The Chosen Topic

Chapter 4: Negotiation Process

In this course, PBF3123 Communication in Negotiation, I could say that all of the topics that I’ve learned are wonderful and how I wish to dive much deeper into each one of them. However, if I were to choose one, I would pick the topic that we learned the longest time to finish, which is Unit 4 on Negotiation Process. So, in the topic, there are four phases altogether completing the process which are; 

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Phase 1: Preparation 

Phase 2: Exchanging Information

Phase 3: Bargaining

Phase 4: Commitment and Closing.

Through these four phases, I’ve learned the best way to prepare myself for negotiation which helps a lot to get a better outcome in negotiating. 

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In the first phase, preparation, which we know just as much as whatever we want to get in our desired way, there is no better option than to be prepared. I learned that this phase requires a negotiator to be readied even before the negotiating starts to avoid unnecessary faults later, especially when the negotiation comes with huge benefits for  the winning side. Although preparation should not be a heavy task, this negotiation process, however, has a quite complicated stage for it where it is really detailed in guiding a negotiator. Since people usually skip this phase, their negotiation would most of the time meet a failure. 

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Not knowing that preparation in negotiation actually has a solid base, anyone at all should not assume for a collaboration or win in negotiation. This can be reflected in the first part of preparation, which is the first thing first anyone at all should consider before negotiating is they should know their aim in it, either collaborative and build relationships or just for the sake of winning. That is one thing, and there are still other things they should be prepared for, especially in terms of knowledge. Imagine trying to fight the other but do not have that much information about them? Of course everything will go downhill, and even the opponent will laugh it off. At the end of the day, things will backfire, losing relationships as well as losing the negotiation.

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Besides, negotiators should learn the importance of controlling emotions and up to identifying ourselves when negotiating from the rules and guidelines of this phase. Emotion as much as we have acknowledged it, not something that we should take lightly, and acquiring the ability to control it is totally a bonus for a communicator.

There is a saying that goes, 

‘Never let your emotions overpower your intelligence.’ 

Well, the quote itself actually speaks a lot about how emotional words that pass through our gritted teeth could only destroy both sides, which also let the opponent know our weakness point, and that is undeniably a big point for them to win. Hence, these should help a negotiator a lot more than enough for them to not make a big mistake in the future.

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The second phase, which is exchanging information, is a single important stage of negotiation where the negotiators will start to engage with one another in sharing information and learning the interests of the other party. If one of the aims were to build relationships, then interpersonal communication is all the way to win the other’s trust. By giving in and showing much interest in the other party, it will help a lot for them to be much open up to us which will contribute to the information exchanged. Scott Weiss, a musician, once said, 

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‘a trust leads to approachability and open communications,’ 

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and I never admit anything truer than that ever since. It is just the same way as when trying to learn a new person, a negotiator should be able to find out the other party's personality as much as getting to know a little bit to their personal interest to have them putting their trust in them so that they could figure out if they could be aligned in the matter on the table. 

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Yes, there is no other better option in this phase. Trust is all a negotiator needs to earn for a negotiation to go smooth like butter. However, in some way, there will be a probability of the information exchange to turn negative and this somehow needs the negotiator to always be prepared with Best Alternative to a Negotiated Agreement (BATNA). On the other hand, if the information exchanged were a positive outcome, then it would be a no problem for them to negotiate about their interests better as well as building a much finer relationship for a future value.

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The happiest scene in a negotiation is when both sides get to benefit from their negotiation, and this is rare but those who succeed are indeed great negotiators that value relationships more. The third phase in negotiation, finally the bargaining phase where it tests the loyalty to keep the relationship or the selfish inner side win. It is where the ‘give and take’ happens, which negotiators should now be able to realize that all takes and no gives is not the best scene to capture the real value out of a negotiation. This phase is definitely able to enlighten their selfish sight to think more deeply into this that being generous is the only way to keep trust, create value, and that will indefinitely help them to capture the value.

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It is never bad to be open-handed, in fact it is a positive trait in an individual. A negotiator who is not blinded with winning, and able to end a negotiation in winning for both sides will undoubtedly become the most successful negotiation as it satisfies both sides. RM of BTS once said,

‘Teamwork makes the dream work.’

There is no lying in that and indeed collaborating does give success and help both sides to learn from it and become better in future negotiations.

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Finally the last phase which is commitment and closing. After the negotiation went well, there is nothing better than to hope for something much lighter in the future if both parties were to negotiate again. It is the matter of a commitment they hold for the relationship that has successfully established throughout the entire negotiation, which trust is at stake, if anything. By keeping in mind all these and closing the negotiation well, there should be no better future they should hope for except to be able to extend their relationship further in their business or anything related to both interests. Closing the negotiation well in this sense means that no matter the result, whether it is a success or not, thanking the other party is a must to show respect as well as sustaining the relationship. 

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Thus, I have learned more than enough that everything should work better if everyone knows about these negotiation phases. Learning is one thing, but applying it in real life is definitely another thing. I wish I would be able to apply all these in the near future to prove that this should be one hundred percent and nobody should doubt it.