You are close to reaching an agreement in a negotiation with another company reg

Question

You are close to reaching an agreement in a negotiation with another company regarding staggered delivery dates and an aligned release of payments plan proposed by you; however, one of the team members from the other company expresses his reluctance to accept your plan as it is and insists on modifying it. Please respond to the following:

Describe some specific techniques that can be used to lessen the person's reluctance, thereby reducing the need for a third party to intervene and manage negotiations.

Explain how these techniques are consistent with the rules for the negotiation process.

Analyze, evaluate, and discuss whether it may be best to walk away from negotiations due to the above turn of events.

Explanation / Answer

we have emotional, cognitive and physical responses to conflict. These are important windows into our experience during conflict, for they frequently tell us more about what is the true source of threat that we perceive; by understanding our thoughts, feelings and physical responses to conflict, we may get better insights into the best potential solutions to the situation.'

Your attitude is essential to the outcome. You have a much better chance of coming to an outcome involving mutual gains if you approach the negotiation as an opportunity to learn and achieve a win-win outcome.

Get on the same side by finding and establishing similarities. Since conflict tends to magnify perceived differences and minimize similarities, look for common goals, objectives, or even gripes that can illustrate that you are in this together. Focus on the future, talk about what is to be done and tackle the problem jointly.

Address problems, not personalities. Avoid any tendency to attack the other person or to pass judgment on his or her ideas and opinions. Avoid focusing on the past or blaming the other person. Maintain a rational, goal-oriented frame of mind. This will depersonalize the conflict, separate the issues from the people involved, and avoid defensiveness.

Before any negotiation begins, understand the interests and positions of the other side relative to your own interests and positions. Put these points down and spend time in advance seeing things from the other side.During the process: Don

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