Everybody negotiate in his or hers personal and professional lives and it is an important part of the competitive modern life. Negotiations can occur over dealing with people, business contracts, official matters, service, buying products and relationships. As James Poon (1998, p. 41) expressed that negotiation is a basic human activity. The world is like a giant negotiating table that person can negotiate many different things in different situation.
Kozicki (1993, pp. xiii - xiv) views negotiation is a simple procedure that basically a solution of two sides sitting down to reach a mutually satisfying agreement, and sees negotiation as being the art of reaching an agreement by resolving …show more content…
Power can be defined as "the ability of the negotiator to motivate an opponent in a manner that is favorable to the negotiator's negotiating objectives" (Ilich, 1980, p. 2). As Fisher noted (cited in St. Louis Volunteer Lawyers and Accountants for the Arts, 2003, pp. 1 2), negotiators who are more powerful fare better in negotiations. He has offers the following suggestions for enhancing negotiating power10, 1) the power of skill, 2) the power of knowledge, and 3) the power of a good relationship.
Conclusion and Recommendation
To Mills (1990, p. 13), a good agreement is one which works and lasts, in essence it is one that leaves both parties satisfied; and, a good negotiator11 requires to: 1) understand negotiating is always a two-way affair, 2) posses the desire to acquire negotiation skills, 3) understand how the human factor and subjects affect negotiating, 4) be willing to practice, and 5) own the integrity to create win-win solutions (Dawson, 1995). As stressed by Kozicki (1993), the global market is unkind to the inexperienced negotiator, every negotiation is different but the basics remain the same. With the negotiator understand the rules and process of negotiations, the stress, pressure and friction will disappear and eventually will actually learn to enjoy the process.
1. Brooks, Earl & Odiorne,