Posted: October 25th, 2023

This is a personal experience of negotiation

Final Paper
Sha Liao
MGT612
University of Kentucky

Personal Negotiation Report

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This paper aims to identify
the issues of negotiation, skills, and strategies adopted for negotiation for
conflict management to achieve the desired result.
This is a personal experience
of negotiation. A negotiation is an effective tool for the reaching to
consensus. But my experience is something different because of the poor
strategies that have been adopted by me to obtain my desired results. This is
related with purchasing an apartment and my parents and I have met many issues
to negotiate with a builder selling home. Three years ago in China, my family
moved to a new city Wuhan and we needed an apartment to purchase over there
after spending some time. we met many brokers and builders regarding the
purchase of an apartment.
The research done by my
father and I have shown the prices of property in different areas of the city.
I compared the prices of properties in different areas of the city and finalized
a meeting with a builder. The builder was a person from Japan.He was worked in
China for two years but I myself am a Chinese and the cultural issues and perceptions
of people can have endangered the negotiation process that I did not understand
before.
For negotiation over price, my
father and I called him for a meeting. The meeting was scheduled and we reached
there at the time. We saw that he was not there. We waited one hour for him.
After one hour passed, he arrived and offered his apology first for coming
late. We did not mind but when we seated for further discussion, the meeting
took the undesired turn. We started chatting. My father and I came to the point
straight that what he would think of the price that we quote for the apartment.
He was not in a hurry and asked that what I would like to eat. Certainly I was
not able to understand that Japanese builder was interested in forming a
business relationship with us. I denied his offer first but he insisted that I
should have taken something. I ordered something to eat. Then my father again
asked that what did he think about my price quote? He replied something that
was not clear to me but he asked more about our background. I was surprised and
depressed that what kind of questions he was asking. But this was his tactics
to create a good relationship with us. Offering refreshments and asking
questions is a gesture of Japanese people to create a relationship.
The negotiation strategy
should be here to avoid but I had adopted a strategy of competing. The
avoidance strategy is adopted when the issues are not important and do not act
as barriers to achieving personal objectives but I had chosen the strategy of competing.
Competing the strategy refers to strategy that is used for unpopular decisions
that are needed to be implemented and for viral issues that are important for a
person.
I was not able to recognize
the fact that I should have the understanding of cultural differences that
played an important role in the negotiation process. My father and I were
getting upset and Japanese person clearly understood this. Japanese people are
apt to read the nonverbal gesture. They like to have the infrequent eye contact
in a professional relationship. But now we were now almost staring him to look
for my answer. He ignored and offered a pleasing smile to me. We repeated our
question and this time he closed his eyes for a moment. We thought he was
ignoring our question. It is a general tendency of Japanese people to close
their eyes when they meditate. But I was unaware of this tendency.
At this time, my father and I
should have adopted compromise strategy. Compromise strategy in negotiation is
practiced when the opposition has equal power and goals are more important. Our
goal was to purchase an apartment at the lower rate but we should not have
practiced the competing strategy of negotiation.
When he closed his eyes for
meditating, I thought he was ignoring and it enraged me. I asked him curtly
that why did he fix a meeting when he was not interested to answer our
question. He was surprised but he inquired why I thought so. I reminded him his
nonverbal gesture and he laughed and said that he was thinking about my price.
I was ashamed a bit but again
I repeated my question. I said him that as my plan for this meeting was to come
to the conclusion about the price what he thought about it as I could not spend
much time in this discussion. He smiled patiently and replied that he would
definitely consider my proposal and would reply back.
At this point, it is
imperative to mention the negotiation steps that should have taken for business
meetings. A local person should be appointed to conduct the business meeting of
two persons coming from different cultures and backgrounds. By doing this, each
party can clearly understand the information and perception of each other. It
should have understood that negotiation was a team work efforts and joint
problem-solving process. We should have evaluated the alternatives to bargain
with the builder. We should have understood the interest of another party.
Tradeoffs are necessary for negotiation for joint gains.
As far as the Japanese
builder is concerned, he certainly shows a lack of professionalism but his
business ideology is different as he wants to create a relationship. Chinese
people do not believe in forming the business relationship with others and do
not delay in decision making. They are prompt and assertive. But the Japanese
people are not assertive and they do not tell any negative thing generally to
other party in the negotiation.
These factors should have
been considered by me that I did not. The resultant effect of the meeting was
that we never received a call from Japanese builder after the meeting was over.

This made me learn that there are different negotiation styles that
are suited for different situations. These are competing, compromise,
avoidance, accommodating and collaboration. The best strategy for negotiation is
a collaboration that is the best situation for every
party.

References
Conflict management strategies
and styles(n.d.).
Retrieved from
https://home.snu.edu/~hculbert/conflict.htm
‎
Dontigney Eric.5 Conflict Management Strategies (n.d.). Retrieved from
.chron.com/5-conflict-management-strategies-16131.html">http://smallbusiness.chron.com/5-conflict-management-strategies-16131.html
Ediplomat (2014). Japan.
Retrieved from
.ediplomat.com/np/cultural_etiquette/ce_jp.htm">http://www.ediplomat.com/np/cultural_etiquette/ce_jp.htm
Negotiating
International Business – Japan (n.d.). Retrieved from
.mtsac.edu/rjagodka/BUSM_51_Project/Negotiating/Japan.pdf">http://instruction2.mtsac.edu/rjagodka/BUSM_51_Project/Negotiating/Japan.pdf

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