...PAN; THE FORCES BEHIND INTEGRATIVE BARGAINING By Joseph Brick 1 ABSTRACT Integrative bargaining is a highly effective means of negotiating an agreement. However, it is also an underutilized method. Although there has been a recent focus on the topic in the past thirty years, the factors which deem it beneficial are still little understood. What this paper attempts to set forth is an explanation of why integrative bargaining is a successful and desirable method of negotiating. With a better understanding of why integrative bargaining is effective, negotiators may be better able to utilize this method to its full potential. This paper culminates with a suggestion on how to best exploit this new understanding. Research up to this point has suggested that integrative bargaining is desirable due to the increasing the pie rationale. The contention set forth in this paper is that there are alternative factors driving integrative bargaining. Exploration of this theory begins with an analysis of whether integrative bargaining is driven by the interjection of equity principals into what was traditionally a law driven enterprise, that of negotiation. It is argued that the stability of contract which results from an earlier application of equitable principals in the negotiating process is just as crucial to integrative bargaining as the desire to increase the pie. With this conclusion, it becomes apparent that solutions which encourage integrative bargaining will result in more stable...
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...enemies. Many times when we enter into the negotiation process, we feel as though we are enemies to the other party. What many of us fail to realize is that we reach many decisions through negotiation every single day without as much as a single thought? Our basic definition for this paper is that “Negotiation means to confer with another person so as to arrive at a settlement of some matter; also to arrange for or bring about such conferences” (Merriam-Webster Dictionary). This paper will focus on the attributes that affect the choice of negotiation strategy, including both short and long-term thinking relative to the consequences, how to frame goals and the importance of the continuing relationship with the other parties involved after the negotiation process has ended. It is common knowledge that negotiation occurs in a series of steps or processes that are conclusive of many contractual principles, many of which are commonplace in daily routine. Offer, acceptance, and consideration for the proposal, and counter proposals from the parties redefining goals, and adjusting the tactics and strategy used based on the progress or the lack thereof being made in the process. Hopefully, this paper will shed some light on strategies as a plan predetermined by the negotiator to act as a guide to achieving the goals of the negotiation whether win-win or win-lose....
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...Analysis Negotiation Analysis Paper Ivania Castaneda HR595- Keller School of Management March 2013 Introduction Buying a home is a complicated and time consuming process. The purchase of a home is just one of many examples of negotiations that happen in everyday life. It is one of the few places in life where some form of negotiation is the rule rather than the exception. Not all people are effective negotiators. It takes a keen understanding of the process in order to be good at it. This class has provided tools via the review of key concepts and methodology to allow even the not so adept negotiator to be better at negotiating. By informing yourself, preparing, and keeping an objective mind frame we can all use the tools taught in class to become more successful next time a negotiation situation arises. My paper will focus on integrative bargaining. Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their situation. This strategy focuses on developing mutually beneficial agreements based on the interests of both parties. This negotiation approach is important because it usually results in more of a positive outcome in contrast to distributive bargaining. The first step in integrative bargaining is identifying each side's interests. Although distributive bargaining is frequently seen as the opposite of integrative bargaining, the two are not mutually exclusive...
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...“Confidential Success Table” that was provided. For this exercise, I was Paige Turner’s agent. As we started negotiating, both of us didn’t know where to start. Therefore, we simply decided to negotiate in sequence from royalties to number of bookclubs that will adapt the book. However, we soon realized that it was not going to work that way. Naturally, we started offering deals on several points without telling each other what we were after. I think we both were trying to figure out what each other was focusing on. During this process, we also figured out that we had some common interest on several points. It took us about 25 minutes to complete our negotiation. When we were done with our negotiation, we signed each other’s paper and calculated points according to the “Confidential Success Table”. We simply added up all the points that we earned on each points. My partner scored 26,200, and I scored 23,300. I got a good deal on royalties but lost hugely on signing bonus and the advance. We both had to yield some to get better deal on points that had higher score. My partner and I have agreed that this exercise was the most...
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...Examine the use of effective negotiation in a customer service environment. This paper provides an overview of the interpersonal and organizational variables that influence a negotiator's behavior and decision-making processes. In particular, it focuses on Customer Service environment and selects the negotiation strategy to be used in a given situation, while identifying a negotiator's behavior and decision-making processes. It attempts to design specific strategies and tactics based on the interests, positions, and standards of each party and defends the negotiating tactics used in order to reach a compromise. Definition Negotiation takes place whenever two or more people or groups desire outcomes which are interdependent. Weather a negotiation concerns a family quarrel, or a peace settlement among nations, people routinely engage for it and makes concession to reach the compromise (Fisher, Ury, & Patton, 1991, p. 3) Negotiation Strategies Customer service environment is all about attitude, negotiation and communications. While communicating one has to take consideration of negotiating strategies, and which strategy would be best in a particular scenario. For example if it is to offer service or a product to a potential client, then the Cooperative bargaining is the best strategy to use. Also known as Integrative strategy focuses on developing mutually beneficial agreements based on the interests of the disputants (Brad Spanqler, 2003). Here both parties involved in negotiation...
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...parties agree to a solution. In negotiating, there are two forms and one can utilize integrative bargaining, which referred to as “win-win” bargaining or distributive bargaining as well known as “win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we are negotiating with are the “losers” In these situations we rarely interact with the opposing party on a regular or future basis and are seeking the best possible outcome for this specific negotiation without interest in building a long-term relationship. In contrast, an integrative bargaining situation occurs when it is possible to produce a greater outcome together than either...
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...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...
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...Labor Laws and Unions Walmart is one of the biggest retail stores in the world. Walmart operates worldwide with current total count of its stores reaching 9.667 stores worldwide (Walmart Corporate, 2011). Interestingly, Walmart is an organization that is currently non-unionized. This paper will provide brief background information on Walmart organization. Legal issues and obstacles that Walmart could encounter will also be identified. The writer will determine which federal, state, or local laws could be broken because of the legal issues and why. Finally, recommendations to minimize possible litigation will be provided. The second part of the paper will deal with scenario if Walmart joining a union. Effects of the union on Walmart will be discussed next on the paper. Organization’s benefits of joining a union will be analyzed. Process of unionization will be discussed. And ways on how a union bargains and its effects on Walmart will be considered. Walmart’s Background Walmart begins in 1962 along with other retail stores such as Kmart and Target. Walmart has a humble beginning, with its owner Sam Walton put up 95 percent of their money to open the first Walmart stores in Rogers, Arkansas. Walmart finally goes public ten years later in 1972 which brings more capital to the organization. Walmart starts booming in the 1980s, where in the period of 10 years, sales grow from $ 1 billion in 1980s to $26 billion in 1989. In 21st century, Walmart is serving more than 176 million...
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...Negotiation is the process of involving different groups with different interests. In the negotiating table there is a dialogue and discussion in order to resolve the conflict amicably. Business personnel resolve standing issues by effective negotiation. This paper will analyze the roles of communication and personality in negotiation and how they contributed to or detracted from the purchase of vehicle negotiation. Three types of Negotiation There are three types of negotiations such as integrative process, distribution process or lose win process. The integrative process is both parties fit together and negotiate with one another to find out many new solutions to a particular problem and be able to agree to it. Integrative process is a win-win situation because both parties benefit from resolving the problem. The distributive process is when one party wants to win at the cost of the other party by inflicting maximum losses which then become popularly known as win-lose situation or the zero, sum situation. The third negotiation is the lose-win situation and this is where one party loses and the other wins. Communication and Personality Negotiation is a tool in keeping pricing at a competitive rate, to reduce expenses, and increase profit. Communication is the most important piece of the negotiation process and the personalities of the parties involved in negotiations play a large role in the way the agreements form. The most important factor can be the shape of the negotiation...
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...Negotiation Strategy Article Analysis Introduction The art of negotiation has evolved throughout the years with the development of theories and practices, which moves beyond competitive negotiations and towards real world problem solving (Cronin-Harris, ¶ 1). Interest based bargaining, known as problem solving, allows the interested parties to review their underlying interests versus an assertion of their positions and demands (Cronin-Harris, ¶ 1). In doing so, both parties will search for solutions which meets those underlying interests, while making concessions consistent with their respective needs and concerns (Cronin-Harris, ¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and...
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...Miami School District Negotiation Paper The stakeholders in this situation are the school authorities, students and their parents, experts involved in the redrawing plan, school employees and community or society in which the school is located and the vendors associated with the school. The negotiation strategy pursued in this situation to support the school board's need to redraw the boundaries while addressing the concerns of the stakeholders will be integrative negotiation strategy which aims at reaching to a win-win situation for all the parties in the negotiation. The word integrative means to join several parts into a whole. Conceptually, this implies some assistance, or a joining of forces to achieve something together; Usually involves a higher degree of trust and a forming of a relationship. Both parties want to walk away feeling they've achieved something which has value by getting what each wants. Ideally, it is a twofold process. Integrative bargaining also called interest-based bargaining, win-win bargaining is a negotiation strategy in which parties collaborate to find a win-win solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. In the above mentioned the school board can effectively use integrative bargaining to develop an optimum solution in the best interests of both...
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...|[pic] |Syllabus | | |School of Business | | |MGT/445 (3 Credits)Version 1 | | |Organizational Negotiations | | |Puerto Rico Campus | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: University policies: You must be logged into the student website to view this document. Instructor policies: This document is posted...
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...service. It is also important to note that good and obedient taxpayers (clients so to say) are hard to come by and as such when negotiating, we should learn strike deals that both parties can be happy with especially if we hope to do more business with this client in the future. In the negotiations with the clients, they will be looking at a few things, namely: quality and quantity of the services and a reasonable delivery schedule of their needs, terms of payment, and of course price/cost. These things are all negotiable and can be worked out so that both stand to benefit. A big part of working with clients is to understand them. It is important to research a potential client so “we can work out how valuable our business is to them. Our bargaining power increases in direct proportion to our potential client's need for our business.” Negotiating the Right deal with the Client, is also dealing with so many competitors. Needless to say, we need to be competitive and excellent in the negotiation process, t o give us a chance to close the deal. As one of the parties involved in the negotiation process we need to stand a better chance. We would be in an even better position if the client was new to the market or pioneering; we would have more leveraging power in such an instance. Timing can play a huge role in negotiations sometimes. Negotiating at the right time is a strategy not many are aware of but can capitalize on it if they are aware of this fact. Strategy and Tactics The result...
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...|[pic] |Course Design Guide | | |School of Business | | |MGT/445 Version 1 | | |Organizational Negotiations | Copyright © 2009, 2006 by University of Phoenix. All rights reserved. Course Description This course provides an overview of negotiations in an organizational setting. Students learn negotiation processes and strategies, the role of stakeholder interests in negotiation, and how to apply these concepts to the workplace. Students also examine conflict management techniques and emerging negotiation trends in globalization and technology. Policies Faculty and students/learners will be held responsible for understanding and adhering to all policies contained within the following two documents: • University policies: You must be logged into the student website to view this document. • Instructor policies: This document is posted in the Course Materials forum. University policies are subject to change. Be sure to read the policies at the beginning of each class. Policies...
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...Term Paper Topics on Human Resource Management Human resources managers can be involved in hiring and training employees in addition to administering a company's benefits program, reports Education Portal. The median annual wages of human resources managers in May 2008 ranged from $86,500 to $96,130, according to the Bureau of Labor Statistics (BLS). A bachelor's degree is the minimum requirement to land a human resources position, with many companies preferring managerial job candidates who have a master's degree. A term paper in a human resources management degree program can cover a wide variety of industry topics. Labor Relations Labor relations is a major focus area for human resources management students. If you are interested in writing a term paper on labor/employee relations, you can concentrate on the area of conflict resolution or explain the value of integrative bargaining--which is more cooperative--versus distributive bargaining, which is more competitive. You additionally could write about current issues and changing trends in employment laws that cover fair labor standards, pension funds and Occupational Health and Safety Administration requirements, according to the University of Rhode Island. In addition, you can evaluate case studies on collective bargaining and explore the functions of the National Labor Relations Board and state labor boards. Diversity A popular human resources management term paper topic is diversity in the workplace, according to DeVry...
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