The Negotiator

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CONTENTS

INTRODUCTION ………………………………………………………... .. 3

CHAPTER 1 Negotiation ………………………………………………….. 4 1.1 Definition ………………………………………………… . 4 1.2 Types ……..………………………………………………… 4 1.2.1Distributive ..………………………………… 4 1.2.2Integrative …………………………………. 5 CHAPTER 2 Negotiator …..………………………………………………. 6 2.1 Negotiator’s profile ..………………………………………. 6 2.1.1General qualities …………………………….. 6 2.1.2Negotiator’s temper …………………………. 6 2.1.3Negotiator’s competence …………………… 7 2.1.4Negotiator’s behaviour ……………………… 9 2.1.5Negotiator’s motivation …………………….. 9 CHAPTER 3 Negotiation styles …………………………………………… 10 3.1 Negotiating styles …………………………………………… 10 3.2 International negotiating styles ..…………………………… 12 CHAPTER 4 Conclusion …………………………………………………. 14

BIBLIOGRAPHY ………………………………………………………… 15

INTRODUCTION

The negotiator is someone who negotiates (confers with others in order to reach a settlement), a communicator (a person who communicates with others), a go-between, intercessor, intermediator, mediator (a negotiator who acts as a link between parties), a bargainer (negotiator of the terms of a transaction), a compromiser (a negotiator willing to compromise), a holdout (a negotiator who hopes to gain concessions by refusing to come to terms), a representative (a person who represents others) and a settler (a negotiator who settles disputes). Therefore, in the present essay I tried to integrate the most important aspects of a negotiator as follows: In the first Chapter I offered some definitions of the negotiation process, then I listed the types of negotiation, that are distributive (the negotiation in which things are shared between the partners) and integrative (the negotiation where partners prefer to form relationship in order to meet the targets). In Chapter 2, I presented the most important aspects in the process of forming a skiled negotiator, that are: the general qualities of the person who wants to be a negotiator, temper, competence, motivation and his behaviour. The third Chapter presents the negotiating styles depended on the level of assessment of their interest and readiness for cooperation, negotiator’s attitude and behaviour. In the second part of this chapter I offered some examples of international negotiating styles, precisely the Northen-European and Russian styles, making reference to Geert Hofstede’s dimensions. In the last Chapter is the conclusion on how to be a good negotiator honoring some general rules of behaviour and attitude.

CHAPTER 1

1.1 DEFINITION OF NEGOTIATION
Negotiation is a back-and-forth communication where two or more parties bargain for a desired outcome. As Christopher W. Moore said “negotiation is one of the most common approaches used to make decisions and manage disputes. It is also the major building block for many other alternative dispute resolution procedures. […] Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. Negotiation requires participants to identify issues about which they differ, educate each other about their needs and interests, generate possible settlement options and bargain over the terms of the final agreement. Successful negotiations generally result in some kind of exchange or promise being made by the negotiators to each other. The exchange may be tangible (such as money, a commitment of time or a particular behavior) or intangible (such as an agreement to change an attitude or expectation, or make an apology).” Negotiation is an every day process that can occur between spouses, parents and children, managers and staff, employers and employees, professionals and clients, within and between organizations and between...
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