Question based on AU Solved Assignment and other course
Answer:
Negotiations begin with a normal pace of discussion and expand into more comprehensive discussion. Parties also enter into negotiation when circumstances are “fully ready.” For many reasons, a party may see the right time for entering into negotiations as a way out of a situation of increasing difficulties and decreasing prospects of achieving initial goals of other party.
There are various issues in negotiation, which one must considered in negotiation; there are four contemporary issues in negotiation are the role of personality-traits; gender differences in negotiating, the effect of cultural differences on negotiating styles, and the use of third parties to help resolve differences.
- Personality Traits Plays an Important Role: There are certain misconceptions that if one knows personality trait of opponent party, it will be helpful in negotiation. Overall assessments of the personality-negotiating relationship find that personality traits have no significant direct effect on either the process or the outcomes. This is very important to understand that one should concentrate on the issues and the situational factors in each bargaining episode and not on your opponent’s personality.
- Gender Differences: The Gender differences are to be an issue of negotiation. A popular stereotype image held by many is that women are more pleasant, cooperative, and relationship oriented in negotiations than that of men. When comparison between experienced male and female managers where made it was found women are neither more co-operative nor open to the other, women are neither worse nor better negotiators, and neither more nor less influential nor intimidating than are men. Gender may not be relevant in terms u negotiation outcomes, women’s attitudes toward negotiation and toward themselves as negotiators appear to be quite different from men’s. It is also said that where women and men have similar power bases, there shouldn’t be any significant differences in their negotiation styles.
It is also observed that women felt less confident in comparison to men ,even if they have performed equally good in comparison to men.
It is concluded that women may overly penalize themselves by falling to engage in negotiations when such action would be in their best interests.
- Cultural Difference: Though there is no significant or direct relationship between an individual’s personality and negotiation style, cultural background seems to be relevant, Negotiation styles clearly differs across national cultures. In some countries cultural differences really matter .People in some countries are eager to get recognize frequently gain recognition and develop one’s own status by thinking and acting against others. In such countries people may take long time in negotiation and, even may not think about opponents like or dislike them.
The cultural contexts of the negotiation may considerably pressurize the amount of preparation required for bargaining, the relative emphasis on task versus interpersonal relationships, and the tactics used and even where the negotiation should be conducted.
- Third-Party Negotiation: When parties in Negotiation are Unable to resolve their differences through direct negotiations. In such circumstances, they may turn to a third party to help them find a solution. Third party may play four different types of role such as: mediator, arbitrator, conciliator and consultant.
A mediator is a neutral third party who makes negotiation easy and provides a solution by using reasoning, giving his point of view, suggesting alternatives. It is mainly used in labor management negotiations and in civil court disputes. The overall effectiveness of mediated negotiations is quite inspiring. When the intensity of conflict is moderate then mediation is most effective. Finally, awareness of the conflict is necessary and the mediator must be perceived as neutral and non-coercive.
An arbitrator is a third party who has and the authority to dictate an agreement. It can voluntary (requested) or compulsory (forced on the parties by law or contract). The authority of the arbitrator varies in accordance to the rules set by the negotiators.. The plus point of arbitration over mediation is that it always results in a settlement.
Conciliation is used extensively in international, labor, family, and community disputes. A conciliator is a trusted party who provides an informal communication link between the negotiator and the opponent. In practice, conciliators typically act as more than mere communicating person. They also engage in fact-finding, interpreting messages and persuading disputants to develop agreement.
A consultant is a third party skilled and impartial who attempts to smooth the progress of problem solving through communication.
