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A Negotiation Script

In: Business and Management

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UWA Business school | A Negotiation Script | EMPL8514 - Negotiation and Dispute Resolution | | | OCTOBER 2012 |

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INTRODUCTION
Individuals get involved and participate in negotiation, mediation, and dispute or conflict resolution virtually every day of their lives, without realizing they are doing so. Nonetheless, this occurs much too often without consciously understanding or knowing the process. Traditionally, even if we do think we have an understanding, it is typically a competitive view that sees one party win and the other one loose after intense confrontation.

When people prepare for bargaining encounters, they spend hours on the factual issues but usually no more than ten minutes on their negotiation strategy. When they begin their interaction, they think of where they plan to begin, where they hope to end up and their walkaway point. Between their opening offer and the conclusion of their encounter, most get lost because the interaction was entirely unstructured. If we understand how structured bargaining transactions are, then we know what to do during each stage of the process.

There is therefore an evident need to consider the various phases of the negotiation process, gathering a conceptual thought of how a negotiation will reveal itself which will in turn guide what we do and how we will react in each specific moment. There is a necessity to conceptualise a new script to replace the competitive one. This new script cannot be a ‘cooperative’ one either or we will always be giving in. It is therefore a mix of both that involves some tasks, and the comprehension of some ‘critical’ events.

By visualizing the procedure, and what each phase demands, we might develop a deeper understanding, and become more capable at negotiating in the course of both our professional and personal lives. It doesn't matter whether you're negotiating

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