Negotiating individually and in group
3330 mots
14 pages
Marx StephaneAurensan Nicolas
Leplomb Alexandre
Mohamed Shadan
Prakash Rohit
NEGOTIATION
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 Contents
Introduction
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. Presentation of the negotiation
II. Our opinion
Conclusion
Introduction
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 have intensified 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 depending on 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.