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Factors Influencing Negotiation Process

The document discusses factors that influence the negotiation process. It identifies personal factors, role factors, situational factors, and interactional factors as influencing negotiations. Personal and situational factors include personal relationships between parties, fears, mutual obligations, future considerations, positions of power, and the place and time of negotiations. Role factors comprise power and authority, goals and interests, communication styles, information and knowledge, trust, and cultural backgrounds. Interactional factors refer to elements of interaction and communication between parties, such as emotional intelligence, cultural intelligence, and communication styles.

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Emin Boban
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278 views

Factors Influencing Negotiation Process

The document discusses factors that influence the negotiation process. It identifies personal factors, role factors, situational factors, and interactional factors as influencing negotiations. Personal and situational factors include personal relationships between parties, fears, mutual obligations, future considerations, positions of power, and the place and time of negotiations. Role factors comprise power and authority, goals and interests, communication styles, information and knowledge, trust, and cultural backgrounds. Interactional factors refer to elements of interaction and communication between parties, such as emotional intelligence, cultural intelligence, and communication styles.

Uploaded by

Emin Boban
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Factors

Influencing
Negotiation
Process
 Negotiation: Negotiation involves two or
more parties who come together to reach some
end goal through compromise or resolution that
is agreeable to all those involved. One party will
put its position forward, while the other will
MEANING either accept the conditions presented or
counter with its own position. Eg: Negotiating a
job offer, buying and selling property or
equipment etc…
Factors influencing Negotiation process

*Personal Factors
*Role Factors
*Situational Factors
-Physical Factors
-Social Factors
-Issues
-Factors of interpersonal orientation
*Interactional Factors
Personal And Situational Factors that affect the Negotiation
▪Personal relationship: The conduct of negotiation is influenced not only by the real situation of the matter
but also by the relationship between the two persons or parties involved in the process of discussion.
▪ Fear: Often our bargaining power is conditioned by our fear of the other party’s authority, power, higher
connections and the capacity to harm.
▪Mutual Obligation:The memories of well done in the past by the other party also act as an influence on
us.
▪Future Consideration: When personal relationships are at stake we may not wish to win the argument,
especially when good relations between the two parties are likely to be affected.
▪Practical Wisdom: Fear of losing good opportunities in the future is a strong factor in our bargaining and
negotiation position and power.
▪Position of Power: To be a good negotiator, it helps to be in a powerful position. Just recollect the
experience of you as a child or student when our parents and teachers negotiated better with us using
their position of power.
▪Place &Time: The place of meeting for negotiation influences one’s level of confidence and the time
should be adequate for the smooth exchange of ideas through different stages of negotiation.
Role factors
▪Power and Authority: The relative power and authority of the parties involved can
affect how they negotiate and the outcome of the negotiation.
▪Goals and interest: Each party’s goals and interest can shape the negotiation process
and determine what they are willing to accept or reject.
▪ Communication Style: The way that parties communicate during the negotiation can
influence the outcome, and different communication styles can lead to conflicts or
facilitate cooperation.
▪Information and Knowledge: Parties with more information and knowledge about the
subject of the negotiation may have an advantage in the negotiation process.
▪Trust: The level of trust between the parties can also affect negotiation process in
positive or negative way.
▪Cultural background: Cultural background can influence the negotiation process,
including communication style,decision-making,relationship building.
Interactional Factors
Interactional factors are elements that pertain to the interaction and communication
between the parties involved in a negotiation. These factors can include things like the parties
Communication styles, their ability to collaborate and find common ground. These factors can
have a significant impact on the negotiation process, influencing the outcome of the
negotiation and determining whether or not the parties able to reach a mutually beneficial
agreement.
Factors such as emotional intelligence and cultural intelligence considered as important
interactional factors.
▪Emotional intelligence: It refers to the ability to recognize, understand and manage one’s
own emotion, as well as the emotions of others. EI can play a key role in the negotiation
process, as it allows the parties involved to better understand and respond to the emotions of
their counterparts.
▪Cultural intelligence: It is the ability to understand, appreciate, and effectively navigate
different cultural perspective and norms. Cultural intelligence can be especially important in
negotiation, as it can help the parties involved to better understand and work with people
from different cultural backgrounds.
Thank You

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