Lessons on My Natural Preferences for Influencing Tactics
Natural preferences play a huge role in influencing the negotiation process. The manner in which natural preferences shaped the role-plays amazed me during the role-play. At the outset, I held various reservations. Like Taylor, I concealed important information that could influence Dale’s decision. For me, information about the job description and the importance of the job did not seem vital. Consequently, I realized that it would be difficult to influence negotiation with Dale. Dishonesty in many negotiations leads to poor solutions and decisions. In the role-play, I learned that my natural preferences limit me from providing all information in order to influence the negotiation process by providing specific and appealing facts.
Further, I understood that our ideas and beliefs might either impede or enhance our impact on the process. This is because some of the parties involved might find it difficult to enter into negotiations with objective and open minds. Failure by involved parties to appreciate and recognize that influencing others involves objectivity leads to poor decisions and an inability to determine the outcomes of the process. On the other hand, I learned that perspectives and points of view that encourage open-mindedness and frankness might help an individual to succeed in negotiations. During the role-play, I understood that perceptions do not only help an individual to influence the negotiation but also ensure that trust among the negotiators develops. Apparently, people’s tastes, ideas, values, and beliefs determine the outcome of the entire process of negotiation.
Lessons on Negotiation
During the role-play, I learned that influencing others requires strategies and tactics. First, it is important to utilize various concepts in order to increase one’s ability to determine the outcome of the process. Reasoning with the parties involved in the negotiation is a great way of increasing influence. I learned that reasoning involves using the right words to advance specific ideas and points of view. For instance, Dale began by explaining the need to enhance safety within the department. He mentioned the consequences and impacts of poor safety conditions on the company’s performance and public image. During the exercise, it was apparent that Dale was open-minded and encouraged reasonable discussions. Indeed, it was surprising that he never exaggerated his commands throughout the exercise. People ought to avoid errors emanating from bias and assumptions in order to enhance successful negotiation. It is essential to advance a specific agenda using facts about specific patterns of behavior instead of making assumptions.
Throughout the negotiation process, Dale used an effective communication strategy to advance his arguments and ideas on the safety and general working conditions. It ensured that we all had an opportunity to articulate our issues. Dale gave me a chance to explain the reason I needed the new job so badly. Listening skills were evident during the role-play. Not only did Dale allow me to present my perspectives but also jotted all the points I raised in a paper. I learned that negotiations ought to be structured in a way that enhances the clarity of messages. Besides, it is important to highlight that negotiation requires all parties to be active listeners. The rationale is that communication is a two-way process that involves listening and talking. Dale did not disrupt me during the discussion. He ensured that I finished talking before he could utter any word. This way, Dale enhanced his chances of influencing the negotiation and ensured that we were satisfied with the final decision. Specifically, Dale understood my concerns about the job and assured me that I could still keep the job as long as I continued to work hard.
Further, I learned the importance of cultivating trust during the process of negotiation. In most negotiations, parties take extreme positions owing to the fact that they view each other as adversaries. Cultivating trust requires the negotiator to be honest and candid on all issues that he or she presents. During the role-play, Dale was impeccable in ensuring that we felt comfortable before and after negotiation. He spoke to me in a friendly manner and made sure that I was able to express myself. Indeed, I began trusting him and I raised all issues that concerned my work and the new job environment. Trusting all parties in the negotiation process is one of the most important breakthroughs that a negotiator should utilize in order to influence the process. I realized that Dale was willing to share his experiences and ensure that I used them during the process. Undoubtedly, this was the major reason that enabled him to influence the outcome of the negotiation process.
Actions to Take Based on the Learnt Lessons
After the role-play, I plan to influence and determine the outcomes of all of my negotiations. I will concentrate on nurturing my skills. After the second role-play, my skills had improved drastically. This implies that negotiators require platforms where they can exercise and acquire ‘first hand’ experience on the process. I, therefore, plan to take up opportunities that provide a learning environment. Besides, I intend to nurture my persuasion skills. It was interesting to find out that Dale was very persuasive since he listened to us carefully and made decisions that were reasonable. In fact, Dale was able to convince me to the extent that I forgot some crucial information that I could have used to influence the outcome.
If I were to do the role-play again, I would ensure that my values and beliefs do not influence my judgment on the entire process. In other words, I realized that I was not open to new information. I was also dishonest in some of the information I provided. As such, I will enhance my communication skills and make sure that all information I provide is backed by facts rather than assumptions and opinions. Besides, I will cultivate and develop trust during the process. Rapport allows other people involved in the process to express themselves freely. This will not only increase my influence but also assist me to play a greater role in influencing the outcomes of negotiation.
Finally, I will explore other aspects and attributes of negotiators in order to comprehend their impacts on the process. For instance, I will examine the impacts of such demographic factors as gender and race on negotiation. This will help me to determine whether the role-play would have different outcomes when there are changes in the demographic characteristics of the participants. In addition, I will explore the importance of personal attributes such as physical appeal in influencing the process of negotiation. The exercise was very essential for us since it provided a learning environment where we could engage in the negotiation process.