For this particular assignment I decided to reach out to an Icon a pillar to her community. I thought this time I would think outside the box. I became a member to Oprah.com. I posted a question on the main board and requested tips on deal making focused on the topics pertaining to this assignment. On a quick note, I was very impress on how easy was to join this online community and the comfortable environment in which members navigate through the different features. No I did not get to talk to Oprah herself (I should be so lucky).
Anyway, while awaiting a response I did some research on the website and learned that Oprah has some favorite authors and some happen to be big on deal making. For instance, I found her review on a book by Daniel Shapiro and Roger Fisher, which is a practical guide to deal making no less.
The book by these outstanding authors present a very basic view of the 5 basic humans desires that include appreciation (feeling valued and appreciated), affiliation (feeling a connection as a result of the negotiation), autonomy (freedom to make decisions), status (having a sense of respect), and finally a fulfilling role (simply feeling fulfilled).
Oprah’s position in deal making in relation to this needs is that these factors have to have a place on both sides of the negotiation, the more each of these needs is satisfied the more successful the negotiation will be (Oprah, 2010).
Oprah (2010) gives a brilliant example on deal making which she describe quite succinctly.
Yes, sure, we make deals all day long: I hold the door for you; you let me step onto the escalator first. A colleague asks you to proof read her report; she says something nice about you to the teacher. Think about it: When was the last time you looked at the price of a carton of milk in the grocery store and decided to try getting it for less? If you are like me, never. Haggle over the cost of a cab ride, or a dental visit? I’d rather have a root canal. (Para. 5)
So this point of view was very interesting and useful to me. I found that the context of the article was in alignment with our book for the class. This to me is very reassuring since Oprah is one of the most successful businesswomen in the country; actually her and Dolly Parton.
Regarding the best alternative to negotiate an agreement (BATNA) it's believe that BATNA has a great chance to increase negotiation power. The reasoning behind this concept is very basic and it boils down to whether or not you know all the possible alternatives to close a deal and their potential outcomes. It is a safe way to accept or decline alternatives that will directly affect your business (Spangler, 2003).
Now BATNA is not always as easy as you would want it. I experience many situations in the workplace where I needed to negotiate with management but while I was looking for the ethical thing to do for an associate they would throw politics into the mix and a lot of times I relinquish the responsibility to make the decision to my immediate supervisor because I did not agree with the outcome and felt it was not fair across the board. For example, if an associate would dispute a call I graded.
Management on site would dispute with me because they worried about their goals and escalate to my manager to get call changed to a passing grade. I felt it was unfair that other associates who would not dispute the same call would keep their fail status. This brings me to the issue of dealing with tricks and unethical practices. I do feel this was a situation on which I had to deal with a lot of negative emotions because I felt that the management team was creating procedures and policies for us to follow but then they would negate their own policies and procedures making us look like the bad guys.
The management team was using their leverage with our manager who was very worried about maintaining a good relationship with them. This taught me an important lesson in managing. You cannot always do the ethical thing unless you have the support from your immediate management team and you can only make the best of the situation
Oprah. (2010). Mastering the art of deal making. Retrieved January 7, 2011 from http://www.oprah.com/spirit/Deal-Making-Strategies-Bargains-Women-and-Negotiation/1
Spangler, B. (2003). Best alternative to negotiate agreement. Retrieved January 11, 2011 from http://www.beyondintractability.org/essay/batna/
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