Shory answer question Essay Example


1. Definitions of negotiation.

Negotiations in the Agency- Client relationships can be defined as;

  • The approaches taken to reach to some decisions or to settle disputes between the client and the agency.

  • Problem-solving process in which two or more persons or parties involved voluntarily discuss their differences and try to come up with a solution that is of interest to the parties ( Gates, 2011,243- 246).

  • The process used by the involved parties to revive an old relationship that is not working to their satisfaction or establish a new relationship where none existed before.

2. Constituents of a good negotiation.

  • Communication. The parties involved should show the willingness to respond to each other for the process to be fruitful (Goldman, 1991, 83-84).

  • Honesty. The parties in the negotiation table should tell the truth so as to set fair grounds for the process to take place (Barry et al., 2004, 71-94 ).

  • Objectivity. The involved parties should have a set objective so as to prevent the process from being governed by emotions (Roger and Daniel, 2005, 234).

  • Compromises. For a negotiation to be successful, the parties involved should be ready to compromise their stands in order to come up with a solution that satisfies the interests of all the parties (Lewicki et al., 2001, 85- 86).

3. Components of a bad negotiation.

  • Dishonesty. Telling lies in a negotiation table amounts to an unfair ground for the process as the party involved intends to gain an upper hand in the process.

  • Unwillingness to communicate. When one of the parties involved is not ready to respond to the other party, the process then becomes difficult.

  • Emotions and unwillingness to compromise rules. There are no set objectives for negotiations hence, each party want to have their own way (Roger and Daniel, 2005, 234.).


Barry, B., Fulmer, I. S., & Van Kleef, G. A. (2004) I laughed, I cried, I settled: The role of emotion in negotiation. In M. J. Gelfand & J. M. Brett (Eds.), The handbook of negotiation and culture Stanford, California: Stanford University Press. pp. 71–94.

Gates, Steve (2011). The Negotiation Book. United Kingdom: A John Wiley & Sons Ltd, Publication. p. 243- 246. Print.

Goldman, Alvin (1991). Settling For More: Mastering Negotiating Strategies and Techniques. Washington, DC: The Bureau of National Affairs. p. 83-84.

Lewicki, R.J.; D.M. Saunders, J.W. Minton (2001). Essentials of Negotiation. New York: McGraw-Hill Higher Education. p. 85- 86. Print.

Roger Fisher and Daniel Shapiro (2005). Beyond Reason: Using Emotions as You Negotiate. Washington D.C. Penguine. p.234