W1-2-60-1-6
JOMO KENYATTA UNIVERSITY OF AGRICULTURE AND TECHNOLOGY
UNIVERSITY EXAMINATIONS 2017/2018
SECOND YEAR FIRST SEMESTER EXAMINATION FOR THE
... [Show More] DEGREE OF MASTER OF BUSINESS ADMINISTRATION
HCBA 3215 : NEGOTIATION SKILLS
TIME: APRIL 2018 DATE: 3 HOURS
INSTRUCTIONS TO CANDIDATES:
ANSWER QUESTION ONE AND ANY OTHER TWO QUESTIONS
QUESTION ONE
You have been requested to lead a team to a very important negotiation for your organization in six months time. The CEO has asked you to identify and prepare the team for successful negotiation Required.
(a) What considerations will you put in place while selecting the team? [10 marks]
(b) Describe the key aspects that you will incorporate in this training [10 marks]
(c) What is “negotiators” ‘dilemma’ and how will you deal with the same? [10 marks]
Considerations for selecting the team
When selecting the team for the important negotiation, there are several considerations to keep in mind:
1. Expertise: Choose team members who have relevant expertise and knowledge in the subject matter of the negotiation. This will ensure that the team can effectively represent the organization's interests and understand the complexities involved.
2. Skills: Look for team members who possess strong negotiation skills, such as communication, problem-solving, and decision-making abilities. These skills will be crucial in navigating the negotiation process and achieving successful outcomes.
3. Diversity: Aim for a diverse team that represents different perspectives and backgrounds. This diversity can bring fresh ideas, creativity, and a broader understanding of the negotiation dynamics, leading to better outcomes.
4. Collaboration: Select team members who can work well together and collaborate effectively. The ability to build relationships, foster teamwork, and manage conflicts within the team is essential for successful negotiation.
5. Leadership: Consider individuals who have demonstrated leadership qualities and can effectively lead the team during the negotiation process. Strong leadership skills will help guide the team, make strategic decisions, and maintain focus on the organization's objectives.
6. Availability: Ensure that team members have the availability and commitment to dedicate the necessary time and effort to prepare for and participate in the negotiation. This will help avoid scheduling conflicts and ensure the team's full engagement.
7. Ethics: Choose team members who uphold high ethical standards and can represent the organization with integrity. Ethical behavior is crucial in building trust with the other party and maintaining the organization's reputation.
Key aspects to incorporate in training
To prepare the team for successful negotiation, the following key aspects should be incorporated in the training:
1. Understanding negotiation fundamentals: Provide training on the basic principles, strategies, and tactics of negotiation. This will ensure that team members have a solid foundation and common understanding of negotiation concepts.
2. Research and preparation: Teach the team how to conduct thorough research and gather relevant information about the other party, their interests, and potential negotiation outcomes. Emphasize the importance of preparation in developing effective negotiation strategies.
3. Communication skills: Train team members in effective communication techniques, including active listening, questioning, and persuasive speaking. These skills will enable them to articulate their positions clearly, understand the other party's perspective, and build rapport.
4. Problem-solving and decision-making: Provide training on problem-solving techniques and decision-making processes to help the team navigate complex issues and make informed choices during the negotiation. Encourage critical thinking and creative problem-solving approaches.
5. Negotiation simulations: Conduct realistic negotiation simulations to allow team members to practice their skills in a controlled environment. Provide feedback and debriefing sessions to identify areas for improvement and reinforce effective negotiation strategies.
6. Emotional intelligence: Teach team members to recognize and manage their emotions during the negotiation process. Emphasize the importance of empathy, self-awareness, and emotional control in building rapport and resolving conflicts.
7. Ethics and professionalism: Discuss ethical considerations in negotiation, such as honesty, fairness, and maintaining confidentiality. Train team members to handle ethical dilemmas and make ethical decisions during the negotiation.
Negotiators' dilemma and how to deal with it
The negotiators' dilemma refers to the tension between achieving the best possible outcome for one's own organization and maintaining a positive relationship with the other party. To deal with this dilemma, the following strategies can be employed:
1. Separate people from the problem: Encourage team members to focus on the issues at hand rather than personal relationships. By separating people from the problem, negotiators can maintain a cooperative approach and avoid damaging the relationship.
2. Focus on interests, not positions: Help team members identify the underlying interests and needs of both parties. By understanding each other's interests, negotiators can find mutually beneficial solutions that satisfy both sides.
3. Explore creative options: Encourage team members to think outside the box and explore alternative solutions that can meet the interests of both parties. This can help overcome the zero-sum mentality and find win-win outcomes.
4. Build rapport and trust: Emphasize the importance of building rapport and trust with the other party. By establishing a positive relationship, negotiators can create an environment of cooperation and open communication.
5. Effective communication: Train team members in effective communication techniques, such as active listening and constructive feedback. Clear and respectful communication can help address misunderstandings and prevent conflicts.
6. Maintain professionalism: Remind team members to maintain professionalism throughout the negotiation process. This includes being respectful, adhering to ethical standards, and avoiding personal attacks or aggressive behavior.
7. Consider long-term relationships: Encourage team members to consider the long-term implications of their actions and decisions. Maintaining a positive relationship with the other party can lead to future opportunities and collaborations.
By incorporating these strategies, negotiators can navigate the negotiators' dilemma and strive for both successful outcomes and [Show Less]