Review on the interview with Weiss and Hughes on the article: Implementing Strategies in Extreme Negotiations.

In the interview Weiss and Hughes defined extreme negotiations and the type of negotiations where the stakes and the risks are especially high . These normally result in extreme measure like join-ventures or nationalizing assets. In order to engage in these types of negotiations one must be able to understand the other party’s motives, have variety of possible solutions , use persuasions , show commitment to fair outcomes and focus on actively engaging In the negotiation.

This type of negotiation may go in a wrong way if the negotiators are tough. That means if the negotiators have high demands, stick at their demands and are not willing to compromise and not afraid of dead lock . On the other hand being a soft negotiator will not also be an advantage. A person should mater skills from both types of negotiations in order to successfully engage in extreme negotiations.

Most often negotiations go wrong due to misunderstanding between the parties involved. This is mainly because most negotiators act or react based on what the other side says or does. This is also a certain quality of a soft negotiator. The down side is that the if the other party’s actions are misunderstood then the response is totally based on that misunderstanding which will cripple the negotiations at hand. But the good news is that having this quality is that by assuming the other parties motives you may be able to drive the negotiation in a principled and constructive manner. Always remember to focus on the process. Don’t react to the actions of the other side but deliberately take steps to shape the negotiation process as well as the outcome.

When in doubt about the other parties motive before acting on you assumptions always question the other party and try to confirm your assumption. Asking direct questions may help to accomplish this but keep in mind to be respectful. Often tough negotiator may ask questions in a aggressive manner which may make it less likely for the other side to be forthcoming. Therefore tough negotiator should keep in mind to avoid such circumstances and be respectful and calmly resolve the matter at hand . One way of doing this is to suggest a possible resolution and ask the other side to critique it .

One important thing to remember is that these strategies are not culture specific. You need to understand the culture the people you are negotiating with to successfully use these techniques . The key point here is to first of all build a trust with the other party . Deal with the relationship issues head-on and make commitments to build the trust and encourage co-operation. In short do what you promise to do or keep your end of the deal.

In extreme negotiations an situation may occur when treats may arise from one side of the party . Tough negotiators do not succumb to threats and sanctions where else soft negotiators will . Therefore if you an tough negotiator do not be affected by this and react in an hostile manner but try to keep to calm and rationalize with the other party and make it clear to them that threatening will not give a pleasurable outcome to anyone . If you are a soft negotiator, without giving in try to overcome as motioned in the above manner. Best thing to do is to ask them what they hope to achieve by such actions and that may most likely give and insight to their motives.

Power in extreme negotiations goes to the side that is well prepared. In order to do this Focus on structured disciplined preparation, Practice on low risk negotiations beforehand, Review each negotiation and find you weakness, Get an observer to give you feedback and Teach and coach others. Also when engaging  in an negotiation Send consistent messages so that your points are clear , Develop common tools and methods that will accommodate you and remember to not to force the other side but persuade them or convince them to see your side of the story or agreement.

Overall in Extreme negotiations its import that you always get the big picture first . Don’t jump to conclusions but understand the other side and look from their point of view. This will help to uncover their motives and concerns which will in assist you in proposing multiple solutions and also to have a strong BATNA ( Best alternative To negotiated agreement) which will give you a border line to you negotiation. And always Elicit genuine buy-in and use the principles of fairness to not only to build trust but also to use it to persuade the other party and come up with a  solution for the extreme negotiation.

Types and Styles of Negotiating and Negotiators

Type of negotiations

Two main type of negotiation where discussed in class. They are Disruptive and Integrative negotiations.

In order to explain the two concepts in class two groups performed a role play to illustrate the concepts.

Disruptive negotiations

For this the group used a classic example that we see every day on the road.

Negotiating with taxi drivers.

Here two group member acted as two foreigners trying to get from kollupity to MC ( bambalapitya) . Which is a very short distance but the taxi driver took to advantage the fact they the two foreigners didn't know the distance and how much the normal rate was and charged them Rs.1000 for the ride. The foreigners who were in a rush didn't realize that they being cheated, agreed to pay that amount but when they realized their loss it was too late.

Disruptive negotiations is basically a situation when two parties cannot come to an equal negotiation where one party will lose and the other party will win. This scenario heighten some features of a disruptive negotiation.

• One party has more information than the other.
•  One party will have to give into to the other.
• Damages the relationship
• Gain by one at the expense of the other. Also known as a zero-sum negotiation.
• Relationship and reputation are irrelevant; not willing to trade value for value in their relationship.

Integrative negotiations

Here the other demonstrated this type f negotiation by resolving an sibling dispute over a will. 

Issue of the will 

When both the sisters realized that they cannot divide the father’s property on their own they went to get legal advice from a lawyer. After discussions about what both of them were willing to give up and what both of them wanted they were able to come to the agreement of selling the items they didn’t want and dividing the money and divide the property in a equal manner so that they both will be happy .

Integrative negotiations are basically a situation when two parties can come to an equal negotiation and have a win-win situation .This scenario heighten some features of an integrative negotiation.

• Both parties have equal knowledge
• All intentions and expectations are laid out.
• Usually have a good outcome if a 3^rd party is brought in.
•  Parties cooperate to achieve maximum benefits by integrating their interests into an agreement.
• Each side makes trade-offs to get the things it values most, giving up other less critical factors.
• All interests are mostly satisfied.

Principled Negotiations

This type of negation follows a set order or rules that make it easier to negotiate towards an integrative negotiation. 

1^st Principle: Separate People from the issue

One main problem when doing negotiations is that people tend to get personally involved and take the responses fro the other side as personal attacks. Separating oneself and the other side for the issues will able both parties to address the issue without damaging the relationship. There are 3 basic types of people problems

The differences on perception among the parties-

Without blaming the other side for the losses or the issue at hand both side should try to come up with proposals that would be appealing to both sides. Both parties should be equally involved in the negotiation process.

Emotions –

Both parties should take into account the emotions of the othe side and try not to respond emotionally to an emotional out burst.

Communication-

Both parties should listen to what the other side says and their view of the issues. Most misunderstandings leads to the fact that one side refuses to listen to what the other side says . Be an active listener at all times.

2^nd Principle: Focus on Interests

In order to accomplish this both parties must beware of not only their own interests but also of the interests of the other party. Once the interests are made own to each other the parties should discuss them together. By paying attention to both interest discussions should keep a look forward to the desired solution rather than focusing on the past.

3^rd Principle: Generate options

This is to generate creative options to solve the problem at hand. Participant should create options that avoid win-Lose situations and drive towards Win-Win situations .

4^th Principle: Use objective criteria

Usually when negotiating a several type of criteria will occur therefore the parties must agree upon which criteria is best for their situation.

Types of negotiators

There are two main types of negotiators

• Though negotiators
• Soft negotiators 

How deal with the opposition and how you act during the negotiation determines what type of negotiator you might be .

Tough negotiators	Soft negotiators
·         Open with high demands ·         Stick at their demands ·         Move infrequently ·         Make confessions ·         Not scared of deadlock ·         Time constraints ·         Take more than they give ·         Do not succumb to threats and sanctions	·         Open modestly ·         Move considerably ·         Make frequent concessions ·         Scared of deadlock + time constraints ·         End up giving up more than you want to ·         Succumbs to treats and sanctions

Negotiating styles

In class we discussed about 5 different styles of negotiation.

1. Competing –Negotiators that have this style are result- oriented , self-confident, assertive , are primarily focused of on the bottom line. They also have a tendency to impose their views upon the other party and can be aggressive/ domineering.Usually this type of negotiator maximizes his/her gain. (L, 2005)
2. Avoiding - Negotiators that have this style are passive , prefer to avoid conflict , makes attempts to avoid the situation , fail to make necessary steps to contribute to the solution. They avoid negotiating and gain or lose little, may be ignorant of their own options, or unable to effectively negotiate. (L, 2005)
3. Collaborating - Negotiators that have this style are honest in communication, focus on finding creative solutions , usually works towards a win-win negotiation.Employ a joint decision-making perspective, can seek integrative solutions. (L, 2005)
4. Accommodating - Negotiators that have this style makes attempts to maintain the relationship with the other party, they smooth over conflicts and downplay differences. They are most concerned in satisfying the other party.
5.  Compromising- Negotiators that have this style aim to find the middle ground , and often split the differences between positions frequently engage in tradeoffs .

Introduction to Negotiations

A negotiation is an interaction of influence. These interactions could occur for several reasons , for example to it could be the process to resolve a dispute , agreeing upon a course of action , bargaining for individual or collective advantage or it could be to craft outcomes to satisfy various needs.

Negotiations require back and forth communication in order to arrive to an agreement that leaves the other side intact and positively (Mylona, 2013).

A negotiation is a skill that should be improved by practice.  Mainly due to the lack of knowledge or practice many people take advantage of it and get their way in many situations. For a variety of reasons many people often very to avoid situations of negotiations. This is mainly due to the fact that they fear the risk of being perceived as the winner at the expense of others. But what moist people don’t realize is that negotiations can bring forward more legitimate and improved results rather than when the situation is ignored and that principled negotiation is the process of achieving an agreement or solution that is acceptable to both or all parties involved. (Britishcouncil, 2006)

Therefore it is important to understand the concepts behind negotiations and how to improve our negotiation skills. Negotiations involve 3 basic elements

•  The process: The context and the tactics used.
• Behavior: The relationship between the parties. ( is the relationship healthy and functional or dysfunctional)
• Substance : What the negotiation is about ( The agenda and the issues at hand )

For example let’s look at how a standard job interview takes place.

Process: The first contact would be through email via the internet and telephone formal meeting. The meeting would be about the qualifications, the reasons to why the candidate applied and why the candidate thinks he/she is eligible.

Behavior: The relationship would be very formal and the interview is generally held in a calm environment.

Substance: Discussion about salary, Qualifications and expectations for the job.

Process of negotiation

Preparation

This is a vital part of any negotiation. Knowing the back ground to the problem and the back ground and personality of the other side will help to come to a good outcome at the end. It would also help to determine your strength when you enter into a negotiation. (Britishcouncil, 2006)

Problem definition

Clearly defining the problem before the negotiation takes place will help to resolve any issues that either party has. And it would help to arrive at a course of action that would be fair and favorable two both parties. (Britishcouncil, 2006)

Problem solving

This is where the problem is solved and how it is done. Mostly problems are effectively solved if both parties developed the ability to think both analytically and creatively/laterally. (Britishcouncil, 2006)

Completion

This is to close the deal properly without any loose ends and making sure that the deal is watertight. (Britishcouncil, 2006)

This was an basic introduction to understand negotiations the following post will take a deeper look in to the concepts and type of negotiations.

Whats Your Goal ???

What is a goal??? When this was asked in class some students said that a goal is a target, its something to work for, it’s an aim. Well all these do describe what a goal is but my definition is “A goal is an ever changing or developing target that you work hard to reach. It’s a dream it’s a wish and a vision that we hope would come true.”   

So how do we achieve these goals we set for ourselves? Does throwing coins in to wishing fountains and wishing on starts make it a reality???  Or do we achieve goals from working hard and dedicating ourselves to the cause?? Some say that to be successful we need luck. Well if that’s the case then I say let’s make our own luck.

I think one reason to why we find it very difficult to achieve our goals is because we haven’t properly set the goal.  Therefore Most of the time we get lost along the way to our destination. To achieve the goal it must be an SMART goal otherwise it’s just a waste of time.

SMART goals

The idea of smart goals or the SMART acronym first appeared in November, 1981 issue of Management Review (vol. 70, issue 11), in an article titled "There's a S.M.A.R.T. way to write management's goals and objectives." by George Doran. SMART goals are a method used to plan out or set out goals that are reasonable and effective. Not only does this method help project managers and other leaders in business to plan out the goals of the company and the projects but it can also help to improve personal development. (Tutorwebsite, 2011)

                                                     c

This means that the goal we set has to be more specific rather than just a general goal. The goal must be clear and unambiguous.  It should indicate exactly what you want to accomplish and give specific reasons for it. (Tutorwebsite, 2011)

For example “I’m going to do better at managing my time,” is a vague statement. This kind of statements may seem overwhelming as it is more like a grand concept. (Erhorn, 2103)

Specific

Specific Goal should  avoids confusion about what is to occur or what is to improve , it has defined parameters and details are clear , it clearly specifies outcome to be reached and it should measure progress . (XavierUniversity, 2012)

To set a specific goal you must answer the following questions:

1.       Who is involved?

2.       What do I want to accomplish?

3.       Where (Identify the location)?

4.       By when do I want to accomplish it?

5.       Which constraints and requirements must I identify?

6.       Why it important?

Measurable

This is to establish a concrete criteria to measure the progress of achievements. Through this we can analyze or properly identify if we are we are on the road to success by looking at the actual behavior against this measurement. (Erhorn, 2103). Basically this a way of know if you have achieved the goal and it will also help to keep u on track and reach the deadlines properly thus effectively reaching your target.

Measurable goals Includes a deadline and Defines quantity, cost or quality .(XavierUniversity, 2012)

When setting measurable goals make sure the following questions are covered. (XavierUniversity, 2012)

• What measurements can I use?

• How will I know when it is accomplished (what tangible evidence do I have)?

Attainable

This means that the goal is Challenging but accomplished within reasonable time frame (XavierUniversity, 2012). It’s important to make sure that your goals are realistic and achievable. Once you realize your goal understand and start developing the attitudes, abilities and skills required to attain the goal. (Tutorwebsite, 2011)

When setting attainable goal always make sure if you have the ability or skill or talent or even the discipline to achieve that goal. (XavierUniversity, 2012)

Realistic

This means that the goal should be attainable and relevant. When setting a goal always bear in mind the final outcome to ensure that any progress being made is heading in the right direction (Tutorwebsite, 2011). Make sure that the goal is in match with your priorities. See if it makes make a significant impact on our overall success and not actually work against our accomplishments (Erhorn, 2103).

Always ask yourself if this is something you want to do and if it worth while.

Time bound

This simply means the goal should have a time frame or a deadline. From personal experience I can say that having a deadline always gives an extra push or motivation to finish the task and accomplish the goal. Through this you can easily plan out the work you have to do and accomplish the goal without much stress and also be organized in your work.

When setting time oriented goals, ask: (XavierUniversity, 2012)

• What is the earliest yet achievable and realistic date for this goal to be completed?

• Have I included this date in the statement of the goal (for my commitment)?

My own methods to accomplish this:

•  Have reminders.
•  Make to-do lists.
• Mark important dates (example: deadline dates) on a calendar.
• Prioritize the work according to importance.

You can use the following questionnaire to evaluate your goals (VirginiaUniversity, 2013).

S.M.A.R.T. Goal Questionnaire

Goal: __________________________________________________________________________________________________________________________________________________________________________

1. Specific. What will the goal accomplish? How and why will it be accomplished?

 __________________________________________________________________________________________________________________________________________________________________________

2. Measurable. How will you measure whether or not the goal has been reached (list at least two

indicators)?

__________________________________________________________________________________________________________________________________________________________________________

3. Achievable. Is it possible? Have others done it successfully? Do you have the necessary knowledge,

skills, abilities, and resources to accomplish the goal? Will meeting the goal challenge you without

defeating you? __________________________________________________________________________________________________________________________________________________________________________

4. Results-focused. What is the reason, purpose, or benefit of accomplishing the goal? What is the

result (not activities leading up to the result) of the goal? __________________________________________________________________________________________________________________________________________________________________________

5. Time-bound. What is the established completion date and does that completion date create a practical sense of urgency? __________________________________________________________________________________________________________________________________________________________________________

Revised Goal:

_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

There is an addition to SMART goals its expanded to a concept called SMARTER goals.

The letters S, M, A, R, T stands the same with the addition of two letters E and R.

•  E- Evaluate goals regularly and adjust them as needed to account for changes in family or job responsibilities or availability of resources. (USDavis, 2013)

•  R-Re-Do goals after the evaluation process and go through the SMARTER process. (USDavis, 2013)

Mastering your time

Time is something that we can never get enough of .Why do we need to manage time?? How important is it??  A waste of time can result in loss of money, choices, availability and most importantly a loss of time that we can never get back. Those are some of the reasons t why time management is important.

In the session we discussed various methods used by the students in the class to manage time. 

Some of the ideas or methods that were bought out was -:

·         Making a list of things to do according to importance.
·         Making time tables.
·         Using digital reminders.
·         Using post-its.
·         Noting down things to do in day planners.
·         Make metal check lists

Some of the methods bought out by the lecturer was: 
·         Delegating work.
·         Say no to unplanned activities.
·         Analyze if the unplanned distraction is important and if it needs your immediate attention.
·         Prioritizing the work

We did two activities to access of to manage our time. The first active was to categorizing the work that had to be done within the day into a table. The table is shown below.

	Urgent	Not Urgent
Important	BDT homework Get a present	Research for a project for ARMPD Make a blog
Not Important		Watch a movie

• Important -Urgent: These are the objectives that require immediate attention.
• Important – Not urgent: These are daily tasks that do not require immediate attention but are important.
• Urgent – Not important: sometimes we have to do tasks that are not important but require are immediate attention. Such tasks fall under this category.
• Not important- Not urgent: These are things we do that cannot be considered as things we have to do but things we like to do or mostly distractions.

For the second activity we were divided into groups of 4 and were told to draw a mind map based on the activities we identified in the previous activity. A mid map is basically an dynamic view or picture of the task/goals that we have to perform/ reach and how they can be done. In the mind mad we noted down the important tasks that we had to complete, the sub task / activities that have to be done to achieve them, the distractions that we face when engaging in our daily work and how we can overcome those distractions.

Some skills required to manage time more effectively are setting clear goals, breaking your goals down into discreet steps, and reviewing your progress. Some other skills or things we should how to prioritize the work.  This is to focus on urgent and important tasks rather than those that are not important. The table used in the first activity is a useful tool to achieve this. Along with these skills such as organizing a work schedule, a list as a reminder, persevering when things are not working out and avoiding procrastination are needed. (Woodcock, 2013)

The method I normally use to manage my time to make a list of all the things that I should complete in the order of importance. Personally I found the first activity we did very useful than the mid map. Since the table helps to classify the most important and urgent tasks it makes it much easier for me to apply it to my usual method and make an efficient to-do-list. Although some people use mind maps I’m not much of a fan of using it. In one way I think it’s a waste of time to draw it out. Therefore I prefer using to do lists or check lists. I think the great difficulty we will have to face when learning how to master our own time is breaking the habit of procrastination. The following are some helpful tips to learn how to manage time and get rid of distractions and break the habit of procrastination.

Techniques to become the master of your own time (MATHEWS, et al., 2013)

1. Carry a schedule and record all your thoughts, conversations and activities for a week.
2.  Any activity or conversation that's important to your success should have a time assigned to it. Use Appointment books
3. Plan to spend at least 50 percent of your time engaged in the thoughts, activities and conversations      that produce most of your results.
4. Schedule time for interruptions.
5. Take the first 30 minutes of every day to plan your day.
6. Take five minutes before every call and task to decide what result you want to attain.
7.  Put up a "Do not disturb" sign when you absolutely have to get work done.
8. Practice not answering the phone just because it's ringing and e-mails just because they show up.
9. Block out other distractions like Face book and other forms of social media unless you use these tools to generate business.
10. Remember that it's impossible to get everything done. Also remember that odds are good that 20 percent of your thoughts, conversations and activities produce 80 percent of your results.