ISSUES IN NEGOTIATION

ISSUES IN NEGOTIATION

  01:55    Rahul R

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ISSUES IN NEGOTIATION

ROLE OF MOOD AND PERSONALITY TRAITS

•          Positive moods negotiate better outcomes than average moods

•          Happy trends to trust other party more – Reach more joint again settlements

•          Putting counter parts in good moods helps to bargain more integratively

•          They more accurately perceive other interests and think more independently

•          Assessments of personality negotiation relationship -direct effect on bargaining power

GENDER DIFFERENTIATION

•          Women are more pleasant negotiators

•          Men and women are placing divergent values on outcome

•           Woman maintains an interpersonal relationship

•          Attitudes of woman towards negotiation is considered more pleasant

CULTURAL DIFFERENCES

•          Negotiating styles vary in natural cultures

•          French likes conflict

•          French gain recognition and develop reputation by thinking and acting against others

•          They tend to take long time in negotiations

•          Chinese also draw out negotiations

•          They believe it never ends

•          Affects the preparation of bargaining

•          relative emphasis on task v/s relationships

•          Arabs presuade by appealing to emotions

•          North Americans, Brazilans, Japanese looked at verbal and non verbal relationships

THIRD PARTY NEGOTIATIONS

•          Four basic third party roles-Mediator, Arbitrator, Concilator, Consultant

•          Mediator- Neutral third party who facilitates negotiated solutions

•          Arbitrator-  authority to dictate an agreement

•          Concilator- Trusted third party - provides trusted link between negotiator and opponent

Consultant- skilled impartial- problem solving through communication