Week 9 - Teamwork, Negotiation and Conflict Resolution.

How To Negotiate With Strangers?

It's 2016 and the business world has evolved so much, expanding it's boundaries with new companies entering the market, now locally and globally. As result, negotiating with 'strangers' from another company or another culture (representatives of these companies) is very common for knowledge workers in areas such as business and commerce. But it can also be a real challenge.

There are several things to take in consideration while negotiating with someone you don't know, whether it is formal or informal. Stein & Tantawi (2015) suggest that before the negotiation takes place one has to prepare arguments, find facts that support them, and also learn as much as you can about the other person, their culture, what they value. Apart from research, Eunsen (2012, p.412) explains that you need to have a clear goal and plan accordingly.

An important factor to take in consideration, are the emotional elements (Stein & Tantawi, 2015). When you are talking to a stranger you need to make sure you are showing respect. You need to pay attention to their emotions and try to make them feel better if they're nervous (Brooks 2015, p.60). It is essential to manage your anger and make the other person feel equal and not threatened.

Another factor that can be used to persuade a stranger are concessions. You need to give in order to get, and since you don't know the other person, giving something that's valuable to them, will make the negotiation easier. But, remember to always get something in return (Eunsen 2012, p.413).

Negotiating is a complicated process that can get even more difficult when the other person is a stranger. You should always have your goal at the back of your mind while negotiating. You want to solve a problem, so it's important to focus on the interests of each party, instead of the disagreements in order to have a positive outcome.

Click the link below if you've got some time to spare and want to learn more tips on negotiating.
https://www.youtube.com/watch?v=1FeM6kp9Q80





References

Brooks, AW 2015, 'Emotion and the Art of Negotiation', Harvard Business Review, Vol. 93, No. 12, pp. 56-64, Business Source Complete, EBSCOhost, viewed 31 January 2016. http://ezproxy.cqu.edu.au/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=111098637&site=eds-live&scope=site

Eunson, B 2012, Communicating in the 21st Century, 3rd edn, John Wiley & Sons Australia Ltd, Milton

Management Paradise, Red-Blue-Guys-Shaking-Hands, Digital Image, Viewed 31 January 2016.http://www.texasrestaurantlaw.com/file/2009/10/red-blue-guys-shaking-hands.JPG

Public Sphere 2010, 'Negotiation', viewed 31 January 2016. https://www.youtube.com/watch?v=1FeM6kp9Q80

Stein, R & Tantawi, R 2015, 'Negotiating', Salem Press Encyclopedia, EBSCO host, viewed 31 January 2016. http://ezproxy.cqu.edu.au/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=ers&AN=100259589&site=eds-live&scope=site