Table of ContentsIntroductionNegotiation Experience and Issues Raised Personal Mistakes and Lessons LearnedManagement Negotiation StrategiesConclusionReferencesIntroductionNegotiations are inevitable, especially in the dynamic contemporary corporate world. Individuals participate in negotiations with the aim of improving their working environment, their salary and their business transactions. As an employee of Avo Photonics, I have personally experienced many negotiation situations. However, there is one exceptional personal negotiation experience that I believe has truly shaped my life. The negotiation involved my intention to leave the company and pursue my MBA in Scotland. However, as an essential employee in the Product Manager role, leaving the organization would put him or her at risk of reduced revenue and production. This resulted in a thorough negotiation with management, as they were not willing to allow such a resourceful person to leave. During the negotiation period, I advocated for various things. Say no to plagiarism. Get a tailor-made essay on “Why Violent Video Games Should Not Be Banned”? Get the original essay Negotiation Experience and Issues Raised Firstly, I campaigned for a salary increase. The salary increase was only intended to help me accumulate wealth and improve my standard of living. Secondly, to continue working for the organization, I implored the management to provide me with good working conditions. The other issue I raised in order for me to continue working for the organization is that I should be given a title. After a thorough negotiation process, management agreed to increase my salary, improve my working conditions and gave me the title of product manager. The executive even considered me as the preferred employee to monitor the implementation of system applications and data processing products (SAP) in the organization as it requires critical and sophisticated skills. Additionally, since I made it known to management that my intention to leave the company was to continue my studies, they did not kill my ambitions but provided me with the necessary support, including financial aid. In my negotiation experience, management had bargaining power because they offered well-considered arguments that motivated me to continue working for the organization. For my part, on the other hand, I can say that I also had some negotiating power since most of my negotiating issues were implemented. Overall, our negotiation reached an integrative position as I remained working for the company; my salary was increased, I was promoted to a high rank and working conditions allowed me to continue my studies. Personal Mistakes and Lessons Learned Given the results of my negotiation with Avo Photonics management, it is clear that both parties involved were good negotiators. For my part, despite my intention to leave the company to continue my studies, I introduced other issues into the negotiation process such as the salary increase, the improvement of working conditions as well as the need to obtain a title. According to Thompson (2014), integrating other moving parts into a negotiation is essential to achieving a win-win outcome, as evidenced by his assertion that "in short, the more moving parts, the better the potential agreement” (p. 76). . Indeed, raising a single issue in a negotiation would mean that one party would win and the other would lose. For example, in mynegotiation with the company, further raising the issue of the salary increase and the attribution of a title was fundamental since the title would mean that more complex roles would be assigned to me, which would justify the salary increase and the attribution of a title. improvement of working conditions. . As a result, I did not have a single perception of the cake in the negotiation. I strongly believed that management would also want me to continue my studies so that my skills and productivity could increase. According to Thompson (2014) and Lee, Adair, and Seo (2011), giving up a fixed perception of the pie is important in helping the negotiation achieve a win-win situation because it allows negotiators to realize that the negotiation is not is not a competitive situation and that is why they should embrace it fiercely. It seems that I also made several mistakes during our negotiations with management. One mistake was revealing my reservations. I outlined exactly how much of a pay raise I would need and what title I thought was appropriate to give it. Expressing my reservations led management to not increase my salary more than I had indicated. According to Thompson (2014), expressing reservations during a negotiation is detrimental because it prevents the other party from offering more incentives. As such, had I not expressed my reservations, it could have played a significant role in the appropriate division of the pie. Often, according to Thompson (2014), revealing a reservation during a negotiation is worth it in two circumstances. One of the events occurs when a negotiation lasts a long time and ends almost without any agreement being reached. However, in my case the agreement had not yet exhausted my time and therefore stating the reservations was a mistake. The other situation where revealing one's reserve is justifiable is when one has an excellent BATNA (Thompson, 2014). However, in my case, I had less BATNA. Therefore, I could justify revealing my reservations. Instead, I could have waited for the CEO to first announce his offer of a salary increase and the position he would place me in. This would have played a vital role in dividing the pie since I could have responded to the offer accordingly since I had an anchor. Thompson (2014) argues that allowing the counterparty in a negotiation to make its first offer and respond in a timely manner by proposing a counteroffer is important for two reasons. One reason is that it diminishes the importance of the counterparty's initial offer as the anchor of the negotiation. As such, if I could have allowed Avo Photonics management to present their proposal first and decline it by providing a counter-offer supported by facts, I could have won more and occupied one from the highest ranks of the company. Additionally, allowing the other party to make the first offer is important to avoid the offer being anchored by the counterparty, which could have played a vital role in helping me get more out of the negotiation process. Management Negotiation StrategiesOn the part of Avo Photonics management, they were good negotiators for various reasons. First of all, they had an excellent BATNA, they supported me financially in continuing my master's studies while continuing to work for the organization. Having an excellent BATNA played a significant role in ensuring that they could manipulate me into continuing to work for the organization (Thompson, 2014). Additionally, management encouraged me to provide reservation points. Revealing my reservations gave them an anchor for the negotiation process (Thompson, 2014). According to Thompson(2014) and Sebenius (2017), a good negotiator would like to know the counterparty's reserve points. Knowing the counterparty's reservation points ensures that the other party benefits by offering only what the reservations imply (Sebenius, 2017; Thompson, 2014). Second, it was clear that management had a better understanding of what I expected from the negotiation. They appear to have done extensive research on their counterparty, which is important to achieve a win-win outcome in a negotiation. According to Wertheim (2002) and Lee, Adair and Seo (2011), the search for the counterpart, in particular its BATNA, influences the results of a negotiation so that they are win-win. Additionally, during the negotiation process, Avo Photonics made a counter-offer including a global agreement; They offered me a salary increase associated with an equivalent management position. Indeed, a comprehensive agreement gives negotiators the opportunity to capitalize on and exchange different issue strengths and preferences (Thompson, 2014; Lee, Adair, and Seo, 2011). Additionally, offering a package deal reduces the likelihood of an impasse, especially when the negotiating area is narrow. As such, the role played by Avo Photonics entering into fixed-price agreements in helping negotiations achieve a win-win situation should not be underestimated. Similarly, Avo Photonics management used its power to develop strong influence over its messages. Indeed, they used an attractive means of communication, face-to-face (Sebenius, 2017; Thompson, 2014). The choice of communication medium in a negotiation significantly influences the results (Thompson, 2014; Dobrijevic, Stanisic and Masic, 2011). In our case, face-to-face negotiation was essential because it made it easy to get immediate feedback. Additionally, face-to-face negotiation helps parties understand each other, particularly through their tone and other non-verbal cues, which cannot be integrated into different communication media such as letters and emails. . Often, some negotiations reach an impasse due to a lack of immediate feedback, which is determined by the means of communication used. Additionally, during our negotiation process, management demonstrated perspective taking. Perspective taking involves seeing the world through the eyes of the counterpart. This is evidenced by their desire to advance my studies. According to Thompson (2014) and Lee, Adair, and Seo (2011), perspective-taking negotiators are likely to take the counterparty's point of view and are too successful in identifying and achieving integrated outcomes. As such, perspective taking was important in achieving a win-win situation in our negotiation (Lee, Adair, & Seo, 2011). Likewise, management provided information about its interests and priorities during the negotiation process. According to the organization, if I left, it would incur losses since I was leading a critical department that needs impeccable skills and experience to achieve massive success. According to Thompson (2014), a negotiation in which the parties do not provide each other with information always ends in an impasse, as evidenced by the statement that "negotiations would go nowhere if the negotiators did not communicate their interest to the other party. (p. 82). As such, management's communication of interests and priorities played a central role in achieving a win-win outcome in our negotiation. Keep in mind: this is just a sample. Obtain a personalized document now from our :