Reflective Essay on Negotiation

Topics: Negotiation, Dispute resolution, Win-win game Pages: 3 (998 words) Published: June 19, 2013
Reflective Essay on Negotiation
Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is conductive to the success in personal life and career development. This essay will indicate that my natural preferences for different influencing tactics, comparisons between theory and practice, and a personal action plan to improve negotiation skills based on the role-play activity in my class.

The natural preferences for different influencing tactics
In terms of the utility of influencing tactics, I used the rationality, emotional appeal, and impression management during the activity, as well as exchange. I acted as Chris Johnson, an employee who recently switched to the department and was not eager to wear safety glasses, and had a conversation with the new manager, Dale Williams, who should impose the safety rules. When asked about the relationship with the previous manager in the first role play, I cited some examples to demonstrate that I was a hard-working and reliable employee. The time for preparing the dialogue is short, therefore, I did not have abundant reasons to make the new manager completely convinced, which made me unsatisfied with my performance in this regard. Furthermore, regarding the issue of safety glasses, I listed my reasons point by point to explain that it was unnecessary to wear safety glasses. The thing that should be mentioned is that the manager used pressure to persuade me. Specifically, he pointed out that I would lose the job if I did not obey the safety rule. Although that made me uncomfortable, it was actually effective and I agreed to wear the safety glasses. The situation was totally different in the second role play. Compared to the first one, I had a clear goal about the negotiation and the other person in the manger role was patient and considerate. I seeked sympathy from the manager by my experience as a single...
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