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Journal 5

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38 views3 pages

Journal 5

Uploaded by

murungimarvin98
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© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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MARVIN MURUNGI

M22B11/067

JOURNAL ENTRY FOR CHAPTER FOUR OF GETTING TO YES

This conclusive chapter informs readers that everything in the book is already known. The

reader is aware that negotiation happens at every point in our lives, from discussions with

partners to agreements with landlords and even talks with bosses. However, we need to

realize how best we can approach principled negotiation. How can we best organize our

negotiations to attain an amicable resolution? The members of the group endeavoured to

incorporate all the elements that this book highlights. Chapter 4 concentrates mainly on the

application of these tenets: separating the people from the problem or the issue at hand,

focusing squarely on the interests of either party, and generating options for mutual gain

while using objective criteria. This chapter also emphasizes that negotiation must be a win-

win exercise and not necessarily winning by sticking to a particular position but by winning a

far more important game, which the book terms as achieving a better process for dealing with

your differences.

Every negotiation begins with positional bargaining, where either party is stuck in their

position. However, this book introduces the concept of separating people from the problem.

In the role-play, the workers at the cement company are unhappy with their working

conditions. However, their boss is not convinced. He is unwilling to increase the salary or

even provide equipment that can ensure the safety of the workers in his company. The

discussion between him and the representative of the workers proves to be unsuccessful

because they are stuck in their positions. They even get into a heated argument, and no one is

ready to listen to the other. My opinion is that the owner of the company is not ready to listen

to the representative because of the way he attacks him in their discussion. The representative
of the workers is so zealous in tabling the grievances of the workers that his boss weighs it as

an attack on him as an individual. From this scene, it is impossible to achieve the requests of

the workers, like the salary increment and also a provision of headgear equipment and guard

rails and it also led to a premature judgement that the owner of the company does not care

about workers.

The workers decide to seek for help from a representative from the labour office in Masindi.

She requests for a meeting with the owner of the company. In this negotiation, she tables the

interests of the workers to the owner of the company however in my opinion I do not think

the options that were generated were for mutual gain. The owner of the company had no

representation, the negotiation was one sided and he was caved in. The owner of company

simply had to give in to the demands of the workers in order to keep them on the job. This

negotiation scene in my view also shows the use of objective criteria on the side of the

workers. They reasoned behind the company owner’s position by showing him that without

them, his company would fall. The owner on the other hand could not discredit that because

he had been outnumbered. He then tried to create a bottom line but it also could not suffice.

The role play, in my opinion, did not create a mutual gain for both parties as the book would

have envisaged however one of the parties was able to win and that was the workers. This

chapter encourages us to put the tenets that we have learnt into practice that we can be able to

develop an expertise in principled negotiation. We should not be victims to parties that may

seem to be more powerful by simply giving in to their demands or even when they decide to

incorporate dirty tricks.

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