Negotiation Reflective Essay

Topics: Collective bargaining, Negotiation, Dispute resolution Pages: 4 (1160 words) Published: May 19, 2013

Through the in-class activities about negotiation, I observed the significant influences that different negotiation tactics have on the result of the negotiation in the workplace. In the activity, I was assigned to play the role of manager Dale Williams who is facing with the challenge of persuading two of his subordinates to wear safety glasses without causing any conflicts. The whole play was reflecting and educational, and I was inspired by having an actual negotiation with my employees and also by observing the others doing the process.

An evaluation of whether the activity provided you with insights on your natural preferences for different types of influencing tactics;
Comparisons and connections between: (1) what you are learning and your prior knowledge and experience, and (2) your prior assumptions and preconceptions Before the role play, I was stuck with the thought that negotiation is purely about exchanging resources that mutually benefit both parties. However, my understanding of negotiation has jumped to the next level after the activity since it provided me the insight of choosing the right influencing tactics to match the characteristics of the target audience

My preconception about negotiation was delivering the information that I want to deliver and my focus was on what I can offer as well as what I can get from the other party. Nevertheless, it does not work out well in the activity. Before the negotiation, my natural preferences for influencing tactics would be having informal conversation with my subordinates and hoping that they can understand and obey the regulation, but if it does not work out that way then formal talk with legitimized appeal will be arranged. During the negotiation, I noticed that rational talk did not work at least effectively. Interestingly, both of the two targets promised to obey orally but in fact they were less likely to wear safety glasses because they thought the talk was not for serious....
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