Negotiation in the Built Environment
Description: Welcome to scenario one for assessment two and negotiation in the Built Environment.
Aim:
You will take the perspective of the given party in each scenario. You must identify the style of negotiator and select techniques you would use to resolve the negotiation. You need to identify if emotions are involved and impact the negotiation. You will also discuss the proposed dealtion for the dispute and its effects. In the construction industry it is very important to build long term relationships and to avoid disputes that will tarnish reputations. Long-term relationships and your own reputation must be considered.
Analysis of the Negotiator
Personality of the Negotiator
Jason Kunkel from Novartis Windows is illustrative of a strong leadership trait noteworthy by his mannerisms as he negotiates. Blunt individuals behave not like wobbling ones but are determined, make decisions firmly, and get realistic goals promptly. (Dwivedi et al., 2021, p. 36). Throughout the negotiations, Jason shows these skills by arguing for term payments to be paid earlier, even while knowing the business standard sets payments to be made later. Such goals “walk forward” and are goal-oriented, and the character is willing to show his resolve to get what he wants towards the end of the story, symbolizing his desire and wishes. This dominant personality trait is incontrovertibly the driving force in Jason’s negotiation style, and it is the basis of his strategies and tactics as he is hunting down the most bandwidth benefits for the organization (Dwivedi et al., 2021, p. 36). Jason is ready to exert control of the negotiation process through his assertiveness and seek an outcome that matches his goals. This shows his self-assurance, confidence, and aspiration to realize his interests. His dominating nature not only introduces drama to the negotiation process but also determines how the parties will interact and affect the flow of the discussion.
1.1 Techniques used by the Negotiator
Kunkel is Jason’s characterization of negotiation strategies used in discussions to further his political issues. Indeed, one of the main tactics he uses is anchoring, where his gambling losses are introduced to gravitate the blow into Randy. He does this by bringing earlier to the talking the factual information that underpins his monetary hardship in context, as this establishes a precedent of debt modification in his favour (Dwivedi et al., 2021, p. 36). In this anchoring technique, the whole object of the negotiation is to make it square with Jason’s needs and inclinations, which impacts Randy’s decision-making process as they consider going for payment variations.
Besides that, Jason capitalizes on Cunning emotional manipulation because, as a result of sympathy and urgency, Randy shows up. By sharing his financial whereabouts stories and hinting at a rapid response, Jason intends to generate empathy and requests from Randy regarding concessions (Dwivedi et al., 2021, p. 36). At the same time, the emotional appeal seeks to influence Randy’s decision-making process by addressing human feelings and instilling an obligation to respond to Jason’s requests. These skills illustrate Jason’s strategic tactics to maximize his success, facilitating the negotiations and balancing the cognitive and emotional makeup of the person involved.
1.2 Emotional State of the Negotiator
Furthermore, Jason bitterly refers to his issues, including his gambling losses and each time he gets down to the roots of gambling, he faces the fragile situation he is in. His voice and manner hint at anger or concern, during which his state of mind and his emotional condition are shown. It can be that their emotional state of Jason influences his decision-making process and, ultimately, impulsive behaviour with other emotionally charged things or exceptional urgency when he seeks a solution (Green & Johnson, 2015, p. 10). Emotions not only, to a large extent, contribute to negotiation dynamics but also influence the interaction between the parties and, therefore, can change the negotiation results. The emotional state of Jason is an additional factor to the negotiation bringing complexity; it may influence the way he approaches the negotiation as well as the relationships between the parties involved during this process.
Proposed Negotiation Techniques
Building Rapport
Building rapport is a core negotiation strategy guiding the parties towards a mutually trusting bond. The Joining power would be Jason and Randy discovering a bond or mutual interests unrelated to the negotiation per se. For example, they may exchange their sensitivity to the magnificence of the building trades or narrate some stories about completed projects and how they proved successful. Jason and Randy can engender rapport through which they will cultivate a cooperative atmosphere, thus making negotiation more flexible and stimulating a willingness to find mutually beneficial solutions comparable to two parties in a conflict (Kwibisa & Majzoub, 2018). This tactic can enhance the negotiator’snegotiator’s sensitivity to open discussion and reduce tension. Thus, both parties feel that they are opposing cooperatively, which increases the probability of reaching an agreement.
Exploring Trade-offs
Discovering such allowances is included in trade-offs so that value can be derived for both parties. The negotiation between Randy Construction and Novartis Windows shall enable Jason Kunkel and Randy to talk wisely about the compromises that might include different payment terms that fit both parties’ interests but with the mindset of mitigating possible risks for Randy Construction. In this case, Randy could consider arranging for the acceleration of certain payments; still, in. He could also extend the warranties or provide extra services for Novartis Windows in return (Scott et al., 2022). The negotiation process can be successful when parties can identify where trade-offs lie. Thus, the deal can benefit both parties, and the results must consider their interests. Engaging in such a technique can be transformative for the parties involved in the negotiations and serve as a facilitator for problem-solving and the ability to collaborate, allowing Jason and Randy to craft mutually beneficial terms that meet their needs.
Creating Value
Value generation means avoiding the zero-sum game where one party suffers a loss for another to win. Instead, it implies creating such a story of mutual benefits for both parties to gain from. When Randy Construction and Novartis Windows are negotiating, Jason Kunkel and Randy could find value by uncovering opportunities that can be teamed up or partnered to promote future deals. For example, they might brainstorm on mutual referrals or partnerships that could be advantageous for the two companies in the long run (Eldridge, 2021, P. 7). By focusing on the creation instead of bargaining, Jason and Randy will mark a transition from a theory of zero-sum to a theory of common growth and mutual success. This method can help improve future negotiations between the two parties and benefit both the construction company and the contractor by increasing their standing and trustworthiness within the given market (Dwivedi et al., 2021, p. 36). Generally, using the negotiation strategies explained above, Jason and Randy will be able to manoeuvre the negotiations with Novartis Windows cleverly, ending up with an agreement that will sustain their existing relationships and yet protect their reputation in the construction industry.
2. Resolution of Negotiation
2.1 Ideal solution
From Randy Construction’s point of view, the best way to negotiate Novartis Windows would be to find a compromise between the parties so that their requirements are met as much as possible but still keep the strict rules of payment conditions. Such could involve the parties concurring with a new payment arrangement, which fastens certain payments like milestone payments, which are paid after accomplishing certain project phases, and also those linked to project phases without being significantly different from the original agreement (Dwivedi et al., 2021, p. 36). ByBy agreeing to an earlier instalment schedule to Jason Kunkel to improve his financial condition, Randy Construction is accommodating and gracious and keeping its cash flow stable (Castaner & Oliveira, 2020, P. 965). This ideal situation, based on the principle of justice and collaboration, meets the expectations of both parties, making it possible to reach a positive outcome.
2.2 Ideal Solution Effect on Relationship
Randy Construction, simply because they have successfully resolved a negotiation dispute with an ideal solution, has emerged with the possibility of transforming their just-created relationship with Novartis Windows. The central thing is that the parties in the dispute will appreciate each other if they resolve both sides’ concerns, and thus tru, st and respect will be developed. This thus brings about a participative ambience in which the following trips will be conducted in a spirit of collaboration and not conflict (van Dale et al., 2020, p. 6474). Also, exhibiting a consistent understanding and flexibility towards one another’s demands is a key point of improvement in the later stages of a relationship. A partnership atmosphere is created beyond the ongoing project and for the long term by finding empathy towards both parties involved and an open understanding in the negotiation process.
In addition, it is necessary to acknowledge that there will only be a pocket-worthy solution with difficulties. Initially, the concession being made by either party may enable them to maintain their connection without a hitch. Nonetheless, the concession made by both could be a breeding ground for more negotiation in the future. If one party believes the other to be too accommodating, this may contribute to its exploitation or disappointment in further interactions (Mariani et al., 2022, p. 1095). Another concern is that if the agreed-upon terms are not sustainable for either of the parties in the long term, it can create problems in their long-term relationship. Consequently, the solution adopted by Randy Construction and Novartis Windows should factor in the durability of the cooperation while also looking at the total well-being of their interaction in the construction process.
Reference List
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