Delay Tactics In Negotiation Essay
INTRODUCTION
Negotiation involves communication or dialogue between two or more parties over one or more issues to settle existing conflicts relating to issues and achieve a beneficial outcome. Negotiation usually involves solving a conflict. (Trotschel et al, 2011). For a negotiation to be effective it must:
• Result in a quality agreement that is wise and satisfies both parties.
• Foster good interpersonal relationships.
• Be efficient and consume less time and money.
A conflict refers to a competitive or opposing action of incompatibilities or a strong argument between parties as a result of discord or disagreement arising from a difference in beliefs or resistance of actions of one party by a member or all members of the opposing party
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When you do this, the other side will react. Their reaction will tell you a great deal about their situation. They may start to complain that the negotiation is now taking too long. If they do, then you now have an opportunity to renegotiate what they would like to trade speed for: more money, a better delivery schedule, etc.
However, in a negotiation, you may not be the only one who is slowing things down – the other side of the table may have decided to delay the negotiations. If this happens, then you are going to have to find a way to motivate them to speed things up (Rahim, 2010)
The type of motivation that you choose to use will depend on the negotiation that you are currently involved in. It could be you reducing the price of your product, it could be a change in some aspect of the timing associated with the deal, or it could mean you walking away from the deal altogether.
Ultimately you are going to have to develop your own personal sense of timing for each negotiation that you are involved in. You are going to have to be able to detect when a delay is occurring and you’ll need to be able to evaluate your options on what steps you would like to take in order to get things moving once
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