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Questions and Answers
Which quality is not typically associated with good negotiators?
Which quality is not typically associated with good negotiators?
What is the initial phase of conducting negotiations focused on?
What is the initial phase of conducting negotiations focused on?
Which step is essential when preparing for a negotiation?
Which step is essential when preparing for a negotiation?
In the context of negotiation maneuvers, what does 'good and bad cop' refer to?
In the context of negotiation maneuvers, what does 'good and bad cop' refer to?
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Which type of agreement involves wages and conditions of service?
Which type of agreement involves wages and conditions of service?
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Which of the following is a factor that can trigger negotiations?
Which of the following is a factor that can trigger negotiations?
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What does the term 'aspiration' refer to in the motivation to negotiate?
What does the term 'aspiration' refer to in the motivation to negotiate?
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Which environmental influence encompasses factors like inflation rate and government policy?
Which environmental influence encompasses factors like inflation rate and government policy?
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Which skill is essential for a successful negotiation process?
Which skill is essential for a successful negotiation process?
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Which form of power is based on authority or position in negotiations?
Which form of power is based on authority or position in negotiations?
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What strategy involves leveraging the perception of the other party in negotiations?
What strategy involves leveraging the perception of the other party in negotiations?
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A good negotiator pays attention to which of the following during their planning?
A good negotiator pays attention to which of the following during their planning?
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Which characteristic is NOT typical of a good negotiator?
Which characteristic is NOT typical of a good negotiator?
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Study Notes
Negotiation Process
- Process for reaching agreement between parties considering influencing factors.
- Issues triggering negotiations: Grievance, working conditions, wages, retrenchment, dismissal.
- Motivation to negotiate: Aspiration (achieving something), identity (image), initiation (motivation of other party), social (distribution outcomes), epistemic (knowledge validation).
- Environmental influences: Macro-economic (inflation, policy), micro-economic (market, competition), technological advances, societal factors, political factors (media, demographics, public policy), and skills (delimiting bargaining unit).
- Skills for successful negotiation: Trust, commitment, willingness to act, knowledge, expectations, past relationship, negotiator skills.
- Power influence in negotiation: Reward, coercive, referent, expert, legitimate.
- Negotiation Strategies: Willing to take risks, dominance, gain support, make other party look bad, time advantage, knowledge, courageous act, sufficient information, maintain contact with constituents, principles.
Good Negotiators
- Profile: Wide range of options and outcomes, co-operation, establish upper/lower limits, flexible, long-term objectives, avoid irritating expressions.
- Qualities: Tact, flexible, communication skills, information handling, listening skills, handling stress, reasoned arguments, depth of knowledge.
Negotiation Preparation
- Process includes initiator, negotiation planning sheet, conventions, objectives, area of negotiation, negotiating team selection, main issues, interests definition, and bargaining range.
Conducting Negotiations
- Opening phase: Establish position, feel out other party.
- Body: Present arguments, counter arguments, display commitment, concessions, caucuses, impasses, and deadlocks.
- Final offers: Threats, bluffs, sanctions.
- Closure: Deadlines, funny money, language, fatigue, limited authority, strategies, killing with kindness, change of pace good/bad cop.
Agreement Types
- Agreement to bargain.
- Wages, conditions, and procedures.
- Subject-related agreements.
- Monitoring agreements.
Enforceability
- Check progress and what employees, unions, negotiators have done.
- Enforceability of an agreement (e.g., dispute referral to CCMA).
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Description
Explore the essential components of the negotiation process, including the various influencing factors, motivations to negotiate, and key skills required for success. Understand how power dynamics and negotiation strategies come into play in reaching agreements between parties.
