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UNIT 4
NEGOTIATION
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 UNIT 4
NEGOTIATION
SECTION 1

READING TIME

What Is a Negotiation?

The term negotiation refers to a strategic discussion that resolves an

issue in a way that both parties find acceptable. In a negotiation, each
party tries to persuade the other to agree with their point of view.
Negotiations involve some give and take, which means one party will
always come out on top of the negotiation. The other, though, must
concede—even if that concession is nominal.
By negotiating, all involved parties try to avoid arguing but agree to
reach some form of compromise. Negotiating parties vary and can
include buyers and sellers, an employer and prospective employee, or
governments of two or more countries. The process continues until both
parties agree to a resolution.

So, what do you think about these questions?

a. What is the main goal of a negotiation?

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 b. What do both parties do in a negotiation?

c. Which are the parties involved in the negotiation you are engaged
with?

d. Which part of the pitch can be associated, in some way, with the
resolution?

Let’s continue reading about negotiation.

What type of conflicts do you think that there could be in a negotiation?

WHAT ARE THE CONFLICT NEGOTIATION MODELS?

Here are four models often used to find solutions in conflict negotiation, with
examples:

Integrative negotiation or win-win approach

In this approach, both parties achieve or exceed their goals in a

value-creating process. Both parties look for solutions that benefit each side,
integrating the goals into one main approach. An added benefit of this
approach is that it creates a positive connection for future negotiations.

Example:

A salesperson is looking for a new job that requires less travel or a higher
salary to compensate for travel expenses. During salary negotiations with a
company, they ask to either travel less or receive more pay. The employer
can't afford to pay the salesperson a higher salary, so they offer less travel
with the possibility of some telecommuting. This is an integrative negotiation
because the salesperson can travel less and the employer can hire a
talented candidate within their company budget.

Distributive negotiation or win-lose approach

A distributive negotiation is when only one party can gain benefits. This type
of negotiation is common when there's a limited resource or the team can
only try one approach. Negotiating a specific price for a product is often
distributive negotiation, since there can be only one agreed-upon price.

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Example:

A talent agency signs a promising client who could bring in a lot of profit.
Since only one agent can represent the client, each agent needs to make a
proposition for why they're the most suitable employee for the job.

Lose-lose approach

In a lose-lose approach, neither party receives the outcome they wanted. In

some cases, each side negotiates for part of their desired goal, but they don't
get everything they expected.

Example:

Two clothing retailers in the same shopping center attempt to undercut the
other's sale price to get more holiday shoppers. If a negotiation to advertise
the same discount rates for the season doesn't work as intended, both stores
may continually lower prices to the point that neither store profits.

Compromise approach

In the compromise approach, both parties attempt to avoid a lose-lose

outcome by acknowledging they could benefit from accepting a result that
limits negative consequences.

Example:

If the same two clothing retailers agree to advertise a sale price lower than
originally intended but still profitable, they have made a compromise.

Which are the main characteristics of the different approaches?

APPROACH CHARACTERISTICS

Integrative or win-win

Distributive or win-lose

Lose-lose

Compromise

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 REFLECTING TIME

As you can see all the negotiation approaches are closely connected
to the purpose of the pitches.

Going back to our model pitch, what type of negotiation do you think is
present here? Why?

Speaker: Harrison Smith, UP School of Marine Science & Policy Master’s

student.

We've all heard that robots are taking over the job market but what if I
told you that retail and manufacturing aren't the only industries where
robots are making a splash?

Oceanography has been revolutionized with the advent of high-tech

observatories that allow people like you and me to see the ocean in
ways that people 50 years ago could only dream about. Today we
have robots that dive thousands of meters below the ocean surface
and robots that can see a centimeter from an orbit thousands of miles
away.
Now, we don't always think of satellites as robots but they are and for
oceanography, they provide an unparalleled daily global snapshot of
the world's oceans. But when it comes time to validate the data from
these multi-million-dollar taxpayer-funded ventures, we fill a boat with
people fuel, scientific instruments, we send it to the middle of the
ocean to repeat the satellite's measurements. Sounds expensive, or
tedious?
I think there's a better way, one that uses the tools we already have.
My research explores using underwater robots, called gliders, to
validate data from ocean-observing satellites. Now gliders are already
taking all the same measurements that are taken on a satellite
validation cruise at a fraction of the cost.
If we can use the resources we already have more efficiently, satellite
oceanography can rocket forward and leave the tedious jobs to the
robots. Thank you.

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 TO SUM UP

➢ IMPORTANT ASPECTS TO TAKE INTO ACCOUNT WHEN PREPARING THE

PITCH
● the HOOK, the CONTEXT, the PROBLEM, the SOLUTION and the
ADVANTAGES.
● the negotiation approach.

➢ IMPORTANT ASPECTS TO TAKE INTO ACCOUNT WHEN DELIVERING THE

PITCH
● check how you look.
● make eye contact.
● don’t speak too fast.
● don’t speak in a monotonous way.
● be positive.
● use a visual aid (flyer).

FLYER

A flyer is a single sheet of marketing collateral used to promote a product,

service, upcoming event, business, or brand in a single, eye-catching,
easy-to-digest format.

In simple terms, a flyer is a printed paper containing information about a

pitch. It is used to increase awareness and draw attention to the different
item(s).

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The main focus of creating and distributing flyers is attracting attention,
generating interest in the promoted item, and encouraging people to take
action, such as visiting a website, attending an event, or making a purchase.

The components or elements a flyer usually includes are:

● Heading: The headline or title that grabs the reader’s attention. It

aims to capture the readers’ attention and convince them to
read the rest of the content.
● Body Copy: The main body copy that follows the heading
provides users with more details about what the pitch is about.
Use only key words, do not include complex sentences.
● Images: Graphics or images used to convey the message
visually.

Example:

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 IMPORTANT!!!

➢ The more they understand your idea, the greater the likelihood of
investors, venture capitalists, and potential customers supporting or
advocating for you. Another added benefit is that visuals can elicit
emotions and emotions play an important role in decision-making.

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