Home' Trinidad and Tobago Guardian : February 11th 2014 Contents B3
Tuesday, February 11, 2014 www.guardian.co.tt Guardian
A Chaguaramas-based shipworks company seeks suitably
Diesel Mechanics - to support Mechanical operations and
work on Mechanical equipment in the Mechanical
Engineering Department to ensure same are well-maintained
and serviceable at all times for the Department and the
company. Ideal candidate shall have a demonstrable back-
ground in heavy Industrial/Mechanical operations and
activities, with at least 5 years' related experience working
on forklifts, manlifts, skid-loaders, and other such heavy
diesel equipment (maintenance / repair inclusive).
Certification or diploma in mechanical engineering or
related disciplines will be an asset.
Interested persons should submit curriculum Vitae with
relevant documents and certification to The. Human Resource
Manager P.O. Box: 2874 TT POST, Chaguaramas And/Or to
firstname.lastname@example.org no later than February 19 2014.
Unsuitable/Late applications will not be acknowledged,
Reviewed / confirmed by:
Approved for issue/ publication by:
Elements of Negotiation
Process- The way individuals negotiate with each other is called the process of
negotiation. The process includes the various techniques and strategies employed
to negotiate and reach to a solution.
Behaviour- How two parties behave with each other during the process of nego-
tiation is referred to as behaviour. The way they interact with each other, the way
they communicate with each other to make their points clear all come under behav-
Substance- There has to be an agenda on which individuals negotiate. A topic
is important for negotiation. In the first situation, going for the late night movie
was the agenda on which you wanted to negotiate with your parents as well as
To conclude, negotiation is simply a technique, a discussion among individuals
to reach to a mutual agreement where everyone gains something or the other and
conflicts are avoided.
Negotiation is defined as a discussion among indi-
viduals to reach to a conclusion acceptable to one
and all. It is a process where people rather than
fighting among themselves sit together, evaluate the
pros and cons and then come out with an alternative
which would be a win win situation for all.
Sam wanted to purchase a mobile handset, he tried
his level best to buy it at the lowest possible rate and
the shopkeeper also ensured that he could earn his
profits as well. Thus the negotiation benefited Sam
who didn t have to shell out loads of money and the
shopkeeper was also satisfied because even he earned
Negotiation helps in reducing conflicts and disputes
among each other. Negotiation is essential in every
walk of life for a peaceful and stress free living.
Let us go through various models of negotiation:
• Win Win Model - In this model, each and every
individual involved in negotiation wins. No body is
at loss in this model and every one is benefited out
of the negotiation. This is the most accepted model
Let us understand it with the help of an exam-
ple:Daniel wanted to buy a laptop but it was an expen-
sive model. He went to the outlet and negotiated
with the shopkeeper to lower the price. Initially the
shopkeeper was reluctant but after several rounds of
discussions and persuasion, he quoted a price best
suited to him as well as Daniel. Daniel was extremely
satisfied as he could now purchase the laptop without
burning a hole in his pocket. The negotiation also
benefited the store owner as he could earn his profits
and also gained a loyal customer who would come
again in future.
• Win Lose Model - In this model one party wins
and the other party loses. In such a model, after
several rounds of discussions and negotiations, one
party benefits while the party remains dissatisfied.
Please refer to the above example once again where
Daniel wanted to buy a laptop. In this example, both
Daniel and the store owner were benefited out of
the deal. Let us suppose Daniel could not even afford
the price quoted by the storeowner and requests him
to further lower the price. If the store owner further
lowers the price, he would not be able to earn his
profits but Daniel would be very happy. Thus after
the negotiation, Daniel would be satisfied but the
shopkeeper wouldn t. In a win lose model, both the
two parties are not satisfied, only one of the two
walks away with the benefit.
• Lose Lose Model - As the name suggests, in this
model, the outcome of negotiation is zero. No party
is benefited out of this model.
Had Daniel not purchased the laptop after several
rounds of negotiation, neither he nor the store owner
would have got anything out of the deal. Daniel would
return empty handed and the store owner would
obviously not earn anything.
In this model, generally the two parties are not
willing to accept each other s views and are reluctant
to compromise. No discussions help.
Let us understand the above three models with
an example from the corporate world.
Mike got selected with a multinational firm of
repute. He was called to negotiate his salary with
Sara- the HR Head of the organization.
Case 1 - Sara quoted a salary to Mike, but Mike
was not too pleased with the figure. He insisted Sara
to raise his salary to the best extent possible. After
discussions Sara came out with a figure acceptable
to Mike and she immediately released his offer letter.
Mike got his dream job and Sara could manage to
offer Mike a salary well within the company s budgets
- A Win win Situation (Both the parties gained)
Case 2 - Sara with her excellent negotiation skills
managed to convince Mike at a little lower salary
than he quoted. Mike also wanted to grab the oppor-
tunity as it was his dream job and he was eyeing it
for quite some time now. He had to accept the offer
at a little lower salary than expected. Thus in this
negotiation, Mike was not completely satisfied but
Sara was - A win lose negotiation
Case 3 - Mike declined the offer as the salary
quoted by Sara did not meet his expectations. Sara
tried her level best to negotiate with Mike, but of no
use.-A lose lose model of negotiation. No body neither
Mike nor Sara gained anything out of this negoti-
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