Negotiation is a method through which people settle or address issues. Its objective is to ensure the realization of compromise or agreement through the avoidance of arguments and disputes between those involved. There are a number of elements that plays important roles during the process of negotiation. Some of these elements include relationship and power, among others. This task is therefore premised at discussing a negotiation process between me as an employee and my boss for salary increment. It will offer the discussion in line with the role played by relationship and power in the negotiation process. It will also address some counterbalancing mechanisms in the scenario where the boss has more powers in the negotiation. Finally, it will address the aspect of justice and how it plays a role in the negotiation.
Relationship in negotiation can be perceived as a connection that may range from psychological, economical, political or in some cases personal ( Aquilar & Galluccio, 2008) . Most skilled negotiators bank on it as a key pillar during the negotiation process. The relationship between me and my boss may determine whether the end result of the negotiation will be a win- win outcome or either of them losing from the process. If the former happens, then the situation may not be termed as fair negotiation. The role of our relationship in the negotiation process is to bring on board key elements that will convince both parties to settle on a win- win result. The first key element that it brings on board is reputation, which is influenced by the individual characters of the negotiators ( Ghauri, 2005) . During negotiation, both I and my boss will keep the track of our argument with each one of us protecting his or her reputation. Another role of relationship is on nurturing trust. It has been established that trust will cue the behavior of both the parties involved. The boss may also consider the relationship that he or she has enjoyed with me and out of trust; he may decide to increase my salary. The final role that is played by relationship in the negotiation process is on offering every individual in the negotiation table a secured platform to achieve the desired action. The boss may decide to favor me a high salary without any pressure but in a satisfying and justifying manner.
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Apart from the role played by our relationship during the process of negotiation, power equally plays a vital role. In simple terms, power is the ability to have an influence over people or situations. It eliminates any dependence from the negotiating parties. In most circumstances, the individual with more powers, in this case my boss proves to be less dependent and that puts him or her at a better stand to benefit from the negotiation. The aspect of power in this sense may favor the boss as opposed to me ( Hayden, 2010) . I may also be favored if the negotiation is addressed with the consideration of his utility within the business. What comes out clear is that, power is likely to favor one party, thus creating a need for the development of counterbalancing techniques. One of the techniques is through the consideration of one’s reputation. If the boss has trust in me and believes in the quality of my services, then he or she will be obliged to take an equal position as mine in the negotiating table. This will eliminate his o her superior negotiation powers for a higher salary. My overall worth to the boss also plays a very significant role in counterbalancing during negotiation. The boss may find it rather difficult to use his powers to achieve better negotiation outcome if most of the accrued business success is due to my efforts.
As opposed to the discussed counterbalancing techniques, justice may not be of much significance during negotiation. Its application may not be possible in the situation where, the aspect of relationship, reputation and my overall worth to the business is not considered. The process of negotiation is normally technical in several ways. It occurs in a rich and complex social setting that have vital impact on what the involved parties should expect from each other. Therefore, it has to be accompanied by certain elements to achieve a win-win result ( Hayden, 2010) . If this outcome is not achieved then one party may leave the negotiation table not contented with the results achieved.
In conclusion, during the negotiation process, certain key considerations are supposed to be taken into account. For example; the role of relationship and power in negotiation process are vital elements that may predict the outcome of the negotiation. Even though, negotiations based on relationship may at times be endless, they may lead to an outcome that is accepted by every individual in the negotiation table. On the other hand, power as mentioned may give individuals the advantage or increase of probability in achieving their objectives. The end result is on the powerful negotiators profiting at the expense of the powerless. That is why certain counterbalancing techniques have to be developed to curb such scenarios. These techniques may range from reputation through trust to my aesthetic value to that of the boss.
References
Aquilar, F., & Galluccio, M. (2008). Psychological processes in international negotiations: Theoretical and practical perspectives . New York: Springer.
Ghauri, P. N. (2005). International business negotiations . Amsterdam [u.a.: Pergamon.
Hayden, J. (2010). Negotiating in the press: American journalism and diplomacy, 1918-1919 . Baton Rouge: Louisiana State University Press.
