Answer to Question #158527 in Management for Bradley Bokang

Question #158527

You were recently appointed as the Chief Negotiator for National Education, Health and Allied Workers’ Union (NEHAWU) negotiating team that is preparing to commence negotiations on Friday, 5 February 2021 with the negotiating team for the employer, the Public Service representing all government departments nationally. Discuss in detail how your team has prepared for the negotiations, focus on the eight steps.

2 x marks for naming and explaining what each step entails, incorporate the terms of each activities involved and 2 x marks for explaining and providing a relevant example on each step.

Expert's answer

Negotiation is the dialogue undertaken by two or more parties or people with the intention of reaching an outcome that will address challenges or issues that cause conflicts among them. Negotiation has eight steps that should be keenly observed in the process implementing the discussion. The first step is preparation where the parties should know and understand what they want or expect from the negotiation. The next step is remaining open in the process of discussion. In this step, one party or individual should put their case and offer an opportunity to the other party while listening. Argument is the third step where one party supports their case while exposing that of the other party through ideas and explanation. Exploration is the fourth step where the parties seek understanding and possibility of succeeding in their negations and arguments.

Signal is the next step where the parties participating in the negotiations should demonstrate that they are ready and willing to work together. At this step the parties shows that they will reach on a beneficial agreement that will support both sides. The next step is package where the parties consider assembling potential or important trades that have been discussed throughout the negotiation. Such trades will be included in the conclusion or final agreement. Closing is the next step where the final agreement is reached after negotiations. The closing step will contain mutual agreement that both parties have consented to as the solution. The final step is sustaining where the parties in the negotiations should ensure the agreed solutions are implemented to the latter.

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