UNIVERSIDAD DE LAS FUERZAS ARMADAS ESPE

EXTENSIN LATACUNGA
LEADERSHIP
PABLO SALAZAR
NEGOTIATION
Read the information about NEGOTIATION and answer the following
questions.
Be sure to use YOUR PERSONAL OPINION.

1. What are Hidden Agendas?

Hidden Agendas are some tactics or skills, wich are not shown to
other people
2. What are Hidden Agendas used for?
Hidden Agendas are used for negociating. Those are the result of the
impact of how one reach ones objectives and goals
3. What are the steps to uncover Hidden Agendas? Describe in
your own words each one of them.
a. Ask questions: in order to get to know others needs and wants
b. Think like a reporter: Ask more questions to validate previosu
information
c. Feel free to question responses: Understand what the person
tells.
d. Join the information and understand the persons needs and
perspectives
e. Observe non verbal language
4. From the reading, in your words ,explain what NEGOTIATION
is.
Negociation is making someone do what one wants.
5. Read the section HOW DO WE NEGOTIATE THREE ESSENTIAL
ELEMENTS IN PERSONAL NEGOTIATING and write a short paragraph
with the most important and relevant information for you. In other
words, what do you think the essential elements will contribute with
your future professional position?
To be effective you must be able to persuade others to listen to your
arguments, consider your arguments, and decide that they want to
help you achieve your goals.
In order to get along long term both individuals must develop the
desire to help the other achieve happiness and satisfaction. In a
relationship with a spouse, child or parent a consistent response,
positive or negative, on your part will condition the other person to
react in a specific way. Negotiations are colored by the natural
inclination of each person involved to trust or distrust the other. This

need to trust each other is essential for groups of people to function

well together. If you are unable to convince others to want to help
you, you will find it hard to achieve your objectives and maintain
healthy relationships.

6. From the section HOW TO NEGOTIATE, explain in your words,

how this process helps solve conflicts in different areas and
fields.
Those in Washington have had ample time to negotiate the debt
ceiling or address the national debt but the political posturing and
antics have taken away that luxury. The most important negotiating
tip to take away from this is: Do not go to Washington to learn how to
negotiate! It is obvious that most people in Congress regardless of
their political affiliation forgot long ago the basic tenants of
negotiating. To be effective you must be able to persuade others to
listen to your arguments, consider the arguments, and decide that
they want to help you in some way achieve your goals. How to
Negotiate the National Deficit and Debt Ceiling We are all watching as
our representatives in Washington struggle over their negotiations.
Conflict resolution, alternate dispute resolution, negotiations,
mediation, settlement discussions, debt restructuring, salary and
performance reviews are all examples of human interaction.
If you are unhappy with you or representative,s performance write or
email or otherwise contact the local party organization, the state
organization, and the national committee making your concerns
known.
7. What is your personal conception of POWER engaged to
leadership?
Power must be after leadership. Because leaders that come after
power are not really leaders because followers do not have another
option. On the other hand followers keep an eye on leaders that come
before power
8. Describe the approaches to negotiation.
The parties' interaction will be shaped by whether this
interdependence is positive or negative, according to Deutsch:
Goals with positive interdependence are tied together in such a way
that the chance of one side attaining its' goal is increased by the
other side's attaining its goal. Positively interdependent goals
normally result in cooperative approaches to negotiation, because
any participant can "attain his goal if, and only if, the others with
whom he is linked can attain their goals." On the other hand,
negative interdependence means the chance of one side attaining its
goal is decreased by the other's success. Negatively interdependent
goals force competitive situations, because the only way for one side

to achieve its goals and "win" is for the other side to "lose." Although
Fisher, Ury, and Patton argue that almost any dispute can be resolved
with interest-based bargaining (i.e., a cooperative approach), other
theorists believe the two approaches should be used together.
9. What is your opinion about POWER in negotiation?
A negotiator with very strong alternatives does not need the
negotiation in order to achieve at least a satisfactory outcome.
Threatening to impose harsh consequences without having first made
a firm and clear offer is actually likely to reduce a negotiator's level of
power. The ability to exert influence depends upon the combined total
of a variety of factors. A negotiator who understands the point of view
from which the other party is operating is more likely to communicate
persuasively, with minimal misunderstanding. In addition, while facts
and ideas are important in changing another person's opinions and
perceptions, the effectiveness of persuasion depends on how these
facts and ideas are selected and presented.
Negotiation is a process of communication in which the parties aim to
"send a message" to the other side and influence each other. Thus,
power in negotiation lies in the ability to favorably affect someone
else's decision.
The more extreme the opening positions are, and the smaller the
concessions, the more time and effort it often takes to move toward
agreement. In addition, as each side tries to use force to make the
other change its position, anger and resentment result, putting a
heavy strain on the relationship between the parties. Second, a
skilled negotiator who knows about the people and interests involved
as well as the relevant facts is better able to influence the decisions
of others. The abilities to listen, to empathize, and to communicate
clearly and effectively are crucial in negotiating effective agreements.
First, negotiators must make the offer attractive to the other party
and emphasize those features of the offer that the other party is likely
to find appealing.[3Negotiators should also try to formulate a
proposal, however minor, to which the other party can agree.
10.
Summarize the SIX SURPRISING NEGOTIATION TACTICS
THAT GET YOU THE BEST DEAL.
Grant and Galinsky both agree that the research is clear on this point:
people who make first offers get better terms that are closer to their
target price.(Consider real estate: a high-priced home makes us look
at all the desirable qualities, while a below-market offering brings up
a bad location or needed repairs.) Galinsky says that ideally the best
first offer is one thats just outside your partners reservation price,
but not so far that they have sticker shock. As Grant points out,
people tend to be matchers and follow the norm of reciprocity,
responding in kind to how we treat them. If we want to be trusted,
we must first offer it. Grant, and his colleague Northwestern
University professor Adam Galinsky, are well worth the read if youre
trying to bone up on your own negotiation skills. Your counter should

be based on the same information you would have used if youd

made the first offer, Galinsky says.