Case 1: Capital Mortgage Insurance Corporation
By Unknown
This paper is being submitted in partial fulfillment of the requirements for HRM-595
DeVry-Keller Graduate University
School of Management

Guidelines You Should Follow During a Negotiation "A negotiation is an interactive communication process that may take place whenever we want something from someone else, or another person wants something from us” (Shell, p. 6). In order to have a successful negotiation, there are some guidelines that should be followed in the negotiation of the procurement of the Corporate Transfer Services (CTS). These guidelines include, but are not limited to, setting mutual guidelines and ground rules, ensuring all involved parties are aware of the negotiation process, ensuring all involved parties agree upon a safe, neutral location, free from outside disturbances to hold the negotiation, ensuring every involved party has presented all of their issues, interests, their position (where they stand on the issues) and their intention, ensuring all involved parties provide alternative solutions to the issues at hand and ensuring that a neutral party is taking notes or meeting minutes. Some critical things to remember in any negotiation are to avoid the appearance of being uninformed or overly aggressive and to be careful not to over-negotiate. It’s very important to know when to cut off the discussion. In addition, integrative bargaining should be used, if at all possible, to determine if there is a way for all involved parties to maximize their interests, instead of making a simple 50/50 split. Be sure to separate the issues from the people, regardless of the style of negotiation that each party chooses. When the parties want to maintain a positive relationship with each other, they should use the integrative bargaining style. When the parties are less