A Comparative Analysis of Negotiation Strategies

The process of negotiation has been defined as one wherein an individual or a group of individuals attempts to persuade and convince another individual or group of individuals to modify their behaviors and ways of thinking in order to reach a mutual agreement or consensus with regards to a particular topic of discussion (Saee 2008; Sokolova & Szpakowicz 2007). Within a business organization setting, the process of negotiation is frequently being utilized in order to reach an agreement between two parties not only to reach a mutual agreement, but also to achieve a decision which is mutually beneficial for all the parties concerned.

The purpose of this paper is to look into two negotiation strategies that are currently being practiced by business organizations today. In relation to this, this paper aims to compare two negotiation strategies which have been presented in two separate journal articles. From here, the paper would then present information on how the acquired knowledge on these negotiation strategies would be applied in [work information].

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Cultural Negotiation Strategies

The first journal article focuses on the use of intercultural and cross-cultural negotiation strategies to help business organizations facilitate both parties to reach a consensus with regards a proposed venture or project to be undertaken by the parties involved. In the article, he stipulated that there are two kinds of negotiation strategies that are commonly used by companies engaged in a cross-cultural negotiation process – that is, a negotiation between two parties that come from different cultural backgrounds – are distributive bargaining and integrative bargaining.

Distributive bargaining is a negotiation strategies commonly used by American companies where it is the objective of the negotiator to convince the other party involved in the negotiation to agree with the terms presented as close as possible to the desired outcome of the negotiator, if not to give the ideal response hoped for by the negotiator. In the case of integrative bargaining, which is commonly used by companies from Japan, South America and China, the negotiator tries to look for some form of consensus that would, in turn, result to both parties benefiting from the result of the negotiation.

Of the two, Saee stated that the latter is the more ideal form of negotiation strategy to be used by companies since it is primarily focused more on fostering long-term business relationships with each other (Saee 2008). Electronic Negotiation Strategies The second journal article centers on the negotiation strategies utilized by companies with the aid of some form of electronic medium.

In today’s electronic age, most, if not all, negotiations between companies are now carried out over the Internet whether the parties are in different states in the same country or situated in different countries altogether. In this article, the researchers have determined through their study that in electronic negotiations conducted by companies utilize power negotiation strategies which they relate through the words that they use during the negotiation process.

They determined that through the language that parties use, they are able to exercise their power to the other party. This is exercised in the choice of words that they use during the conversation since most negotiations that occur over the Internet minimize, if not eliminate, any presence of non-verbal communication such as body language and the tone of voice. In their study, the researchers determined that the use of certain words or phrases provides a subconscious message of immediacy between the parties involved in the negotiation process.

It is this level of immediacy communicated between the parties involved, according to the researchers, which would determine the outcome of the negotiation process carried out over the Internet even before the completion of the negotiation process (Sokolova & Szpakowicz 2007). Analysis The two articles which have been presented in this paper both look into the negotiation strategies that are commonly used by business organizations today, especially with more and more companies participating in the globalization trend observed all over the world.