavioral factors, have replaced the traditional perspective; which eventually resulted in a prolonged and non productive negotiation process. The non confrontational negotiation approach, which emphasize on the behavioral aspect causes the management to focus on the agreeable and peaceful alternatives, rather than the traditional conflict based approach.

Supporting Idea: Behavioral Factors in Negotiation

In the processes of conflict management and negotiation, the involved stakeholders generally display heightened levels of discontent and emotions (Gallagher, 2009). In this scenario if the moderating managers do not possess the adequate conflict resolution skills, the dilemma can be worsened. Due to the high levels of aggressiveness and confrontational factors, it is important for the managers to ensure that they try to alleviate the overall situation and help attain a mutual decision. The behavior of the moderator and the involved stakeholders can be identified as one of the most important components of the negotiation process, as they help alleviate the confrontational factors, and help create a harmonious environment (Goldman & Shapiro, 2012). There are several strategies involved in the process of negotiation, which can be used by either of the involved parties to attain their individual objectives.

Supporting Idea: Psychological Component

The psychological factors refer ...