Negotiation – Interviewing the Experts
INTRODUCTION 英国留学essay论文作业代写
People have to negotiate almost everywhere – from personal life to professional life. However, only a person with excellent negotiation skills can earn more favors from the other party at the negotiation table. Negotiation in simple words means getting the best deal in everything. In the eastern part of the world. Many women bargain with the shop keepers for the products they wish to buy, especially when it comes to open spices and clothes. Bargaining is also a form of negotiation. In which the person with the best skills is able to gain the best deal out of it.
In this paper, I will be discussing two different situations in which good negotiation skills come in handy.
In a hostage situation, the best deal for a negotiator would be such where all the hostages are set free and the person holding the hostage does not get away with everything s/he desires. Even in families, parents need sometimes negotiate with children to make them do things that are good for them Negotiation has become an integral part of our daily lives. But in the corporate world a good negotiator is always appreciated. For a person to move up in the career ladder. It is important to have excellent negotiation skills. 英国留学essay论文作业代写
A person in the corporate world cannot become a leader without having excellent negotiation skills. In this paper, two interviews have been conducted from expert negotiations of different field one client service director in an advertising agency and a government servant who specializes in dealing with hostage situations.
Their consent have been obtained. But both individuals requested anonymity due to the nature of work they are involved in and the things they might discuss for this assignment that they otherwise wouldn’t have disclosed to any other person. I interviewed Mr. Hill Storm, who is the client service director in an advertising agency, and the second person I interviewed was Mr. Bruce Sawyer, who specializes in negotiating during hostage situations. The primary reason I selected to interview both of them was because they have to negotiate on a daily basis, which made them ideal for this interview.
INTERVIEW – CLIENT SERVICE PROFESSIONAL 英国留学essay论文作业代写
1) What types of negotiations you typically engage in?
We engage in negotiations on the basis of situation. We have to change our tactics, evolve our methods and improvise in order to get the best deal for our company. Typically, we engage in what you may call theoretically “distributive negotiation,” because we only reach to the negotiation table once our clients approve our ideas or demonstrate appreciation for our work.
In such a situation, we kind of have an upper hand and thus we try our best to make our clients agree on the rates that are the best for the company. However, we do change our tactic mid-negotiation if a client agrees to stay long-term and shows willingness to sign a contract for that. We then move to integrative negotiation. I hope you don’t mind me using these terms, since you are conducting this interview for an assignment so I thought I should add a bit of theoretical words to make you understand better.
Anyways, we change our tactic from focusing on our gains only to mutual agreement.
This is necessary, because if a client is ready to commit for long-term, then it is in our interest as well to lower our pricing a bit to suit our client’s needs. However, on the client part, they are also doing integrative negotiation, because their negotiators by committing for long-term actually made it a win-win situation for both the parties.
In other scenarios, like when we have to buy advertising space from any media company, we only rely on integrative approach, because we want them to lower their standard pricing as much as they can for our company. In such a situation, media companies rely on distributive approach. But we all negotiate in good faith for the companies we are representing. The best part is, your best friend could be working in a media company who you hang out with every week, but on negotiation table you can’t expect your best friend to lower the pricing for your company merely on the basis of friendship.
2) Who do you negotiate with? 英国留学essay论文作业代写
As I mentioned earlier, being a client service director I have to negotiate with almost every person I interact with. I told you a bit about how we negotiate with clients and the types of it, but those examples only mentioned two different scenarios where money is involved. But our job as a team is to negotiate with everyone. We have to negotiate with our creative team about the deadline and we also have to negotiate with our clients to give us enough time to get the creative ready.
We have to negotiate with the finance department to release the payment of vendors early and we also have to negotiate with the billing departments of our clients so that they pay up on time. Being a part of client service team. I must tell you that our job is to negotiate with almost every person we interact with. But in a way that makes them feel like they are getting a favor from us. We have to make it a win-win situation for everyone – be it our internal teams or the people from other companies we interact with. 英国留学essay论文作业代写
We negotiate with clients, vendors, media buying agencies, and our team. Sometimes we negotiate to save money, sometimes we negotiate to get the work before deadline, sometimes we negotiate to buy more time from client. And sometime we negotiate to get the payment release. It’s part of our job to negotiate and get the work done.
3) What are the challenges faced in the negotiations?
Challenges! Well, every negotiation is a challenge for us. The other party we negotiate with is also there to get the best deal from us. And believe me, considering yourself as the best negotiator is the mistake people often do in this profession. Whenever I go out to negotiate with people. I think of that meeting as my very first negotiation. Because that’s how you can avoid any challenges. When we negotiate with potential clients. 英国留学essay论文作业代写
We have this burden on our shoulder to bring new business at the best rates, thus at one hand we can’t lose the client because of our hard negotiation and at the same time we have to be a bit hard to make them realize that the work they are getting in the rates worth the money. When negotiating with our team. We face the challenges like they already have a lot on their plates or that they can’t take anything urgent because of the things already lined up.
With media buying agencies, they have certain pricing model that they follow, which they don’t give up easily and we also need the slot of our choice, we making them lower their prices is not an easy nut to crack.
4) What leads to negotiation success in your field? 英国留学essay论文作业代写
There’s just one simple rule, make the other party on the negotiation table realize that they are getting the best deal they could’ve. This is the only way to keep them satisfied and can lead to successful negotiation. However, it’s not only restricted to making them realize that they are getting the best deal but we have to actually offer them something. You know, in the world of advertising you may start with distributive approach, but most of the times you end up closing the negotiation successfully with integrative approach.
5) What do you think is the best tactic when negotiating with someone?
According to my experience, the best tactic is to know your game. Learn about your strengths and weaknesses before actually going to the negotiation table. Also learn about the people you are going to be negotiating with. If the client is from a different country, try and learn their culture and what might affect them. 英国留学essay论文作业代写
Treat them with respect. Also learn about your client’s companies, its strengths and weaknesses. Until you know your game well. You can’t win it. As they say in Game of Thrones, knowledge is power. Which is actually true with respect to negotiations. You can’t just expect to go into a negotiation without knowing about the individuals you are going to be dealing with and what their objectives are.
When I go to talk to any member of my team about some urgent work I know in my mind that I will face resistance because of the other projects my team is working on. So I give them something in exchange as well. Like do this first and I will ask the client to push its work that was needed to be delivered the next day to some other day and this is I think is the best tactic. Always offer something of value to the other party in return to get what you want.
6) What tone/words should a negotiator adopt during negotiation? 英国留学essay论文作业代写
The tone a negotiator should adopt depends entirely on the situation. Even when negotiating while following integrative approach, sometimes we have to be a bit stern only to make the other party realize that they are being unfair to us. However, when you have to get someone to do something for you. Your tone should always be polite or you can add a bit of emotional touch to get the job done. A negotiator’s tone depends on various factors including who is the other party, what culture they belong to.
What is on the table for negotiation, and what you have to gain from it. If you’re negotiating with a Chinese person. You need to be respectful towards their culture and should not make comments that may offend them. If the other party is Asian. Then you can be affirmative but should mind your tone, it should not give an impression that you’re angry or annoyed. To be a good negotiator, study the other party and adopt the tone and select the words accordingly.
INTERVIEW – HOSTAGE NEGOTIATION EXPERT
1) What types of negotiations the experts typically engage in?
The nature of work I am involved in requires me to only engage in negotiation where the other party remains calm and thinks that they are winning it. I have to be very diplomatic while talking to the other party all the time. Because there always are real lives at stake. I try to appear as polite and understanding as possible and will try to comfort the other party that their demands will be met. Although, sometimes I do negotiate in bad faith only to save lives and I say this because most of the times I can’t actually provide the other party what they ask.
2) Who do they negotiate with? 英国留学essay论文作业代写
My primary job is to negotiate with criminals/terrorists who hold people hostage for their personal gains. I haven’t really negotiated with terrorists, but I do negotiate with criminals. Sometimes, I was also asked by law enforcement agencies to help them with other matters like making a criminal talk without lifting a finger.
I must admit that I don’t get success all the time, but haven’t let any criminal take any life on my watch, this is what I am proud of. But my job is not only restricted to negotiating with criminal elements. Sometimes I do have to negotiate with politicians and/or law enforcement agencies to arrange things that a criminal demand.
3) What are the challenges faced in the negotiations?
I am always on ground or on call with the criminals, so challenges are all I face. They don’t negotiate like people do in the corporate world, one wrong call from my side and people will get hurt. Besides, negotiating with politicians and higher ups in the law enforcement agencies is not really a piece of cake.
They don’t truly get the ground reality as I do and to convince them while dealing with a criminal on the other side is a real challenge. Moreover, I have to be cautious all the time because when dealing with criminal elements you have to be ready. My life and the lives of other in such situations are always at stake. What’s even more disturbing is the unpredictability of the situation. You don’t know what might trigger the person you are negotiating with. 英国留学essay论文作业代写
You have to be mindful of the pauses you take while talking and the words you mince, because if you appear to be losing they will start asking for more and if you make them feel like that you are winning then they will start threatening to cause bodily harm to the hostages. The biggest challenge is to talk in an orderly fashion so as to not give even a single hint or clue to the other party that whether you are winning the talks or losing it. In our field, we cannot afford even one single mistake and this pressure is also a real challenge for us.
4) What leads to negotiation success in your field? 英国留学essay论文作业代写
The factor that determines success of a negotiation is how easily you managed to get the hostages free – regardless of the things or favor you provided them in return. The first and foremost objective of this job is to make sure that every innocent soul gets out alive. People may think that negotiating with criminal elements is not a right thing to do and perhaps this is the reason why negotiations between us and criminals were never made public. But to save lives we have to make false promises and we have to lie.
Another factor after saving the lives of the hostages is how much you submit to the demands of the criminals. If you agree to all the demands then you haven’t really negotiated at all. You only agreed to their demands. So we also have to make them go easy on their demands and reach a common ground so that we can save lives.
5) What do you think is the best tactic when negotiating with someone?
If you ever engage in negotiations with anyone. The best way to go about is not showing your thoughts or expression. Having a poker face actually paves way for better negotiation because it allows the negotiator to make the other party believe that their demand is not good, and what the negotiator is offering is what is actually best for both the parties, thus, creating a win/win situation for all.
Never let the other parties know that you are happy because you got the favor you needed or you are reluctant to agree to their demands. Don’t give away your thoughts to anyone. Always appear calm and composed no matter how you are feeling inside. If you don’t learn this technique, you can never become a good negotiator.
6) What tone/words should a negotiator adopt during negotiation?
The tone and words should always be polite and decent. No matter the situation you are facing, maintain a polite and courteous tone and avoid using bad or inappropriate words that might give a wrong impression of you as a negotiator. It is very important for the demeanor of the negotiator to be friendly. For it makes the other party more receptive to the deal that has been put across in front of him.
Only those people resort to using bad/ inappropriate words, who don’t really have a valid point of view and on a negotiation table, this is considered as a weakness. Don’t ever think that the other party will not sense confusion or ambiguity from resorting to using bad language or making indecent remarks. Always try to avoid that. 英国留学essay论文作业代写
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