Create A Negotiation Strategy Essay Example

Before undertaking the negotiation strategy, I will conduct an extensive research to highlight the factors that will guide me towards the success of the process. The important sections are discussed in detail in the paper. As the lead contract negotiator, my first task will be to break the negotiation process into parts. This will do away with the “all or nothing” approach that will avoid the disintegration of the negotiations. The step is also referred to as “compartmentalization” and it’s a crucial process as it focuses on reaching an agreement (Eurodata, 2002). The decision to break the negotiation into parts helps the negotiator to make a positive progress and achieve certain solutions instead of fighting with the entire package of worker's demand.
With the workers’ demands already put on the table, my role is to convince them of the ability of the company to deliver their expectations. The union demands will put into consideration but at the same time I will have to focus on the target increase of the company itself. Negotiating with the union members will help both parties to identify the drawbacks that prevent crafting of the agreement. Most interesting, the process may install a mutually advantageous solution (Eurodata, 2002). As the contract negotiator, I will list and define presented demands so that I can sample out what the company will be able to meet. The list of preference will determine what the employer will offer for the three years duration.
The Getting to the Yes approach is another step that will be instrumental towards the crafting of the agreement. My tactic will be to do away with the emotion from the equation by separating the workers from the real issues. My main focus will be to highlight the real interest that must be solved first in the preference list. There is the need to consider all options before creating a problem-solving environment that will instill success and prosperity in the negotiation process. My negotiation strategy will counteract the emerging conflicts, and I will work on coming up with a principle of fairness in the entire process.
In addition, taking control is another important step in the negotiation process. The contract negotiator must ensure that he takes control of the pace of negotiation and decide on the timing and topics of what will be discussed. The ability to control the agenda will give me an advantage towards crafting of the deal. When in control, I will decide on the topics that will be discussed in the negotiations in an organized manner (Eurodata, 2002). Over the past, it has been discovered that the party that frames the demands and conflicting issues will always take full control of the discussed issues and in the end, the controller benefits the most in a mutual agreement. The most important section is that I will emphasize in summarizing the proposed demands and opt to choose the best ones.
Most importantly, the contract negotiator must pay attention to the “offer-concession” strategy. In this step, I will work towards ensuring that the other party leaves the negotiation table happy and satisfied. It will be challenging since the employer offer is far from the meeting the demands of the union (Eurodata, 2002). My role will be to make the offer understood and acceptable to the worker's union. For a good deal to be reached, all the parties must reach a consensus. I will ensure that I do not expose the absolute bottom line, and this will guarantee a room for negotiation. In the negotiation process, the Union workers will appreciate that they were given the opportunity to present issues that won their hearts. The “Offer-Concession strategy” will yield positive results towards reaching an agreement (Eurodata, 2002).
In a situation where the union fails to accept the offered deal, my role will be to question them on the decision made rather than subject them to demands. The questions will be opened to discussion and solutions will be instituted. The last stages of the negotiation strategy include finding the points of agreement so that the process can come to an end on a positive note. With this in mind, it will be possible to discover a collaborative tone from both parties (Eurodata, 2002). It is critical to be wise enough when handling the burnouts and ultimatums that act as a threat to the company. The negotiation strategy must focus on building a mutual agreement without forcing the union to certain decisions. Since the communication enhances understanding, the line of communication must accommodate the thoughts and opinions of all party in a positive manner.

References

Eurodata. (2002). Sample FINS Pre-Negotiation Report. COMMONWEALTH OF KENTUCKY.