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Essay / Research Paper Abstract
An 8 page paper. The dynamic nature of the business environment requires all leaders, executives and managers to have good negotiating skills. This essay discusses what those skills are. The essay also discusses approaches to successful negotiating. Bibliography lists 8 sources.
Page Count:
8 pages (~225 words per page)
File: MM12_PGnegot.rtf
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Unformatted sample text from the term paper:
way (Davis, 2003). Furthermore, since negotiation skills are becoming ever more important in this dynamic changing business environment, managers and executives must develop effective skills in this area (Thompson, 2003).
Unfortunately, very few people are effective negotiators (Thompson, 2003). Krell reminds the reader of the first few scenes in the movie, "The Negotiator," where Kevin Spacey played the role of
a master hostage negotiator (2004). A police officer has taken several people hostage in an office building, Spacey enters the scene, establishes phone contact and lays out his position to
the rogue cop (Krell, 2004). Spaceys character is asked why he didnt try to "talk him down" and Spacey says, "He would have expected it" (Krell, 2004). Spaceys character understands
what all effective negotiators understand - negotiations is not about mechanics, its about people skills (Krell, 2004). It does not matter what the topic of the negotiations is, a merger,
labor/management, buying a car, it is all about people skills (Krell, 2004). That does not mean there are no strategies and techniques that have shown themselves to be helpful
in the process. In fact, knowledge of and ability to apply a variety of negotiation techniques is critical for success (Sachs, 1998). Menard posits there are four strategies for negotiation:
1.) win-win where everyone wins; win-lose where one wins at the expense of the competitor; lose-win where one loses and the other benefits; and lose-lose where everyone loses (2004). Of
these four strategies, the one most often practiced is win-lose (Menard, 2004). This is a strategy to use when the issue is more important than the relationship (Menard, 2004). For
example, in labor negotiations when the company is losing market share to lower labor cost regions in the world, the most important outcome is to reduce or contain labor
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