Reference no: EM13479353

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Introduction:

Overview:

Conflict is usual incidence, mostly in the office when various staffs work together. The variable nurture and sentiments of workers often result in different expectations or ideas on how to control work developments. While certain individuals select to avoid conflicts, others work towards the conflict resolution skills to handle the case.

Expectations of the course:

The course aims to improve negotiation skills and build basics of dealing with the other party, the goals to increase understanding of how people think and act, including yourself, and also to give a different practices, suggestions, ideas and skills that workers may use appropriately to increase their relationship and get better audit results with their customers and clients.

The conflict management training will give an opportunity to practice the communication abilities in order to negotiate with workers while at the workplace.

The knowledge of how to solve the conflicting situations in the professional scenarios in friendly and respectful ways makes the relationships stronger and also makes the workplace more enjoyable and productive. These skills lead the staff to work well together and navigate the disagreement. Relationships make the organization efficient and good place to work for.

The individuals can solve their problems on their own and lead to the better decision making which allows the activities without confusions to the normal working of teams. Employees who are well prepared to handle the negotiations are better managers and they work more effectively as far as applications of the strategies are concerned. The reduction of the stress by resolving the small problems and the conflicts lead to the peaceful environment which make people more creative and productive in nature to the reduction of the tension between the team members.

Conflict management skills are essential in the pressurized work environment of today. Conflict and negotiation skills lead individuals to move outside their own feelings and sentiments to make faithful choices.

Experience in real life:

As an experience in my real life, years ago I was an IT Engineer working in a manufacturing firm and had to deal with computer networks workers on daily basis. I'm also supposed to talk to the managers regularly to keep them updated regarding the everyday policies and targets. Recently the workers have demanded of new server machines in the operating area since the older server machine was inefficient and has caused damages of losing data. I was representing the workers and supposed to negotiate the purchase of new machines with the management, as management has denied several requests for the new machines.

When I entered the room filled with the management professional, first thing I was tiring to get their attention and interest, I attracted attention of the management by talking about the decrease in the productivity in the last month because of the failure of the machines twice a month. The management becomes concerned and gives the proposal to have a mechanic for repairing the machines all the time on the company. I attracted their attention by showing the increase in the productivity if the new machine comes into place as compared to the cost incurred in the mechanic and loss of productivity. Thus I worked out a cost benefit structure which makes the management to rethink the matter and see that cost of new machine is less than the long term productivity loss and mechanic labour spent on old machine, Also there will be productivity increase which can be used to cover up the cost of the new machine in long run. Thus, at last I asked them about when he can call the vendors for the new machine which is the action to be taken in order to close the negotiation.

I understood that this technique is beneficial when the other party requires some facts which interest them. Also, this technique ensures that the required action is taken in order to end the negotiation ate positive note.

Journals:

Journal 1: Comparative Advertising

As a first exercise in class, our team started to think about a plan to decide a good agreement to achieve the goals of the game. When I started discussing with our group, I was confused, I didn't know what should I do and what to say to suggest a good idea to achieve the goal, but because we were working as a group, every one suggested a plan for the first three rounds, so I was listening to each idea, then I figured out the process of how we should work for the rest of rounds.

The first three rounds of the exercise, we decided to advertise for two rounds and Non-advertise for only the first round, trying to plan and avoid any kind of losses as much as we can. After that, we decide to meet with the other party to discuss the case and maybe we can reach to a good agreement with them. And that's what happened, we met the group and planed some rules for Non Advertise and Advertise for all next rounds to avoid the losses that might happen for both parties. We thought that if we did not reach an agreement with the other party, the losses would increase. After the third round was done, we met the other party and they suggested that for us, they will take the way to Non advertise all next coming rounds, and on the other side, for our group they suggested that we don't have to advertise for all next coming rounds, which are round four to ten, so for both parties should stop advertising. And the reason for that if we get to stop advertising, both sides will stop the losses and began getting benefits. So according to the agreement, and to build a good relationship we diced that to give the trust for the other group, At the same time we expected from them to do the same thing and they should give us the trust, but unfortunately, they did not follow the rules and broke the agreement and they set a plan to break the agreement and start advertising, whish is not the agreement rules. So at the end when they broke the agreement we lose a huge amount. A result of what happened, we not going to trust this group again or we will don't negotiate with them in future.

Based on reading the chapter in the textbook and the negotiation exercise. I have learned of this negotiation: first, working as a group is a good thing for decision making and good planning, by sharing the ideas with every one in group. Second, I shouldn't give a trust for any other party from the first time, especially if this negation about short team project, so same thing we did in this exercise we give them a trust without planning to get any future business plan with them and without knowing them very will. The best way to avoid this kind of problem we have to do our best to know more details about the other party, so then we could decide if we are going to trust them or not. Building a good relationship is very important thing for any future business, so we always should to keep a good feedback for our group/company. Other important thing, we have to prepare a good plan and a clear goal before starting a negotiation with other party. We have to try our plan in the first agreement, if we gain the benefits we will keep continuing, and if we fail we will change our plan.

Journal 2: Coffee Contract

This exercise aims at negotiating the individually oriented negotiation as opposed to the group negotiation because of the enhanced effectiveness in case of the individual work exercise so that the best negotiation takes place and made imparted much more confidence for the negotiation. The negotiation requires every party to achieve and earn a target point and make the best deal of the contract.

My role is to play the character of F&B Director, Statler hotel. My goal is to provide best possible deal to the other party who is the president of sales for Anderson coffee, to get best possible reply from the other party so as to attain to get best offer as for the company F&B Director. The standard price is $7.94/lb. The offer was rejected, then after negotiation spent on the renegotiation with each party trying to put best forward best possible argument to reach to best possible price according to the best deal being for the various parties.

By the end of the negotiation the contract was accepted for $6.70/lb. but under definite terms, three year contract, with no cancellation clause until after the first year. With good offer of free advertisement for the Anderson coffee in each hotel room.
The deal which buys the coffee for this price was accepted because of the good quality it will help the company to grab more business and customer in hotel.

Although I gave my best shot while undertaking the exercise, but still I could have done better at negotiating with keeping following points in mind. First, Carrying out the evaluation of the product before going for the negotiation meeting. I have high bargaining power because the big and pupoular hotail in the city and also they have the coffee which has all the features which meet the quality requirements. Second most important aspect would have been the enough research about the other party with respect to the quality features and attributes required by the other party and aspirational qualities to be achieved.

Journal 3: New Recruit:

This exercise was interesting, it gave the opportunity to understand many rules before you're getting a job, how to negotiate to get batter benefits. Actually, in this exercise I got better in negotiation as a candidate. I think this exercise was the most important one for me, because I will use what I had learned in this negotiation most of time after I graduate next semester and in soon future. I learned the best way for this type of negation is to set different packages which are resulting to gain good points for both sides, and to achieve my target point.

When I start negotiate for the package that I would achieve, first I look at what I want? and what is most important for me to get more points? At the same time what should I plan to earn good points for both sides in order to confence the other party to accept my package. So, getting bonus of 4,000 points, job assignment -600 points, vacation time 400 points, and salary -15,00. So at end I earned more than my target point overall points, which is good enough for me to sign the agreement than any other choices.

The negotiation required more prepared because it is not easy, you have to try to read the other party mind, how the other party think, in order to earn the points you have to convince the other side to accept your decision as much as you can, because the other party, the job recruiter was trying to convince me to choose vacation time and date options for her and that's was good for me. So on the other side I started negotiating with the higher options for me. The job recruiter didn't accept some of my choices and gave me other options to choose, like a high salary ($90,000) insurance converge Plan A 800 . I tried to get the highest of them as much as I can by convincing the other side with other good option to her. After long time which is take 26:30 minuets I was trying to compare between many options and I choose the one that has the large number of points as much as I can, but the difficult thing I have to decide my option in certain time. At the end of the negotiation, my total amount of the points that I got was 8,100, which is good enough for me to sign the agreement

Based on reading the chapter in the textbook and the negotiation exercise, I had learned that I have to set different offers which are resulting to get good points for both sides, and to achieve my target point. Also I have to get a better package than the one I had already in my BATNA. At the end I have to compare between the two offers that I already have (Thompson, 43). Other important point, I have to try to get the higher level as I can, The importance of setting high target before the negotiation starts, because I will not get more than my first offer. (Thompson, 44). Also, don't make first offer if you do not prepare for the negotiation (Thompson, 46)

Journal 4: The Thomas-Kilmann Con?ict Mode Instrument (TKI)

"The Thomas-Kilmann Conflict Mode Instrument (TKI)" is a examination that has five diverse modes or styles of conflict and negotiation which evaluate how to handle the conflict that affect the interpersonal and group and determines their conduct. These encounters are categorized into five manners: collaborating, competing, compromising, accommodating, and avoiding. the scores are they are applicable in different situations.

The significance of procedure in handling conflict in numerous corporations, the specialists and investigators who attained pronounced efficiency for their association by planning multiple methods that can help relational and groups to tackle and achieve conflict resolution.

After taking the test for thirty conflict questions, the responses showed my abilities to handle the four ways of conflicts and the highest score was received for competing conflict and average scores in compromise, and accommodative conflicts with lowest score for avoidant conflict. These responses also showed the person's ability to deal with the different situations which is regarded as emotional intelligence. Positive and negative emotions lead people to positive consequence. Positive dispositions can encourage original thoughts and lead to groundbreaking resolutions of the problems while adverse sentiment can also have positive effects since individuals who show irritated moods in compromise.

Journal 5: Eazy's Garage

In this exercise, I played the character of Ms. Litchfield a customer at Mr. Jim Eazer, the owner of a garage station. The conflict originated with the estimation given by Jack, the mechanic for the maintenance of my car. The checkup of the car showed that it would cost more than the estimated cost provided by Jack because of the requirements which required more time as well. This annoyed the character of Ms. Litchfield because of the mismatch between the estimation and the actual expense and the additional time taken. And he withdrew his car without paying the amount of residual. Thereafter, Mr. Jim Eazer asked his lawyer about the issue and he asked to get a meeting arranged between me and Mr. Jim Eazer to reach a solution satisfactory for both the parties.

During the meeting with Mr. Jim Eazer, I started negotiate with him and he was training to let me know that the initial estimation given by Jack was a result of initial examination which does not provide the indication of detailed problems, and that's was not a mistake. At same time, because of my anger of what happened, I wouldn't accept what he's saying. Thereafter, he persuaded with the special discount that is not given to the regular customers and because of the relationship. The argument was not given the standard price based on the cost of the job estimated by the standard manual, based on the industry standard of pricing and estimated time of a job. At the moment I was thinking of what I did, and I felt that I did a mistake, so I was trying to avoid any kind of losses, because if I didn't accept what he offered for me, I will loss more if I invite the third party. So he offered all possible concessions in order to keep the client and to maintain reputation of the business. By the end of the negotiation, I agreed to pay $560.00, which was the negotiated price arrived at after the negotiations.

Consequently, I discovered that in order to maintain long time customers, the monetary considerations are to be ignored and the relationship with the other party should be of the paramount importance.

The lessons which were learnt from carrying out the above mentioned exercise, providing occasional discount and deals to the longtime customers in order to make them feel special is also important to maintain relationship and gather trust for reducing the cost of promotional activities.( Thompson, 132,).

Journal 6: Coalition Bargaining

This exercise was a little different comparing with other, because of the Coalition way. We were divided into three groups namely: A, B and C of which group A can be deemed as strongest compared to the other two groups while group B is weakest. Group B can be regarded as competitor of our group which is group C, acutely all three group have power pertaining to the negotiation. I was member of group C.

The concept of the exercise was that no body can leave the table with taking all the money at the table and leave the other two groups without any profit. Also, no one can have half the money and the other one take the other half. There must be at least two groups that portion the benefit.

We began negotiating with both the groups distinctly. First we did we were looking at the other group's members, so we can see who is going to negotiate with? We were trying to find the trust. Improve our relationship with group A was our target in this exercise and we got that, because `other group they were thinking same way we were. The obstacle for group B in doing this agreement with any groups of us was the bad reputation of one of their group members due to one of past negotiation exercises. In addition, our group could get more money by having a contract with group B, if disregard group A. but because of trust and we already give a promise to group A fro having a deal with them, we didn't listen to any offer from group B due to bad reputation none of groups trusted them.

This negotiation exercise taught me following things: Excellent reputation makes one a successful negotiator (Thompson, 142). Building trust and relationship is on of the important thing in negotiation to gain benefits (Thompson, 130).

Journal 7: Brainstorming

For this exercise, we were divided into 5 groups of 2 students each. We were asked to come up with the ideas to increase the sales of pantyhose to males. According to the rules, each member of the group was required to participate in brainstorming so as to have diverse ideas coming from different sources for comprehensive pool of concepts. Some ideas recommended by our group were: changing the name product to (workout panty) and make TV commercial for the product that's show the benefits of using this product which is power of losing weight for men.

I learned several things from this exercise according to class lecture, the purposes of this exercise include: Creativity, solving problem and thinking strange concepts (Thompson, 185-186). Problem solving. Developing and improving ideas (Thompson, 185).

Journal 8: Architectural Design Firm

This exercise needed the participants to be divided into several groups of three members each and I should be played a role of the structural expert. Among the two buyers each wanted to build the house within a stipulated budget and each one of them had mandatory requirements. I was supposed to work with the finishes and land experts to negotiate and create a design for each buyer. Along with satisfying the client I should to serve my own interest also which was supposed to be shared between me and the other expert. This exercise posed a different challenge as my competency would be established on the basis of my ability to increase my share of interest.

Nevertheless, contrary to my expectation, the negotiation was satisfactory for each party. Eventually, we should work together and were able to offer certain amount of features to both the clients. I learnt that a class exercise is much easier than a real life negotiation as this a is done under simulated environment. Also, it is imperative for both the parties to have congenial relationship among themselves for a satisfactory negotiation and long term deals.

I learnt several important points from this exercise along with the chapter nine of the textbook,:

Group dynamics lead to accurate judgment along with making the work easier and better results than do individual negotiation. The multiparty negotiation and replicated circumstances in which each party has his own interests and apparent variances of interest (Thompson, 217).

Conclusion:

During the time I spent in this course while working on theoretical concepts and participating in the simulated situations I learned the following things and my negotiation skills are much better than earlier with increased comfort level for negotiating in myriad of situations. I learned that: Preparation for the negotiation need to have goal setting to gain positive results (Thompson, 14). Other important thing in negation, congenial relationship to have a satisfactory and successful negotiation (Thompson, 7). Also, setting an anchor point at the beginning of the negotiation is important to get more than first offer which give a power and success in negotiation (Thompson, 44), on the other side, in order o understand feelings, I learned that positive and negative feelings result into positive results (Thompson, 120).

During the all past exercises, there is some thing I usually didn't use it before in my real life, which is apologizing, so from this class I also learned that apologizing strengthens relationship and builds confidence (Thompson, 140). At the same time a when we trying to build a good reputation it will leads to successful negotiation (Thompson, 142). Judging the creativity in other parties. and also I learn that unconventional resolve the problem in better ways (Thompson, 186). Creativity leads to positive arguments.(Thompson, 180, 200). Something new I never knew it before this class is called BATNA. BATNA is most important foundation of power in negotiation (Thompson, 154). Target needs to be there to improve BATNA Concession is reduced if the BATNA is revealed to the other party (Thompson, 43). Further, I also learnt various negotiation methods depending on the cultural and situational differences. High level of awareness about the culture of the client is important for effective and positive results. Emotions and Intellect determine the results of negotiations and affect the level of trust and relationships.

Trust is the building block of all relationships, includes those in business. A negotiation which is provide good format for small-talk and building rapport with other party you meet for the first time. Negotiators can more capably form first impressions and make estimate of counterparts based on overall appearance, facial expressions and other personality and communication traits.

In this course, I really learned how to develop negotiation skills and build basics of dealing with the other party, understanding of how people think and act, including myself and also to give a different practices, suggestions, ideas and skills that workers may use appropriately to increase their relationship and get better audit results with other party. The negotiation's exercises in class gave me an opportunity to practice the communication abilities with other party, the knowledge of how to solve the conflicting situations in the professional scenarios in friendly and respectful ways which makes the relationships stronger and also makes the workplace more enjoyable and productive. These skills will lead the staff to work well together and navigate the disagreement. Relationships make the organization efficient and good place to work for. On the other side, The reduction of the stress by settle the problems and the conflicts lead to the peaceful environment which make people more creative and productive in nature to the reduction of the tension between the team members.

As a concluding remark, we all need to improve and evolve our negotiation skills. Actually, we are negotiating all the time in our life, in our personal and social lives, and especially in our professional lives. Every time we are communicating with another person there is the potential for negotiation. Negotiation is an essential life skill, not just a skill used in commercial situations. In today's increasingly competitive world marketplace, effective negotiation skills are key to personal and organizational success.