Being a salesperson like me, I must admit that it is a tough marketplace out there and strong negotiating skills are fundamental to achieving and more importantly sustaining career and business success, particularly within a competitive sales and marketing environment. Those of us who want to achieve better results, both at work and in our private lives, need to develop effective negotiating skills. It is worth to bear in mind that if the technique used is too aggressive or even too soft, revenue and profit will be lost. This all even made greater sense to me after taking the Negotiation Course. Not only did I learn the negotiation theories and related methodologies, but also I was able to practise the negotiation exercises where I observed the negotiation process and made it in a more systematic manner. Moreover, I was able to relate many different concepts that I have learnt from the class with my own work experience.
This paper is likely to be my Negotiation summary of what I have learnt from the class. To be more specific, I will discuss about four main subject areas in which I am most interested namely 1) Essences of Negotiation which sum up general ideas of Negotiation and later will focus on Distributive and Integrative Negotiations, and "Getting to Yes" by Roger Fisher & William Ury, 2) Negotiation Self-Assessment in relation with other human traits and behaviours reflected in negotiations and which affect negotiations' outcome , 3) Cultural Influences in Negotiation with respect to Hofestede's Cultural Dimensions , and lastly 4) Two Articles on Contingency Contracts and Negotiation as Part of Corporate Capability articles respectively.
In all negotiation situations, there are two or more parties, individuals, groups or organizations who have a conflict of needs and desires , and the parties must search for a way to resolve the conflict. Negotiation takes place out side the system to invent