The History Of The Negotiation Power Tourism Essay

The History Of The dia poundue Power Tourism tasteIn general, dialogue mean bargaining play between ii or more(prenominal) parties seeking to discover a common undercoat and reach an agreement to settle a matter of mutual tending or steady down a involvement (Business Dictionary.com). According to Fisher Ury in their book acquire to YES Negotiating Agreement without Giving In, negotiating is a raw material ways in feelting what you want from other messs (1981). While in Oxford Dictionary, dialog mean discussion aimed at reaching an agreement. In Women Are Getting Even (WAGE) website, they interpret negotiation as conversation between deuce parties in order to mention an exchange. According to Rusk (2006), the meaning of negotiation is discussion intended to produce an agreement. It too bay window be referring as common solutions that used to prepare a decisions and settle down the problems (Moore, 2012), a process which is deuce or more parties attempt to agree o n the rate of goods and works that they exchange (Robbins Judge, 2003). Conflict and negotiation argon a detail of every sidereal day work-life, yet it often produces anxiety (Cutts, 2012).The UK Border performance has announced that t here be st bad technical problems with online skirmish service (Kelly, 2012). This statement files that sometimes online involvement faced a problem such(prenominal) as lost record (Kirschbaum, 2009), security issues (Fane, 2010) and technical issues (Scoot, 2012). There argon problems that faced by node when they used online booking system. Despite the fact that all the respondents (except for one) use computers al more or less every day, 14% believe that booking online is not securing in general (Bogdanovych et al, 2006). Conflict perish because of these problems. Conflict happen when people did not agree with the issue, it provide wee a grinding or tension between that individual or groups (Nahavandi, 1999). Negotion is a process that examining the facts of smirch, exposing the interest of both parties involver and bargaining to solve the conflict as more as possible (Moore, 2012). talks permeates the interaction of almost everybody in the constitution (Robbins Judge, 2003). According to Lucas (2008), conflict might occur because of differing perception, inadequate or wretched communication and also contrary expectations. These problems often happen when dealing with client especially in perish agency. In tourism indus soften negotiation is an important process to gain a mutual agreement of something, especially to run low agencies. It is crucial for them to confirm what their node wants and need. Through negotiation conflict between travel agency and customer can be reduced. Negotiating by areas of conflict can often dealer to win-win situations agreeable to parties, reducing ill felling and conflict (Queensland Government, 2011). Travel agents fix the negotiation power because they have maximal choice to offer to their clients (Travel Caf Inc 2011). This means they have variety of choices that they can bind from their travel suppliers and they can give us the beat out deal with best value of possible. Online booking lack of firsthand knowledge and rarely gives customer opportunity to speak with someone knowledgeable slightly service that they are booking (Morelock, 2012). The clients and travel agents can assists us to get what we want in our vacation.Online booking allow customer to take a leak all travel plans on the internet means they can do it any time of the day or night at home or while theyre on their lunch break at the office (Oakley, 2012). It is true when we are doing booking online we can make a booking everywhere and anytime but we cannot talk over the price of the tourism product that we wish to book. If we are negotiating with travel agents, we have the chance to get lower prices as possible. Price negotiation normally occurs during purchasing of mater ials or supplies (Francois, 2012). For example, if a travel package to Cameron Highlands costs about RM300 for two nights, the clients can negotiate the price lower and can get around RM250. With negotiations, both parties will receive their own benefits and it is a win-win situation (Rusk, 2006). When customer asks an agent to negotiate, means customer are essentially postulation the agent to subsidize their vacation (Brock, 2009) but by dint of online system, customer had no change to negotiate with an agent because the price is fixed. The Marriott International, Hilton Hotels, Sheraton Hotels Resorts and others was charged in San Francisco federal Court on charges conspired to use their market dominance to fix the hotel prices with travel websites like Travelocity, Booking.com and Expedia, a subsidiary of Priceline.com From this case we can see that customer cannot negotiate the price because the price is fixed. The aim of the negotiations is to patch up the price that is a greeable for both parties (Francois, 2012)From price negotiation process it becomes bargaining process. Negotiations commonly follow a process of positional bargaining (Cutts, 2012). Oxford Online Dictionary give two interpretation of bargaining, the first is an agreement between two or more people or groups as to what each will do for the other. The gage is a thing bought or offered for sale much more inexpensively than usual or expected. There are two types of negotiation which are distributive bargaining and integrative bargaining (Robbins Judge, 2003). Distributive bargaining also called claiming value, zero-sum or win-lose bargaining is a competitive strategy that is used to decide how to distribute a fixed resource such as cash (Spangler, 2003). Honeyman (2012), interpret intergrative bargaining as one of platform which party try to understand interests of another party, on the expectation that it will helping the resistance to create solution as responsive its own concer ns. According to Tewart (2012), more times people say they dont like to negotiate (bargaining) yet, they still pasture around and never pay full price. The word bargaining here does not only mean price negotiation, it is a much tell and broader term (Management Study Guide, 2012). Customer also can bargain to micturate his or her own trip with or without help from a customer care executive (Agarwal, 2012), asking whether travel agency offer travel insurance (trip Travel Responsibility Informed Protected, 2012) and a customer can seek redress under certain circumstances commonly referred as the right to repair, replacement or refund (Government of South Australia, 2011). These are things that customer can bargain with travel agencies.The freedom of customer is restricted when they make booking through online. Customer cannot confirm their special requirement when make the online booking through the hotel reservation system (Vyas, 2010). For example, when they make booking thro ugh hotel reservation system, if they have something that they dont understand, no place for them to raise the questions. According to Lloyd, booking online doesnt have individual to deal with booking process, it leaf to customer to shoot and understand the complicated terms and conditions. One of the advantages of booking direct with the hotel, by phone or email, is that customer can request a specific room of the hotel and they cannot normally do that online or with an agent (Trend, 2010)According to Tewart (2012), most people act in their best interest and most people who say they dont like negotiating, actually still want to. This statement show that customers still whop to negotiate and online booking system prevent them from doing it. Negotiation is needed in order to secure the resources required for successful foresee completion (Evans Lindsay, 2008). Through negotiating win-win solutions with customers it will not only give your come with the best chance to succeed but will also create relation between customer and your company for future sales opportunities (Douglas, 2003). Negotiation also can increase clarity about the problem, can lead to innovative breakthroughs and new approaches, involvement in conflict can repoint approaches to bargaining, influencing, competing and also can focus more attention on basic issues and lead to solution (Wertheim,1996)Vyas, J. (2010, expansive 10).Disadvantages of booking online on travel portals. Retrieved from http//ezinearticles.com/?Disadvantages-of-Booking-Online-on-Travel-Portalsid=4832401Web log message. (2012). Retrieved from http//www.wageproject.org/files/neg.phpQueensland Government , Department of Employment, Economic Development and Innovation. (2011).Negotiation skills. Retrieved from website http//www.skills.business.qld.gov.au/running/1172.htmhttp//www.businessdictionary.com/definition/negotiation.htmlOakley, R. (n.d.).The advantages of online reservations. Retrieved from http//traveltips.usa today.com/advantages-online-reservations-63078.htmlLucas, R. W. (n.d.).Responding to conflict with customers. Retrieved from http//www.selfgrowth.com/articles/Responding_to_Conflict_with_Customers.htmlLloyd, M. G. (n.d.).Advantages and disadvantages of an online booking system read more Advantages and disadvantages of an online booking system ehow.com http//www.ehow.com/info_8780323_advantages-disadvantages-online-booking-system.htmlJohanson, M. (2012, August 21).Travel websites, hotels accused of price-fixing. Retrieved from http//www.ibtimes.com/travel-websites-hotels-accused-price-fixing-751937Brock, C. (2009, July 13).Negotiating rates and fares with travel agents. Retrieved from http//ezinearticles.com/?Negotiating-Rates-and-Fares-With-Travel-Agentsid=2603163Tewart, M. (n.d.).People still love to negotiate. Retrieved from http//www.expressyourselftosuccess.com/people-still-love-to-negotiate/Trend, N. (2010, February 11).http//www.telegraph.co.uk/travel/columnists/nicktrend/721 3438/hotel-booking-should-you-use-an-online-agent-or-go-Bargaining power of customers. (n.d.). Retrieved from http//www.managementstudyguide.com/bargaining-power-of-customers.htmTop questions to ask your travel agent. (n.d.). Retrieved from http//trip.ustia.org/ safety/articles/1233/top-questions-to-ask-your-travel-agent/Government of South Australia, Business, Industry and Trade Department. (2011).Refunds to customers. Retrieved from website http//www.sa.gov.au/subject/Business, industry and peck/Starting and managing a business/Running a business/ interchange to customers/Sales practices in your business/Refunds to customersCutts, R. N. (n.d.). Using principled negotiation to resolve workplace issues.Conflict Management, 3. Retrieved from http//nl.walterkaitz.org/RNicoleCutts_PrincipledNegotiation.pdfSpangler, B. (2003, June).Distributive bargaining. Retrieved from http//www.beyondintractability.org/bi-essay/distributive-bargainingSpangler, B. (2003, June).Integrative or interest -based bargaining. Retrieved from http//www.beyondintractability.org/bi-essay/interest-based-bargainingAGARWAL, S. (2012, October 08). Want to make your own travel itinerary? here are few portals that will help you.The Economic Times. Retrieved from http//articles.economictimes.indiatimes.com/2012-10-08/news/34322860_1_travel-agents-travel-itinerary-travel-hotspotFrancois, C. (2012).What is price negotiation?. Retrieved from http//www.wisegeek.com/what-is-price-negotiation.htmNahavandi, A. Malekzadeh, A.R. (1999).Organizational way The Person-Organization Fit (ch. 13).Upper Sandle Ridge, NJ Prentice Hall.