Negotiating Strategy on XYZ Airport Services Essay

Negotiating Strategy on XYZ Airport Services - Essay Example Under this stage, XYZ should get to know the other party (Airport Authority) by initially setting an appointment. Before making any attempt to establish a wide-range of the settlement with the Airport Authority, the top management of XYZ should carefully plan on some strategies that could enable both parties to come up with a win-win situation or conduct negotiations on neutral ground (Guirdham 2002, pp. 400 – 404). Since negotiation process is dynamic by nature, Shell (2001) suggests the need to be careful when choosing the best bargaining style. In line with this, negotiator such as in the case of XYZ company should consider not only the culture but also the personality of the people behind the Airport Authority. For instance: The personality of the people behind the Airport Authority is outgoing. Therefore, it is necessary on the part of XYZ company to satisfy the personality, needs and wants of the people behind the Airport Authority. Since most of them are outgoing people, XYZ management should invite and treat these people to have lunch or dinner as a group meeting or play golf while discussing the issue involved. This strategy will enable XYZ management to easily win the trust and sympathy of the people behind Airport Authority. Becoming familiar with the entry phase of negotiation is a crucial factor that determines whether or not the outcome of a given negotiation process can be successful. Right timing is very important in the negotiation process. As explained by Zartmann (2002) and Rubin (1989), the process of knowing the phases of negotiation could somehow enable the negotiator to know whether or not it is the right time to begin the pre-negotiation stage, the formal negotiation stage which normally takes place after the preparation stage, and ends the bargaining process which is the post-negotiation stage.