FEC 54 – NEGOTIATION AND LEADERSHIP

CLASS EXERCISE -1
PRIYANSHI ANAND
Question 1: Which character do you prefer to negotiate as and why?
Answer 1: I would prefer to negotiate as the Copy kitten, a Copycat starts with cooperating
and then copies whatever move the opponent makes in the last round, but a Copy kitten is the
more generous version of this; they cheat back only if the opponent cheats on them twice in a
row, in short, the Copy kitten likes to give the opponent benefit of the doubt that maybe the
first time was a mistake/accident and forgive them. Initially, we cooperate and reach out to
the other person, but we change our course depending on whom we are negotiating with as
we move forward. If the person always cooperates, we do the same, and it is a no-loss game
for both parties. However, if the other person wants their success (like the always cheater), or
does not trust (like the grudger), then after giving them two chances, we also stop
cooperating, at worst we could face minor damage because we were too good to them
initially, but that is a risk I am willing to take.

Question 2: What are some barriers to good communication? (2 marks)

Answer 2: Miscommunication is a significant barrier to good negotiation. We try to explain
our part, but that does not mean the other person completely understands it, they might have
some prejudices and did not believe us completely, or we might be lagging in our explanation
part. We might want to cooperate, but we do not know the mindset of the other person; what
if they always cheat or are just concerned about their benefit, even if it is at the cost of others,
then even if we want and try, we will not be able to have a good negotiation.
Another major issue can be a lack of trust. During a negotiation, trust is crucial; both parties
should trust each other to not take undue advantage or be selfish. Even
if we are trying our best for a win-win situation, it is no good if the person we face is not
willing to trust us. They will be like, 'this person is talking about a win-win, but I do not trust
him; what if in the end this person just took benefit of me and I am left with nothing. That
mentality will get you nowhere. By trust, I do not mean blind trust; that would be a problem
too; trust the other person when you see their sincerity and effort to build the relationship. By
trusting people, you can come to solutions in which both parties are benefited from the
decision.

Question 3: What are some good ways to develop trust? (3 marks)

Answer 3: The best way to gain trust is through communication. If you made a mistake,
apologise, explain your part and try not to repeat it, and if someone makes a mistake and it is
for the first second time, listen to them and try to forgive. Miscommunication kills trust, do
not let the communication gaps create problems between you and others, try and find a way
out, do not just ignore or give up the problems. If we put an effort to solve things, it shows
that that relationship/person means something to us and that we are sincere towards them; we
care. These things strengthen the bond build trust and faith. Also, if you are talking to
someone for the first time, be good to them, cooperate, do not be selfish and do not cheat (be
like the copy kitten).
If you are negotiating or trying to come to a decision, try that both sides benefit from the
decision, the solution may not be entirely satisfactory for both parties. However, both should
at least get something, do not be poachers. Do not take advantage of them even if you have a
naïve/cooperative person in front (like always co-operators). We need to be honest, reliable,
transparent, and helpful to build trust.