Negotiations are the part of the people’s everyday life because of the constant necessity to solve the issues in overcoming which several persons can be interested. From this point, negotiations are often the important element of the business process when it is necessary to discuss the controversial question with a partner and reach the outcome which can be discussed as satisfactory for both sides. The problem is in the fact the win-win outcomes are rather difficult to achieve while negotiating because of a range of factors which can influence the process of negotiations. Moreover, the parties are often interested in achieving their own goals without references to the interests of their counterparts. Thus, to create the win-win outcome of negotiations and avoid lose-lose or win-lose results is the difficult task for the parties. Peter Barron Stark and Jane Flaherty determine three main factors of the successful negotiations which can help to lead to the win-win outcomes. These factors which are based on paying attention to the interests and needs of both parties are important to be discussed with references to the problem of negotiating the issue of manufacturing uniforms for all Federal Conservation Land employees from several points.
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There are few types of negotiations which can be developed in relation to the problem of manufacturing uniforms for all Federal Conservation Land employees. They are different according to the parties which participate in these negotiations. Thus, the administration or initiators of using the uniforms for Federal Conservation Land employees can negotiate with the representatives of the organisation on the issue of the necessity to manufacture uniforms for all Federal Conservation Land employees from the point of the effectiveness of the idea and its benefits, and from the point of the effects on the corporate culture. The best outcome of the negotiations in this situation will be the focus on the necessity to use uniforms as the way to accentuate the company as the organism and refer to the peculiarities of the corporate culture (Hearn, 2011). The next type of the negotiations on the issue can be developed among the representatives of the organisation and manufacturers. The issues discussed can include the problem of the appropriate price and quality, terms and aspects of completing the order.
The win-win outcomes of negotiations make the parties be satisfied with the results of the discussion. In spite of the fact the needs of the parties can be met incompletely because of the specific features of the question, the win-win outcome is the best way to solve the problem of the interests’ divergence successfully. To achieve the win-win outcome, it is necessary to concentrate on creating the cooperative atmosphere without transferring the negations to conflicts (Lum, 2010). The first method to create the win-win outcome for a negotiation on the issue of manufacturing uniforms for all Federal Conservation Land employees is based on Stark and Flaherty’s principle to avoid narrowing the problematic discussion or negations only to one issue or question (Stark & Flaherty, 2004).
Negotiating on the necessity to manufacture uniforms, it is important to pay attention to all the aspects of the problem with determining all the possible advantages of the process for the organisation from the point of employees’ interests and the administration’s tasks. Presenting all the possible advantages and expanded arguments according to the definite position, it is possible to create the expanded picture of the problem and find more points on which parties can agree. Moreover, when negotiations are developed on the problem of features of the service, it is important to determine not only the question of price but also of terms and quality in order to examine all the aspects of the issue.
According to Stark and Flaherty, one of the main problems of negotiators is the concentration only on their own interests and needs when it is significant to admit the fact that the interests of the parties are often different, and they try to meet their own expectations (Stark & Flaherty, 2004). Thus, to reach the win-win outcome in the negotiations to manufacture uniforms, it is necessary to listen attentively to the position of the counterpart in order to determine the points which can be meet successfully for both the parties. The next method is to remember about the implicit and explicit interests of counterparts. It is often impossible to address all the needs and wants of both sides, but it is possible to pay attention to the most significant ones or easy to reach effectively. The cooperation and attention to the counterpart’s position are useful in this situation. These methods are important when the organisations discuss the necessity of manufacturing the uniforms or have the opinion on the problem of quality, price, and expediency of the process.
It is possible to lead the negations to the effective win-win outcome while paying attention to the main principles presented by Peter Barron Stark and Jane Flaherty because they depend on meeting the needs and interests of both parties without transferring the situation to the conflict.
Hearn, E. E. (2011). Federal acquisition and contract management. Los Altos, CA: Hearn Associates.
Lum, G. (2010).The negotiation fieldbook: Simple strategies to help you negotiate everything. USA: McGraw-Hill.
Stark, P. B. & Flaherty, J. (2004). How to negotiate. Training and Development, 58(6), 52-54.