Negotiation Strategy Article Analysis
James Click
University of Phoenix
Organizational Negotiations
MGT 445
Dr. Christina Aleksic
April 29, 2013

Negotiation Strategy Article Analysis
Negotiations can be an in-depth process that may have a huge effect on an individual’s future. Selecting an effective negotiating strategy is vital when negotiating with other parties. There are numerous styles of negotiation strategies that an individual can use to have a fruitful negotiation. Several negotiation strategies are including collaboration, accommodation, competition, and avoidance (Lewicki, Saunders, & Barry, 2006). Dependent on the situation, one strategy may be more effective than another strategy. Two such examples in which different negotiation strategies were functional are Negotiating New Vehicle Purchases (Craver, 2005) and Town Settles Mall Suit (Chiaramida, 2010). A review of each article, including the application of negotiation strategies and a compare and contrast analysis will highlight the differences from each scenario.
Article One (Distributive) In Negotiating New Vehicle Purchases (Craver, 2005), the competitive strategy is used. The article walks through six negotiation stages encountered when purchasing a car. The goal of the article is to prepare the buyer for the dealership’s tactics and maximize the buyer’s negotiation power. The first negotiation phase begins before entering the dealership by determining the true dealer cost for a vehicle. The second negotiation phase begins the discussion with a salesperson over price. The third phase reviews how to react when the sales manager rejects the offer and the salesperson attempts to raise the agreed-upon price. The fourth phase begins negotiation over trade-in values, when applicable. The fifth phase moves into negotiation financing, and the sixth and final phase is negotiating any add-on