Introduction
Negotiation is integral to people’s lives, eliminating conflicts and focusing on shared interests. Hocker and Wilmot (2017) state that negotiation involves resolving an issue through dialogue and mutual consent. The chosen scenario for negotiations was the one involving student roommates. Madison and Ava have frequently argued over unsatisfactory behavior between them and their partners, their lack of consideration for one another, and the general disorder of the shared areas.
Recently, the issues between the two young women have become more acute. While Madison prioritized cleanliness and personal space, Ava took it personally, especially when considering her busy schedule of Ava and her being disrespected by her attitude toward her boyfriend. While I took the role of Madison, the volunteer, Ellie, took the role of Ava. During negotiation, Madison and Ava aim to find a solution that accommodates both sides’ interests, which is possible by establishing respect, focusing on the problem, and offering options.
Focusing on the Relationship
The first principle of negotiations focuses on the importance of attending to relationships. As advised by Hocker and Wilmot (2017), “Attack and research the problem, not the people involved” (p.272). In the roommate scenario, being Madison, I tried to focus on my relationship with Ava and not make it a competition where there is only one winner.
I recognized that we share a living space and need to work together to make it comfortable for both of us. Therefore, when negotiating, I focused on the issue of order in the living space, acknowledging Ava’s busy schedule. When communicating with Ava, I tried to remain as positive as possible and ensured no escalations and conflicts, which could make the resolution even more challenging.
Elements of Communication
As for the elements of communication, I faced both strengths and weaknesses. One of the objectives of negotiations is to “build positive, two-way communication and avoid telling others what to do” (Hocker & Wilmot, 2017, p.272). Among the elements of communication are verbal and nonverbal aspects that can change the course of interaction (Maude, 2020).
Taking the role of Madison, the elements of communication with which I had more success and could characterize as my strengths were active listening, expressing feelings, and focusing on the positive aspects of relationships. In my negotiation with Ava, I tried to listen to her position and her perspective and concerns. Moreover, I did not try to hide my emotions and opinions since it could lead to more passive and active aggression in the future. Finally, I focused on the value of our relationship and the need for respect for each other.
However, there were still elements of communication with which I struggled. For example, non-verbal communication was the most challenging part of the conversation. Throughout our negotiation, I feared my facial expressions and body language would send hostile signals. As a result, I had to control my emotions to continue our interaction without escalations or hurting Ava’s feelings and making her feel like her emotions were not validated.
Focusing on Interests
Furthermore, in our negotiation, being Madison, I focused on shared interests instead of protecting my position. Negotiations should not be one-sided, and respect for the other side’s interests is crucial. As mentioned by Hocker & Wilmot (2017), “When we don’t ask the other about his or her interests, we simply project ours onto him or her” (p.273). As a result, there might be conflicts between the sides. In my conversation with Ava, I tried to understand her emotions, priorities in life, and opinions. I offered a solution during the negotiation, such as a schedule accommodating everybody’s interests. Here, I focused on the primary issue while respecting Ava’s interests.
Generating Options
Another step I took was to generate options that would consider the interests of both sides. Negotiations should not be “a win-lose, zero-sum game” (Hocker & Wilmot, 2017, p.274). Instead, focusing on a win-win situation is crucial where both sides benefit from the solution (Baber & Fletcher-Chen, 2020). During our conversation, I generated options, such as setting a schedule for cleaning, boundaries around the significant others’ presence, and having a roommate meeting to discuss progress and concerns.
However, when Ava expressed her opinion about roommate meetings, saying it is time-consuming, I respectfully asked her to offer her ideas. Consequently, she offered to create a chat to share our apartment-related issues. With such a mature approach, we did not put the responsibility on only one person and did not expect only one of us to offer solutions.
Solution Criteria
Other factors to consider are the solution criteria that help find common ground. The final solution should be “fair, just, reasonable, and respects the interests of each party” (Hocker & Wilmot, 2017, p.274). The solution criteria in the negotiation process with Ava were cleanliness, respect, compromise, and fairness.
As Madison, I expected the living space to be in order. However, at the same time, I expected respect for boundaries and interests. I argued that it is crucial to compromise on our expectations and responsibilities to reach an agreement and avoid any conflicts in the future. A specific boundary and space organization system made it possible to have successful negotiations.
Achieving Desired Outcome
In the end, it was possible to achieve the desired outcome and find a solution that would respect the interests of both sides. After discussing our interests and acknowledging each other’s opinions and emotions, finding a solution and agreeing upon it was possible. Ava and I agreed to create a cleaning schedule and set boundaries around the presence of significant others.
Therefore, both sides are satisfied since, as Madison, I am satisfied that the living space I share with my roommate will be kept in order and private space will be respected. Additionally, Ava’s interests are respected, given her busy schedule and wish to meet with her significant other without conflicts and limitations. Thus, the BATNA (Best Alternative to a Negotiated Agreement) in this scenario was unnecessary.
Fair and Realistic Commitments
After examining the negotiation results, it can be claimed that they involved fair and realistic commitments. Neither side of the negotiation sought benefits only for themselves and instead focused on compromises and shared interests. The emotions of both sides were respected, and there were no expectations from each other that would lead to conflicts or burdens for each other. By finding a solution that would benefit both sides, it will be possible to establish trust and open communication (Rudd & Hughes, 2019). Thus, upon establishing fair and realistic commitments, we were willing to uphold our ends of the agreement.
Real-Life Negotiation
Although the results were successful in the above scenario and the solution was found, it can be more complicated. For example, if one or both sides have poor communication skills and refuse to compromise, focusing on the win-lose game, the negotiation might not yield any results. On the one hand, Madison and Ava’s conversation might result in a conflict, leading to a separation of roommates and their decision to find other roommates. On the other hand, women might not agree upon any solutions and continue having issues and conflicts. Therefore, Madison and Ava must be aware of the seven principles of negotiation that facilitate communication.
Conclusion
Hence, the goal of Madison and Ava’s negotiation is to find a solution to the problem that serves the interests of both parties, which can be accomplished by showing respect, concentrating on the topic, and providing solutions. It was feasible to arrive at the desired result and identify a resolution considering both parties’ interests. It was feasible to agree on a solution after addressing our shared interests and respecting one another’s feelings.
Ava and I decided to make a cleaning routine and establish limits around the presence of the significant others. Examining the negotiation’s outcomes, it might be argued that reasonable and fair promises were made. No party in the negotiation attempted to maximize their interests and instead concentrated on concessions and common goals. Although the results in the instance above were positive, and a solution to the problem was identified, things may be difficult in practice.
References
Baber, W. W., & Fletcher-Chen, C. C. (2020). Practical business negotiation. Taylor & Francis.
Hocker, J. L., & Wilmot, W. W. (2017). Interpersonal conflict(10th ed.). McGraw-Hill Education.
Maude, B. (2020). International business negotiation: Principles and practice. Bloomsbury Publishing.
Rudd, J. E., & Hughes, D. T. (2019). Negotiation preparation in a global world: Symptoms of success and failure. Taylor & Francis.