Distributive Bargaining and Integrative Negotiation Using the strategies of distributive bargaining and the strategies of integrative negotiation, complete the matrices for the challenge provided. Think of two (2) situations in your professional environment or personal life that you would like to see a change in but know there is a lot of resistance to the change. Pretend you have been given an opportunity to negotiate for the change with the CEO of the company. Complete the table below and answer
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False 2. A "win-win" negotiation goal would best describe the integrative negotiation style. a. True b. False 3. Which one of the following is an effective technique for dealing with hard-ball tactics? a. Fight fire with fire b. Threaten and bluff until the other party is intimidated c. Plead for mercy d. Complain to the other party's constituents e. Ignore them 4. Which of the following approaches is inconsistent with interest-based negotiation? a. Separating the
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Assignment 1: Dimensions of Negotiation & Organizational Conflict Resolution Introduction Every day we are confronted to conflicts and situations when we have to negotiate. It could be either a negotiation between parents and children, employees and employers or a contract between two companies. Negotiation is a complex social process of decision making between two or more parties that discuss to find a solution for their opposing interests. Negotiation includes many dimensions. In
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know the differences between each individual country. While they are all Asian countries and there are many similarities in etiquette there are many differences when dealing with negotiations. Before negotiations starts one must be conscientious of attitudes and styles, the sharing of information, pace of negotiations, and bargaining. China and South Korea share the attitude and style of distributive and contingency, while Japan is more cooperative. The Japanese see “negotiating as joint problem
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Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future Chia-Jung Tsay Max H. Bazerman Working Paper 10-002 Copyright © 2009 by Chia-Jung Tsay and Max H. Bazerman Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. 1 A Decision-making Perspective to Negotiation: A Review of the
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Personal Negotiations MGT/445 November 14, 2011 Thelma Clark Personal Negotiations In life, whether it is personal or business, one will negotiate terms of sorts and it will likely be often. When a person goes to buy a new car, purchase a home of their own, or have a garage sale, negotiations take place. In business, one can negotiate a salary, work schedule, or position within the company. Businesses will often negotiate with other businesses in order to expand, purchase, or
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(2) different steps a company should take to prepare for its first round of bargaining with the union (pre-negotiation activities). Explain why each of the steps you have identified is critical to achieving an initial successful collective bargaining agreement with the union. Whenever you bring people together, then put certain individuals in charge of others there is going to be conflict. In the labor relations world this has been going on since the 18th century with the rise of trade unions
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Chapter 1 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. Answer: negotiate Page: 2 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot Answer: bargaining Page: 3 3. Negotiating parties always negotiate by ____________. Answer: choice Page: 6 4. There are times when you should _________ negotiate. Answer: not Page: 6 5. Successful
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Negotiation Theory Types of Negotiation Table of contents 1. Introduction 2. Negotiation Theory: Foundations and Approaches 2.1. Basic concepts of negotiation 2.2. Negotiation approaches: An overview 2.2.1. Structural approach 2.2.2. Strategic approach 2.2.3. Behavioral approach 2.2.4. Processual approach 2.2.5. Integrative approach 2.3. Summary of approaches 3 Types of Negotiation Negotiation Theory and Practice: A Review of the Literature “major public
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Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has
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