Obstacles to negotiation Essay Example for Free

Obstacles to negotiation Essay Sometimes people fail to negotiate because they do not recognize that they are in a bargaining position. They may fail to identify a good opportunity for negotiation, and may use other options that do not allow them to manage their problems as effectively. Or, they may recognize the need for bargaining but may bargain poorly because they do not fully understand the process and lack good negotiating skills. In such cases, getting parties to participate in negotiations is a very challenging process. In addition, both parties must be ready to negotiate if the process is to succeed. If efforts to negotiate are initiated too early, before both sides are ready, they are likely to fail. Then the conflict may not be open to negotiation again for a long time. Before they will negotiate, parties must be aware of their alternatives to a negotiated settlement. They must believe that a negotiated solution would be preferable to continuing the current situation, that a fair settlement can be reached, and that the balance of forces permits such an agreement. Weaker parties must feel assured that they will not be overpowered in a negotiation, and parties must trust that their needs and interests will be fairly considered in the negotiation process. In many cases, conflicts become ripe for negotiation when both sides realize that they cannot get what they want through a power struggle and that they have reached a hurting stalemate. This means that a potential agreement exists that would benefit both sides more than their alternatives do. However, parties must first explore their various interests, options, and alternatives. In addition, each side must believe that the other side is willing to compromise. If the parties regard each other with suspicion and mistrust, they may conclude that the other side is not committed to the negotiation process and may withdraw. The dilemma of trust concerns how much you should believe of what the other party tells you. If you believe everything this person says, then he or she could take advantage of you. But if you believe nothing this other person says, then reaching an agreement will be very difficult. The search for an optimal solution is greatly aided if parties trust each other and believe that they are being treated honestly and fairly. In many cases, the negotiators relationship becomes entangled with the substantive issues under discussion. Any misunderstanding that arises between them will reinforce their prejudices and arouse their emotions. If parties believe that the fulfillment of their basic needs is threatened, they may begin to blame each other and may break off communication. As the issue becomes more personalized, perceived differences are magnified and cooperation becomes unlikely. In addition, parties may maintain their commitment to a course of action even when that commitment constitutes irrational behavior on their part. Once they have adopted a confrontational approach, negotiators may seek confirming evidence for that choice and ignore contradictory evidence. To combat perceptual bias and hostility, negotiators should attempt to gain a better understanding of the other partys perspective and try to see the situation as the other side sees it. Finally, if the right people are not involved in negotiations, the process is not likely to succeed. First, all of the interested and affected parties must be represented. Second, negotiators must truly represent and have the trust of those they are representing. If a party is left out of the process, they may become angry and argue that their interests have not been taken into account. Negotiators must therefore be sure to consult with their constituents and to ensure that they adequately deal with constituents concerns. http://www. beyondintractability. org/essay/negotiation (2007). In the above discussion, we can derive that in negotiation, an upfront attitude with a clear understanding of good faith, will pave way for an individual to succeed in the process and be straightforward with what he or she wants. This is a very important tool in marketing, especially in this stage of globalization where one needs to deliver the core competencies of his products and sell it to the world – whether under compromise or in conflict with the rest. Negotiation is more so affected with the nature of the product – again, if it is indeed answering or meeting a demand at the right place and at the right time. Armed with sufficient knowledge in negotiation skills and practices, this is deemed useful in marketing and ins strategizing on how to penetrate the market without spoiling it, given one’s steady relationship with his competitors and existing industry members. Further in this paper, the theories or practices discussed will set as guiding principles in staging the industry of bio-cosmetics in the market with a clear and receptive approach of the major players. Such major player is the environment of the product it will be introduced or the environment it is currently in. Environments play a huge role in determining the business prospects of the company. In this regard, it is also necessary to understand the life history theory of a product which will attempt to demonstrate the many aspects of an environment – all influencing or changing the life of a product (see appended illustration below for the Life History Theory): Source: Joseph (2000:6-30).