Negotiators utilize various strategies to achieve their goals. These include those that explore difference in interests, among others. In general, all negotiators have an objective, which is to reach an acceptable decision. However, it is quite necessary to note that negotiation tables are usually intense.
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In fact, conflict of interest is quite predominant in negotiations. In this regard, it is necessary that negotiators employ strategies that are effective and inclusive. This paper will explore negotiation strategies in the two articles as well as their similarities, differences and applications (Jones, 2009, p. 1).
The first article, which is written by Steve Jones, provides an insight into strategies of detecting lies in negotiations. It starts by emphasizing the fact that negotiators lie in order to prevent exploitation by the other party. In this regard, Jones suggests various strategies that can be utilized to detect lies in different kinds of negotiations.
These include looking for anomalies, listening all the time, being completely aware of the other party’s behaviors and asking right questions. In the process, Jones outlines importance of psychological aspect of negotiations. Moreover, he emphasizes need for physical and psychological observation (Jones, 2009, p. 1).
The second article, which is written by Cathy Cronin-Harris, emphasizes need for proper planning before getting into a negotiating table. In this regard, she highlights the fact that negotiation theory has changed over the years. In fact, she insists that negotiations should be based on interest based bargaining instead of assertion of demands and positions. According to her, careful consideration of underlying issues is more important than previous strategies.
She therefore suggests strategies for providing effective negotiation. These include prioritizing interests, assessing the other party’s priorities, planning factual inquiries, planning of moves based on principle objectives and using money as an option to settle some interests (Cronin-Harris, 2004, p. 44).
The two articles explore strategies for effective negotiations. In addition, they both profess need to understand the other party’s interests in negotiations. For instance, Jones emphasizes need for careful observation and understanding of the other party through both psychological and physical means. This is aimed at understanding their behavior as well as unveiling hidden agendas. Similarly, Cronin-Harris also concurs by insisting that negotiators should assess the other party’s interest and priorities.
A number of differences can also be drawn from these articles. Firstly, even though they both profess need to understand the other party’s interests; Jones uses observation strategies to achieve this. On the other hand, Cronin-Harris uses interest based bargaining strategies to understand the other party.
Clearly, it can be noted that the latter is more open and transparent than the former. In essence, in jones’ strategies, one party tries to unveil what the other is hiding while in the second case, both parties present their interests and bargain based on priorities. It is also paramount to note that the second article emphasizes proper planning before negotiations. This differs from Jones view, which emphasizes scrutiny of the other party.
The two articles are important as they dig into various strategies needed for effective negotiations. For instance, Jones strategies are very instrumental in identifying major issues of concern in negotiation table. This is paramount when dealing with cunning negotiators who hide their motives.
Similarly, Cronin-Harris’s strategies are very important when dealing in open negotiations (professional negotiations) where underlying issues are analyzed to reach a common ground. In essence, Jones strategies are applicable in aggressive negotiations while the latter is instrumental in soft or professional negotiations (Cronin-Harris, 2004, p. 44).
Cronin-Harris, C. (2004). Negotiation Strategy: Planning Is Critical. Web.
Jones, S. (2009). Detecting Lies in Negotiations. Web.