The approach is another key factor that can be attributed or termed as a major strength of the article. Being more flexible in the negotiation process helps individuals understand the values and interests of the party at the opposite end and to remain aware of every level. On the basis of the three levels of awareness described above, the authors presented an improvisational iceberg.
Going further with the improvisation model the authors further explained three additional levels that are essential in understanding the perspective and interests along with the values of the other party. These three levels are described as head, heart and core which were presented as additional levels for the improvising model.
The description of each level provided by the authors was very descriptive and essential in understanding the concept of each level. Starting from the head level that emphasizes on observing the verbal and non-verbal responses of the opposite party. This observation of responses helps the parties involve in negotiation to draw conclusions smartly and effectively, and on the basis of the conclusion made, present counteroffers.
Moving ahead towards the next level that has been termed as the heart by the authors, talks about identifying and establishing common grounds for both the parties on the basis of their common interests. The third level described as core level that expresses the positions based on the philosophies, culture, and values of business. This is the bottom level of every negotiation and helps in creating the final connection between the negotiators.
This approach is vital for negotiators as it helps them to understand the process more easily and effectively and to respond and adjust accordingly. Furthermore, the issues and tension at the macroeconomic level and the external factors and their changing nature can be grasped while negotiating. The model helps the negotiator to understand the position, interest and perceptions of the other negotiator and respond accordingly after consulting his head-heart and core level.
This article has identified some fundamental and basic traits of any business negotiation as explored and explained by the authors. Furthermore, the authors have emphasized on clarity of needs in order to move ahead smoothly and to use a flexible approach towards achieving them. The models presented in the article are combined and presented effectively by the authors and are significant nature in any business negotiation.
These models encouraged negotiators to focus on understanding and identified the needs and values of the opposing party by looking at the bigger picture instead of giving priority to personal interests and needs. These models presented an approach that helped negotiators in creating value for both the parties involved in the negotiation.
To understand the needs of another person and creating value for both the parties the authors suggested that a negotiator should focus on accessing the needs, values, emotions, fears and prejudices of the other party that occurs during the negotiation
The authors in this article used the text effectively in explaining the negotiating process and provided vital information to be taken into account while getting into any negotiation. The models emphasized that awareness is important at every level in negotiation, which is a key point of understating for negotiators that can be grasped from this article. Furthermore, the three additional stages further made the negotiation process more clear to the negotiators and are of immense importance to understand the importance of a flexible approach in negotiation.
Weaknesses of the Study
The theory proposes that negotiating is a paradox that should be seen as a structural spontaneity which gives rise to the notion that within the process of negotiation both preparation and on the spot thinking is required. However, this in real life scenarios is not applicable as preparation does not come into practice in the heat of the moment rather how flexible and spontaneous the negotiator is. Therefore giving rise to the notion that more emphasis should have been placed upon the spontaneous actions taken between the two parties during the negotiation. An attempt to list these spontaneous acts has been made, but understandably the list is not exhaustive and not a considerable addition to the understanding of human nature.
The proposed practice of training spontaneous training is not clear and how it should be installed in any person wanting to train their negotiating facility. This concept should have been broken down into practical mechanisms that can be applied to a practical scenario.
As the scenario described in the in article indeed adds to the understanding of the reader and allows conceptualization of the concept being described, but it only adds to the cognitive understanding and not to the practical understanding of the reader................................
This is just a sample partial case solution. Please place the order on the website to order your own originally done case solution.
Related Case Solutions & Analyses:
UpDown: Confidential Instructions for MICHAEL
Horizontal Specialization and Modularity in the Semiconductor Industry
Negotiating for the Motion Picture Association of America and the Motion Picture Association: Jack Valenti (A)
Bond Ratings
Woodmere Properties, Inc.
Rushway Brothers Lumber and Building Supplies (RLBS)
H. J. Heinz M&A
CISCO SYSTEMS INC. SUPPLY CHAIN RISK MANAGEMENT
Managing Information Systems and Technology Projects
Mead Corporation
