Negotiating individually and in group

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Marx Stephane
Aurensan Nicolas
Leplomb Alexandre
Mohamed Shadan
Prakash Rohit


Topic 2

“The dynamics of negotiation are such that there are a great deal more complex situations arising from negotiating in a group than negotiating individually. Identify some of the differences between the two (individual and group) and comment on these differences”.

Table of ContentsIntroduction
A. Negociating individually
I. Characteristics
II. Tactics
III. Issues

B. Negociating in a group
I. Characteristics
II. Tactics
III. Issues

C. Negotiating individually or in a group?
I. Advantages and drawbacks of individual negotiation
II. Advantages and drawbacks of group negotiation

D. Negotiating in group: synthesis of the seminar experience
I. Presentationof the negotiation
II. Our opinion


Negotiation has always been a characteristic of Humanity. Nonetheless at the end of the 20th century the exchange between countries has increased so as the trend to negotiate. The emergence of new powerful countries in the world -such as the “BRIC”: Brazil, India, China for example- and the fast growth of high technologies haveintensified the exchanges and the competition between companies, in this new world the trend to negotiate is obvious and incontrovertible.
“Discussion aimed at reaching an agreement” according to Oxford dictionaries online, 2011, that is the current definition of what is negotiation. What is not explained by this definition is that negotiation has different meanings, forms and contents dependingon the people who are involved in.
First of all we have to point that negotiation is a process between two or more parties within each party has its own expectations, its own limits and its own ideas of what would be an agreement.
Another point is that there are plenty of things to discuss inside a negotiation. Those things are variables, such as the price, the quantity, the discounts, etc.The goal of each party which are negotiating is to reach the best deal they can. Thus, it is easily understandable that the objectives of the two parties could be opposite. But the word negotiation itself, means trying to resolve an issue or a situation of conflict.
Now we can wonder how, if parties do not have the same expectations, do they do to reach an agreement?
Here again there aredifferent situations. Indeed negotiating implies strategies and tactics which are subject to different factors. In fact negotiating in France or in Japan is different, negotiating alone or within a group is different or once more negotiating for routine exchange or for an important new contract is different.
That is why before holding a negotiation, there are different step to do in order to be preparedand ready, this phase is called the pre negotiation strategy. It consists in setting objectives you want to achieve: what is your ideal and what concessions you can afford to do.
At the first sight negotiation could seem simple and easy to set up but, as we have just previewed above, negotiation requires preparation, strategies and techniques. The objective of this report is to understand thecomplexity of a negotiation process, in particular within a group negotiation.

How far negotiating in group differs from negotiating individually and what are the main advantages, drawbacks and issues?
To answer to that question we will remind the general characteristics of negotiating, the tactics and issues by comparing the individually negotiation case to the group one. Then we will definethe advantages and drawbacks for each situation and finally we will support our reasoning by taking our simulation experience during the seminar.

Negotiating individually
I. Characteristics

The mean of a negotiation is to confer with others in order to reach a compromise or an agreement. Individual negotiation is very different from group negotiation, in this part we are going to...