Group 2 Bahasa Inggris
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donni jonathanNegotiation
Group 2
Donni Jonathan (20107004)
Fayza Adelia Putri Maharani (20107005)
Fadhil Yulisesha Rahmana (20107006)
What is Negotiation?
Negotiation is a method by which people settle differences. It is a process by which compromise or
agreement is reached while avoiding argument and dispute.
In any disagreement, individuals understandably aim to achieve the best possible outcome for
their position (or perhaps an organisation they represent). However, the principles of fairness,
seeking mutual benefit and maintaining a relationship are the keys to a successful outcome.
Specific forms of negotiation are used in many situations: international affairs, the legal system,
government, industrial disputes or domestic relationships as examples. However, general
negotiation skills can be learned and applied in a wide range of activities. Negotiation skills can be
of great benefit in resolving any differences that arise between you and others.
What are negotiation
skills?
Negotiation skills are qualities that allow two or more parties to reach a compromise. These are
often soft skills and include abilities such as communication, persuasion, planning, strategizing
and cooperating. Understanding these skills is the first step to becoming a stronger negotiator.
Stages of Negotiation
In order to achieve a desirable outcome, it may be useful to follow a structured approach to
negotiation. For example, in a work situation a meeting may need to be arranged in which all
parties involved can come together.
The process of negotiation includes the following stage
1. Preparatio
n
2.Clarification
Discussion
of
3.Negotiate
goals
4.outcome towards a Win-Win
5. Agreement
6. Implementation of a course of
action ` `
`
1.Preparation
Before any negotiation takes place, a decision needs to be taken as to when
and where a meeting will take place to discuss the problem and who will
attend. Setting a limited time-scale can also be helpful to prevent the
disagreement continuing.
2.Discussion
During this stage, individuals or members of each side put forward the case
as they see it, i.e. their understanding of the situation.
3.Clarifying Goals
From the discussion, the goals, interests and viewpoints of both sides of the
disagreement need to be clarified. It is helpful to list these factors in order
of priority. Through this clarification it is often possible to identify or
establish some common ground. Clarification is an essential part of the
negotiation process, without it misunderstandings are likely to occur which
may cause problems and barriers to reaching a beneficial outcome
4.Negotiate Towards a Win-Win Outcome
This stage focuses on what is termed a 'win-win' outcome where both sides
feel they have gained something positive through the process of
negotiation and both sides feel their point of view has been taken into
consideration.
5. Agreement
Agreement can be achieved once understanding of both sides’ viewpoints
and interests have been considered. It is essential to for everybody involved
to keep an open mind in order to achieve an acceptable solution. Any
agreement needs to be made perfectly clear so that both sides know what
has been decided.
6.Implementing a Course of Action
From the agreement, a course of action has to be implemented to carry
through the decision.
In any negotiation, the following three elements are
important and likely to affect the ultimate outcome
of the negotiation:
1. Attitudes
2. Knowledge
3.Interpersonal Skills
`
-Attitudes
All negotiation is strongly influenced by underlying attitudes to the process itself, for example attitudes to the
issues and personalities involved in the particular case or attitudes linked to personal needs for recognition.
-Knowledge
The more knowledge you possess of the issues in question, the greater your participation in the process of
negotiation. In other words, good preparation is essential.
-Interpersonal Skills
Good interpersonal skills are essential for effective negotiations, both in formal situations and in less formal or
one-to-one negotiations.
`
A: How much does this car cost?
B: Well, come on in and we'll sit down and discuss that right now. How much do you want to pay?
A: I really was just wondering what the price is.
B: Well, figuring in tax, license, dealer prep, and registration, I can let this car go for fifteen thousand dollars.
A: I was thinking a little lower than that.
B: Whoa! Let's keep talking here. I am sure we can work something out. What price are you thinking is fair?
A: I was thinking more like thirteen thousand dollars.
B: You know, you look like you are a sweet kid. I'll give it to you for fourteen thousand dollars.
A: That would be a good price if the car was in great shape, but it is registered as having been in an accident.
B: OK, thirteen thousand seven hundred and fifty, and that's my final offer.
THANKS
