International Business Negotiation University Of Northampton Negotiation

3854 words - 16 pages

Module Code STRM060
Module Title International Business Negotiation
Local Tutor
Module Tutor
Mr. Michael Chance
Mr. Dean Brookes
Student Name Mithra Sugumaran Sanga
Student ID Number 18423705
Assignment Title
Assignment Due Date
Intake
Critical evaluation of Lewicki’s
statement‘Negotiation is not a process
reserved only for skilled diplomats,top
sales person or ardent advocate for an
organized lobby; it is something that
everyone does, almost everyday’
6th August 2018
Feb 2018
2
Contents
1. Introduction ............................................................................................................................ 3
2. Literature review .................................................................................................................... 3
2.1. Theories of negotiation.................................................................................................... 3
2.2. Effective negotiation skills .............................................................................................. 6
3. Analysis of Lewicki statement ............................................................................................... 7
3.1 How trained and untrained negotiators use BATNA ....................................................... 7
3.2. Arguments for Lewicki statement ................................................................................... 8
3.3. Counter Argument of Lewicki Statement ..................................................................... 10
4. Conclusion ........................................................................................................................... 10
5. Reference ............................................................................................................................. 11
3
1. Introduction
Negotiation is a common process which people do in their day today life. Starting from
negotiation between two countries about the agreement on nuclear weapons to negotiation
between two friend about the place to hang out for dinner. But the successful negotiation ends
up by planning and following the process of it. Therefore, for an effective negotiation Lewicki
statement is not applicable. Hence, I disagree with Lewicki statement.
“Negotiation is an instrumental process, for achieving the desired results in the company. It is
therefore necessary for a company to adhere to the strict process and stages of negotiation”
Negotiation is majorly a problem solving which is done jointly or by decision making process
(Carroll,1988), which requires exploration and a flexible thought to discover creative solutions
instantaneously. There are different studies carried out for performing negotiation such as Arts
and Sciences of Negotiation which involves innovative side by side joint problem solving
(Raiffa ,1982). Similarly, The Manager as Negotiator studies suggest the parties to treat the
negotiation as a solving the joint problem. Therefore, in case of handling...

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