In everyday communication revolving around every aspect of life, there is an element of negotiation. The subject of negotiation can range from small arguments as in the case of higher salary demands to international disputes. Positional bargaining is the main basic form of the negotiation process as each side will argue and try to support their stand. Negotiation of this kind is at times very simple, and despite achieving acceptable results, the issues are not resolved efficiently (Hopmann, 2010). In management, negotiation is imperative for it allows the managers to get from people what they would want.
At times, negotiations end up leaving the parties dissatisfied and this at times can be because of the relationship and power factors playing a role during the process. There are different kinds of power, and they come from different sources. Some of these power instances can either lead to positive results during the negotiation process while others will further deepen the rift between parties involved. However, most people have come to associate power with negative compliments such as having the ability to coerce an individual into doing something. As in the stated case, the main source of power is originating from the organizational position “the boss” is holding. Being the individual who has authority over employees in the organization he has the capability to sue his influence when negotiations are underway and make the final decision. Power can also bring about the conflict in the negotiation process by the party holding power forcing the other to do what they are unwilling to participate in. However, power has the potential for a meaningful implementation during the negotiation process (Karnieli-Miller et al., 2009).
Delegate your assignment to our experts and they will do the rest.
During a negotiation, a relationship can exist in the form of a personal, economic, psychological or political connection between parties involved. In any negotiation, there is a need for the trust which is built by positive negotiation relationships. Individuals will always view a final suggestion by another as being acceptable and less risky if they have trust in them. For a manager, they can build positive relationships through a two-way communication mechanism with their followers, reliability and respect any contributions made by his/her subordinates (Olekalns and Smith, 2009)
Going into negotiations with an individual who has more authority than you can be an unnerving prospect. As in this case, asking for a higher salary from your Boss and being successful will depend on the approach you use during the negotiation process. Most experts have always said that there is “strength in weakness.” A person who has more power, at times that power can make them lack the capabilities of understanding how other people feel, see things and think. Being in a less dominant position will give one the ability to know what the ruling party wants and how best can I deliver my request.
One way is through understanding my goals and my boss’s goals. For my boss, a salary increment would not be something that he is willing to offer because that would mean an increase in the operational expenses of the company. By understanding my goals, I will be able to determine what might cause, me to walk away from the negation table with my boss. This will allow me to come up with a strategy that is within acceptable terms and can be met by the boss.
Listening and asking questions can also help one in countering a more powerful boss during negotiations. Listening will help in building trust and allow me to ask questions. As such, this will give me an opportunity to defend my position. In case the boss is unable to defend their position, this is a score for me because the power will be shifted a little bit. In case the boss says that it is not the right time for salary increment, I can pose a question, for instance, you would ask him “When is the right time?” When armed with such questions, it will be easy to show him that there is no difference between that time as per his views and your time.
Getting reactive and taking matters too personal when requesting for a salary increase or when holding a negotiation is a huge mistake. In case the boss makes a threat, and you make counter it, this will bring an end to the negotiations. Nevertheless, you should keep your point of discussion basing on results and not fall to the temptation of confusion with the threat. This will allow you to tune the negotiation towards your way and might even get the salary increment. One should be flexible for it is wise to have an understanding of an entire terrain rather than a single path through a forest. By this, one should not only be limited to one strategy as in this case; one should not just want an entire added percentage to the strategy at once. By remaining flexible, it will allow you shape a negotiation into a solution that does not just work in your favor but gives the boss a mindset that they have “won.”
In this case, trust cannot play any role in the negotiations with my boss. Being a more powerful boss, it means that he uses his power coercively to get things done. As for trust, it is very slippery when negotiating. The reason for people getting into negotiations is that one would want to reach a deal with other party and through trust; a good-faith deal is achievable. Following the coercive nature of my boss, there is no trust between him and me. This means that, despite the deal that will be entered, one is still not sure whether what has been promised will be implemented.
Reputation allows for a negotiation to attain a win-win outcome. When one has a reputation of bringing fair, honest and has a willing of doing what is right, the negotiation process will be smooth. However, in this case, my boss is unwilling to do the right thing and dictatorial which means that the negotiation process will not be easy. Nevertheless, through justice, I can get the boss to adhere to my pleas. It is because, in the case of a work contract, a salary increment is necessary. The boss will be compelled by the courts to increase it. However, in the case where there is no formal contract relating to salary increments, justice will not play any part.
It is evident that negotiations are used in determining various aspects of life. However, the relationship and power that exists between the parties involved in the process will determine the outcome of the process. A party that has authority over the other should not overstep their powers during the negotiation process. This will result in a bad relationship between parties involved in negotiation process which will most likely have negative outcomes.
References
Hopmann, P. T. (2010). Synthesizing rationalist and constructivist perspectives on negotiated cooperation. International cooperation: The extents and limits of multilateralism.IW Zartman and S. Touval, Cambridge, Cambridge University press , 95-110
Karnieli-Miller, O., Strier, R., &Pessach, L. (2009). Power relations in qualitative research. Qualitative Health Research , 19(2), 279-289
Olekalns, M. & Smith, P. L. (2009). Mutually dependent: Power, trust, affect and the use of deceptionin negotiation. Journal of Business Ethics , 85(3), 347-365
