Nirmal Raj M

Lessons from the MABN course

2015022

Towards becoming an Ace Negotiator

Are you a good negotiator? asked myself before choosing the course.
The only experience I had so far is bargaining at the market for reducing
price of my shopping, which could save some amount on my wallet. But,
the first lesson I learnt in this course, how bargaining is different from
negotiation. As it goes, bargaining is a situation where either one of the
parties lose and other wins, whereas in a Negotiation process, both the
parties gain something out of the transaction. The latter focus on What is
right whereas, bargaining focus on Who is right. And later the instructor
states during the session, This course is to produce Ace negotiators, this
was interesting and reinforced me to focus on the session keenly.
Understanding of concept
Power to approve doesnt give power to disapprove but to improve. One
doesnt gain any power to rule out any option or reject any solution, but
he or she got all rights to improve the solution to attain a mutual benefit.
Negotiation is all about a single framework. These 7 pillars are the key for
any negotiation process: Stakeholder - Positions Issues Interests Options Standards.
Stakeholders could be defined as an individual or a party who impact or
be impacted; or who influence or be influenced in the transaction.
Positions are the stance taken by the parties. At times, both the partys
positions might be different or they both could gain mutually if we could
tweak their positions. However, the parties decide their stance based on
the maximum gain they could get out of it. For example, in Mahatma
Gandhis autobiography, when he was travelling on train to Pretoria he
was thrown out of the First Class by the railway constable. In that situation
Gandhis position was to travel in 1st class as he owns a ticket for the
same. However, according to the co-passengers and the railway constable
they took a position of not allowing him to travel in the first class
considering him as coloured. Issues, what is the core problem of the

Nirmal Raj M

Lessons from the MABN course

2015022

transaction or the scenario? It is defined as an issue. In the case of Wyoff

and CLQ, the JV had to deal with four distinct issue. For example, the first
issue was revolving around the question Which product slate to use?. In
case of Gandhis scenario, it was, Whether M K Gandhi should be allowed
to travel in First Class?. Options, are the list of possible solutions or
alternatives that each stakeholder have. Choosing the best possible option
among the listed which is in mutual gain for both the party is the real cue.
In the case of Standards, the options should fit among any of the following
standards namely,
1. Constitutional/ Legal: If the options are in line with the legal aspects.
2. Ethical: Though it might be legally not fit, if it is ethically a right
option?
3. Substantive: If the options are according to the personal standards
of the parties.
Method:
During any transaction, each side takes a position and argues for it and
makes concessions to reach a compromise. The Positioning could be
divided as Soft Positioning or Hard Positioning. But when the transaction
includes more stakeholders the positional bargaining is not a good option
to go with. So the focus should be on interests. The interests are nothing
by the need or expectations or anxiety of the stakeholders. It arises from
either one of the above factors. The options we choose should be based
on the interests but for the good of all stakeholders. Thus the position
should be comprised within the need and expectation. The options are
then evaluated based on the standards. It should fit legally or ethically
and substantive. The solution should be based on these objective
standards. The multiple option invented should look for mutual gains in
order to finalize a recommended solution and all the options is to be
evaluated based on the standards.
In negotiation, the stakeholders are considered as the solvers of the
problem. The final goal is an outcome that is reached efficiently and with
mutual gain. The process should proceed independent of trust. The
interest of the stakeholders is to be explored and having a bottom-line is

Nirmal Raj M

Lessons from the MABN course

2015022

to be avoided. Develop multiple options, reason out and be open to any

reasons.
Application:
The framework could be applied to any issues pertaining to negotiation.
For example, if we take the Border issue at Kashmir (although I dont know
in detail description or information about the issue, I am assuming general
terms) both India and Pakistan have same position to include Kashmir in
their respective political boundary. Here the stakeholders are Indian Govt.,
Pakistan Govt., respective countries military personals, Ministry of
Defence of both countries and citizens of respective countries and this list
is not exhaustive. Understanding the interest of both the counties, a valid
solution is to be taken in order to avoid a war.
Solution generation:
A solution for a negotiation transaction is derived based on the mutual
gain for both the parties. The interest of the parties could be diverging,
but it is not necessary that it would lead to a diverging options or
solutions. Like we saw in Wyoff and CLQ case, the Federal government
and Wyoffs interest were different but they had a converging option of
installing a Usage-specific product plate. Thus, understanding the other
sides thinking is not only a useful activity but it will also help solve our
own issue. The ability to see the situation as the other side sees it as
difficult as it may be, is one of the most important skills a negotiator can
possess. That will lead to an efficient solution.
Conclusion:
Thus the course made us understand how to go about handling a different
negotiation scenario and helped us know the process of negotiation.